Podcasts about sellingwithsocial

In this week's episode, Vince discusses the upcoming NYC Real Estate Expo, which is a premier event that brings together professionals from all sectors of the real estate industry. Also, he reviews selling NYC real estate using social media as an effective strategy in today's digital age. Featuring guests Anthony Kazazis of the NYC Real Estate Expo, Alexander Zakharin of Nest Seekers, Mike Bussey of Compass, and William Brown of Fairly Even. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/talking-new-york-real-estate-with-vince-rocco/id1645541166 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSlGbpYVDMcT_DI0gFW06hq Connect with Vince Rocco: https://www.bhsusa.com/real-estate-agent/vince-rocco Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #Realestate #vincerocco #newyorkcity #TNYRE #nyc

Automotive is as fast paced as ever! With new acquisitions, dealers navigating tricky sales pipelines, opportunities across media, and foreign relations all factors, keeping your head up is of utmost importance. We are in rapid fire mode today and that is only half of the excitement we have headed into NADA Show!TradePending Acquires AutoAPRAutomotive Ventures DealerFund by Steve GreenfieldMulti-rooftop franchise dealers with capacity to embrace new technologiesCheck out the Auto Intel ReportWill dealers push back on Carvana acquisition?Minority Motors Clubhouse room repriseFord has now suspended ops in Russia22k vehicles produced there by an affiliateFord owns 50% stake in manufacturing facilityMade 100k donation to Ukraine reliefAlso announces separate Divisions to run EV productionSeparate names, leadership structures, and P&LsFelicity Ace is sunkTook on water when towing beganAbout $438 million worth of goods were aboard the ship, $401 million of which were cars.Sign up for the ASOTU Daily Push Back email at https://www.asotu.com/Listen to other episodes: https://www.asotu.com/media/podcastsRead the most recent Daily Push Back email at: https://www.asotu.com/media/push-back-emailShare positive dealer stories: https://www.asotu.com/positivity

My next guest hit $500k in 2021 with $200k in only 4 months! She's here to share her story and strategies to build your business for truly abundant results. In this episode, I'm chatting with the remarkable Allie Reeves. Allie is a social media strategist turned entrepreneur and small business mentor. She is passionate about helping women create powerful social media presences that grow their businesses to reach their goals. Allie is sharing her tips for success and what worked for her when she was growing her empire. In her first year of business in 2018, she was growing her brand and only earned $5k. A fire was lit under her and in her second year, she hit six figures by June! We're discussing all things starting a business in flow by using sales and launch strategies that are in alignment with who you are - not just using push energy. Allie shares how she balances her business with motherhood and family life to create a life that lights her up. Allie is truly inspiring and I'm so grateful to have her on the show today to share her motivational experiences and knowledge with you. LINKSWhere to find Allie: Instagram: @allieireevesPodcast: 6 Figure InfluencerCheck out my workshop CALL IT IN

THROWBACK to past interview with Vengreso CEO interviewing me about sales content. On this episode of #SellingWithSocial, Connor Dube and I explain the critical importance of leveraging effective sales content. Connor is the Director of Sales and Marketing for Active Blogs, and he's been involved in sales and marketing from a very young age. His insights reach far beyond his millennial years, and you don't want to miss hearing his stories. He understands the relationship needed between marketing and sales departments like few others do, and he shares the top 3 pillars your content marketing needs to be built on in order for it to be successful. Be sure to give this episode your full attention!Leveraging Sales Content is Essential, No Matter Your Company SizeLeveraging sales content is one of the best strategies any company or salesperson can leverage to drive engagement. Content should play a massive role in the life of a modern salesperson because it's a key feature that fuels sales conversations. Buying processes are getting longer and companies employ multiple decision makers that are more informed than ever before. Providing content to prospects allows them to build a trusting relationship with your company, even before they speak to a sales rep.Connor explains that marketing and sales departments must work together to create sales content that sends the right message at the right time. He says, “They have to be married together because the salespeople are going to win by being able to provide the right types of insights to marketing, and marketing being able to regurgitate that into usable content.”Follow this 80/20 Rule for the 3 Pillars of Sales ContentFrom his time managing and training sales teams, Connor has identified 3 main pillars that sales content falls into. Here they are.Educational contentEntertaining contentActionable contentContent marketers and salespeople run into trouble when they start devoting 80% of their content to the actionable pillar. Instead, Connor recommends that only 20% of your content is actionable while 80% is split between the first two pillars. Sales is relational, and educational/entertaining content builds a relationship with a prospect. For the full story behind these 3 pillars and how they can help you improve your sales content game, give this episode your full attention.... listen in for more!

In this episode, Mark Hunter and Meridith Elliott Powell explore topics like social media, LinkedIn, Sales Navigator, and social selling. Is social media in sales a fad or is it here to stay? Is LinkedIn Sales Navigator worth it?  -- If you have a question for Mark and Meridith submit it at saleslogicpodcast.com and it might be answered on the show. Remember, share this podcast with a friend. It's how we grow to help you grow.

In this episode, Mark Hunter and Meridith Elliott Powell explore topics like social media, LinkedIn, Sales Navigator, and social selling. Is social media in sales a fad or is it here to stay? Is LinkedIn Sales Navigator worth it?  -- If you have a question for Mark and Meridith submit it at saleslogicpodcast.com and it might be answered on the show. Remember, share this podcast with a friend. It's how we grow to help you grow.

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Success and failure in sales are determined by many things, but most important on that long list is what I’d call your “sales mindset.” It’s how you think about yourself, your role as a sales professional, and the big reasons you’re in a sales career in the first place. To help us think through the obstacles to a healthy sales mindset that every salesperson faces, I’ve invited Bernadette McClelland to be my guest on this episode of #SellingWithSocial. Bernadette is the Founder of 3 Red Folders, a sales training and consulting firm that helps clients understand the essentials of sales strategy, sales psychology, and sales science. This intersection of topics is not something you’ll hear talked about commonly but it’s extremely important to understand.  On this episode, Bernadette and I discuss how sales professionals can begin to unravel the mystery behind lagging sales performance by going inside themselves, where they'll discover what makes them tick and find the tools to change their sales career for the better. Don’t miss it! This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. To Increase Your Sales Success You Must Be Open And Be Aware When asked how salespeople can begin to give their sales mindset an overhaul, Bernadette says that it starts with two things: Openness and Awareness. Let’s take those one at a time. First, you must be open to change and growth. She points out that many sales professionals are full of ego, ready to take on any challenge. That's fine, except that they often think they don’t need to do anything more to increase their skills or abilities. She says those individuals cannot be helped because they’ve closed themselves off to growth. But those who are open to change and eager for growth can accomplish much more. Next, you have to become aware that you carry the beliefs, conditioning, and limitations that your family and environment created in you as a child. Those are the things that stop you from achieving all you could and that prevent you from stepping into bigger deals. These are the things that limit your belief in yourself. Listen to hear how Bernadette unpacks this vital topic. Understanding Your WHY Is Important But Not Without Knowing Your WHO Most business people have read the book, “Start With Why” by Simon Senek. He brought a concept into the spotlight that I’ve been asking my sales team to consider for years. It’s the idea that WHY you do what you do is more important than HOW you do it - and that if your WHY is compelling enough, it will drive you to greater levels of success and accomplishment. But Bernadette says that as right as Simon is, he’s missing a key component - another element that even informs that WHY. It’s WHO you are. She tells the story of how she used to be a smoker and that no amount of warnings on cigarette packages was enough motivation to make her stop smoking. But when she decided that SHE was not a smoker, that it wasn’t going to be a part of how she thought of HERSELF, everything changed. Listen to hear how she applies this story to the development of a positive sales mindset. The Key Questions All Sales Leaders Need To Be Asking Whether you lead a sales team or are an individual seller, Bernadette provides two simple questions and a follow-up exercise that will help you overcome blockages to achieve greater success in modern sales and a growth mindset. She poses the questions as if a leader of a sales team were asking them, so if you’re an individual salesperson, just modify the sentences to apply to you personally. Here they are...  1 - What are the behaviors you need to see that will give you confidence that your sales team will overachieve? 2 - What is the negative impact on your business if that doesn’t happen? Bernadette’s follow-up exercise is for those who can’t clearly answer the question. She instructs you to pretend that you knew the answer. What would it look like? What would it feel like? You’ll soon discover you have the solutions to your own problems. Listen to learn more. Sales Mindset Mistake: Not Knowing The Purpose And Outcome Sales Calls  Much of what goes into a successful sales mindset has to do with preparing yourself for the sales calls you have scheduled. And that preparation is about more than just knowing your product specs and discussing the client's need within the scope of their buyer’s journey. To become a successful salesperson, you need to be clear on what both the purpose and the outcome of that sales call need to be. Bernadette points out that purpose and outcome are not the same. “Purpose” speaks to the buyer’s needs and agenda, which could be nothing more than a fact-finding mission for them. But “outcome” is about your goals, what you need to get from the appointment - and it’s not always getting the sale. This is a great opportunity for sales leaders to teach reps how to accelerate their pipeline. Listen to hear how Bernadette breaks it down and you’ll understand why she’s an in-demand sales speaker across the world! Join us for this episode of Selling With Social. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Outline of This Episode [1:49] Introducing Bernadette McClelland, sales influencer from the land down under [9:16] What does psychology have to do with sales? [14:51] When a business (or individual) is not making its numbers, what’s wrong? [19:55] Understanding your WHY is important, but not without knowing your WHO [22:11] One of the key questions Bernadette asks sales leaders [26:06] Common errors salespeople make that prevent them from succeeding [31:27] Talking about the elephant in the room and helping buyers help you [37:01] Sabotaging behaviors that often happen among sales teams  Resources Mentioned 3 Red Folders - Bernadette’s company Bernadette’s book: The Art of Commercial Conversations (Bernadette’s affiliate link) Bernadette on LinkedIn Bernadette on Twitter: @B_McClelland Bernadette’s favorite movie: The Way Jonathan Livingston Seagull (Bernadette’s hero) Spin Selling Method Challenger Selling Method Gartner CSO Insights Forrester Maslow’s Hierarchy of Needs Tony Robbins 6 Core Needs  Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts  

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts When you really, really need to get the meeting with that high-level exec you’re hoping to build a business relationship with, what do you do? Email? Cold call? Outreach on LinkedIn? Each of those has their place, but nothing is more effective than what my friend Stu Heinecke refers to as “Contact Marketing.” Why am I talking about something with the word "marketing" in the name on #SellingWithSocial (a sales podcast)? Because it’s the most powerful way for sales professionals to get the meeting every, single, time. Yep - you heard that right. Every time. Stu is an author, Wall Street Journal cartoonist, and hall of fame–nominated marketer. Through his writing, he’s taught thousands of sales reps, business owners, entrepreneurs, and CEOs how to use Contact Marketing to get meetings that have dramatic bottom-line impact on the companies they work for. Listen to this episode - it will get your creative juices flowing and motivate you to get outside the cold-calling box you’re in so that you can get the meeting with those high-priority prospects on your radar. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Your Messaging Has To Stand Out If You’re Going To Get The Meeting Most meeting requests fail because they are boring, irrelevant, and built on a cookie-cutter approach. Put yourself in your prospect's shoes: After seeing the same sales messaging over and over, both prospects and their gatekeepers tune it out. It’s as simple as that. Stu says that your primary goal in Contact Marketing is to set your message apart from the others your prospects are receiving. That’s the only hope you have of convincing them that your solutions are worth consideration. Stu uses his cartooning skills to create unique gifts that he sends to prospects. But since you’re likely not a cartoonist, what could you do? To give you some ideas, Stu tells the following stories… One sales professional used Cutco knife sets to get in the door - mailed directly to the prospect one knife at a time. His efforts resulted in a 6-figure deal. Another researched his prospect and discovered his love of falconry, so he sent a custom falconry glove. It resulted in 3 referrals and 6-figure deal. Dan Waldschmidt, who’s been a guest on this podcast,sent an actual sword as an image of the message he wanted to communicate. These all sound elaborate or expensive, but your Contact Marketing efforts don’t have to be either of those things. Listen to hear Stu give practical examples of the kinds of things you can do to get the meeting with your key prospects. The New Standard For Meeting Requests: 100% Response Rate It’s every salesperson’s dream to have a 100% response rate to meeting requests, and Stu says it commonly happens when his Contact Marketing approach is used. Why is the method he teaches so effective? Because it is a way of connecting that gets attention, stands out by expressing care and interest in the prospect, and enlists the gatekeepers to help you get the meeting set up. That’s a lot of promises - but it really works. In this conversation, Stu describes several ways individuals have used his Contact Marketing method to great success. It sounds crazy, but the beauty is that it’s just crazy enough to work. Be sure you listen. By the time you’re finished, you’ll understand what Contact Marketing is, why it works, and how it could become the most powerful component of your sales enablement strategy. Having Trouble Getting Around Gatekeepers? Make Them Your Allies In this conversation, Stu begins his explanation of Contact Marketing by telling a story of how he has used his cartooning skills to get in touch with high-level prospects. It all starts with targeting the right prospect, researching them to find a touchpoint that will make for a good connection, and creating a unique “Big Board” cartoon that is personalized and meaningful. Stu’s team then reaches out to the person’s executive assistant and explains that they have a cartoon created by a Wall Street Journal editorial cartoonist that features their boss - and they’d like to send it to them. The assistant is immediately intrigued and on-board for getting the cartoon for their boss. Listen to hear how the process goes from there. You’ll find Stu’s insight and creativity inspiring. Once You Get The Sales Meeting, Turn The Conversation Into A Conversion I once had a sales representative reach out to me in a clever way that truly impressed me. He lives in my area and hosts a podcast that features CEOs from our area. He invited me to be a thought leadership guest on his podcast. After working out the details, I was invited to his office for the recording. Once there, he toured me around the place, introduced me to his sales team, and that’s when it dawned on me… I was a prospect for the service he provides. After a discussion about his approach, I discovered that he had a sales pipeline full of targeted, qualified prospects just like me who he had reached and established a relationship with through his podcast. Stu says his approach is a perfect application of his Contact Marketing strategies. He was doing it right. But the story doesn’t end there. The sales rep contacted me later on, to say that he was very frustrated because his sales managers were pressuring him to stop podcasting. Why? His efforts weren’t converting. Listen to discover how Stu diagnoses his problem and recommends a solution. You’ll find it very helpful for your own efforts at Contact Marketing. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Outline of This Episode [3:58] How Stu became an editorial cartoonist [9:22] What is contact marketing and why should it matter to sales professionals? [15:42] How to come up with must-reply contact requests [19:50] Alternative ideas for getting meetings in creative ways [24:30] How Dustin used his podcast to get Mario to show up at his office for a meeting [35:01] An individualized approach to sales management is often the issue Resources Mentioned Stu’s website: Stu Heinecke Preorder Stu’s new book: Get The Meeting Stu’s first book: How To Get A Meeting With Anyone Stu on LinkedIn Stu on Twitter: @ByStuHeinecke Stu’s all-time favorite movie: Contact The How To Get A Meeting With Anyone Podcast BOOK: Edgy Conversations Previous SWS episode with Dan Waldschmidt John Ruhlin BOOK: Giftology  Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^CODE SECTION^^^^^^^^^^^^^^^^^^^^^^^^^ Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts ^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^ The creation of a Customer Success Program is a powerful approach to delivering results for customers. On this episode of #SellingWithSocial, I invited the Vengreso Customer Success Team - Ivonne Ribeiro, Mike O’Brien, and Wendy Gertridge to walk us through the customer success program we implement at Vengreso, and that they’ve been instrumental in developing. It’s the process our team uses to understand our customer’s goals, anticipate their challenges, and proactively provide solutions and answers to those issues to drive their success. Listen to learn how our CS program includes team-wide training to ensure that the new skills and concepts we’re teaching are implemented consistently across the board. If you build your customer success team guided by the ideas you hear on this episode, you’ll boost customer happiness and retention AND increase revenue and customer loyalty. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. What Is The Goal Of A Customer Success Team? Customer success has one goal: Making the customer’s hopes and dreams about using your product or service a reality. If they are super happy with the results you deliver, they’ll be back - and they will tell others about the incredible results they achieved using your services. At Vengreso we take that seriously, so we’ve created an entire customer success team to ensure it happens for every customer. In this 4-way conversation, Mike points out that the customer success process often begins with educating or re-educating the customer on best practices, resources available, and how our expertise can empower them to accomplish their goals. It's the process of passing along the experience your team has as you advise and guide your customer. Wendy points out that on a deeper level, we’re always working with the customer toward 3 goals: 1 - Sales behavioral change 2 - More sales conversations, and 3 - Increased sales win rates.  Ivonne stresses that it’s vital to keep the customer’s end goals in mind, from the beginning. What is the end outcome your customer wants and needs? What is your Customer Success Team going to do to create those outcomes? Listen to hear how we’ve answered those questions at Vengreso - then use our experience to fuel your own approach to a customer success program. Before You Implement A Customer Success Plan, You Have To Assess Everything One of the mantras we’ve developed at Vengreso is that we don’t want to teach our customers how to fish until we’ve provided them with the right bait. In digital sales, the bait is content. What does that mean on a practical basis? It means we have to analyze both the client’s current resources and approach AND their target customer to determine if they have the right bait to catch their ideal customers. This involves reviewing the customer’s website and those of competitors to see what’s working and what isn’t. We also analyze their existing social media strategy including the images, hashtags, and gated and ungated content they offer. We assess their landing pages and forms, their user experience and interface, keywords, topics that are driving traffic, and much more. This careful research is what enables us to create a content strategy that demonstrates our customer’s expertise and ability to solve the problems their prospects have.  Don’t Put Your Strategy In Motion Without Training Your Customer Once we’ve created a data-driven strategy for our customers we want to ensure that they can implement it successfully. That means we often have to re-train our customer’s sales team in doing digital sales the right way. The right connection strategy, implemented properly will make a huge difference in the results they get. One of the first things we do is to help each salesperson with a LinkedIn profile makeover. Why? Because the profiles of our customer’s employees are mini-websites for the company, and they are more important than people think. The most recent LinkedIn State of Sales report says that 62% of buyers look at a salesperson’s LinkedIn profile before considering their company as a partner. That makes employee LinkedIn profiles a powerful piece of digital real estate that can serve as a significant touchpoint in the prospect’s buying journey. The Vengreso approach to this LinkedIn profile makeover takes 8 weeks to implement because our customer’s sales teams typically won’t implement these changes on their own. So we guide them, step by step - to see the importance of what we’re doing and to put the changes into place.   How Will You Make Learning Stick For Your Customers? Most companies train their customers to use their product or service and expect the customer to remember everything from the training. That seldom happens. Your customers need help when it comes to getting the learning to stick, and it’s your responsibility to see that it does. One of the most important aspects of the Vengreso “make the learning stick” philosophy is the way we go about our 15 week-long “Selling With LinkedIn” course. Every member of our customer’s sales teams must work their way through this data-driven, best-practice course to help them break bad habits and establish new ones. Our goal is to help students learn over the course of time in small chunks - and we approach it in three stages: 1 - Learn on their own 2 - Learn through hands-on practical experience 3 - Receive coaching to help reinforce what they’ve learned and practiced This 3-pronged approach enables us to do the hand-holding that ensures our customers embrace and implement the training we provide. But we go beyond that by providing detailed reporting to the leaders of our customer’s sales teams so they can keep their teams accountable for the learning and implementation as well.  Key to driving true customer success is measuring the Key Performance Indicators of how a customer WANTS to measure the success of the digital selling training program. When we track and provide those metrics, our customer success program is truly successful. Listen to learn how it works for us and to begin coming up with your own ideas about implementing a customer success team in your company. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Outline of This Episode [1:51] Three special guests on this episode: The Vengreso Customer Success and Implementation team - Wendy, Mike, and Yvonne [9:11] Building our customer success team from scratch: How it happened [15:57] Providing clients with the right bait (so they can catch the right fish) [21:31] The right distribution strategy is vital for company-wide positions, including sales [31:11] What goes into a LinkedIn profile makeover? [35:57] How Customer Success drives an awesome experience [45:65] Why the closeout is as important as anything else Resources Mentioned Connect with Wendy on LinkedIn Connect with Mike on LinkedIn Connect with Ivonne on LinkedIn LinkedIn State of Sales Report The Vengreso On Demand Platform Ivonne’s all-time favorite movie: Empire of The Sun Mike’s all-time favorite movie: The Godfather Part Two Wendy’s all-time favorite movie: Green Book Modern Marketing Engine Podcast - Bernie Borges ^^^^^^^^^^^^^^^^^^^^^^^^^CODE SECTION^^^^^^^^^^^^^^^^^^^^^^^^^ Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts ^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^ Click to Tweets:   Learn how to drive modern #sales success from the Vengreso #CustomerSuccess team, on this episode of #SellingWithSocial, with @M_3Jr, CEO. Listen now! #DigitalSales #SocialSelling #SalesLeaders @Gong_io #Gong #RevenueSuccess Discover the goals and strategy of a #CustomerSuccess team, from CEO @M_3Jr and the Vengreso team, on this episode of #SellingWithSocial. Listen now! #DigitalSales #SocialSelling #Sales @Gong_io #Gong #RevenueSuccess Before you implement a #CustomerSuccess plan, assess everything your customers are doing. Listen to find out how from @M_3Jr and the Vengreso team on this episode of #SellingWithSocial. #sales @Gong_io #Gong #RevenueSuccess Don’t put your #CustomerSuccess strategy in motion without training your customer adequately. Listen to find out how from @M_3Jr and the Vengreso team on this episode of #SellingWithSocial. #sales @Gong_io #Gong #RevenueSuccess How will your #CustomerSuccess team make learning stick for your customers? Listen to find out how from @M_3Jr and the Vengreso team on this episode of #SellingWithSocial. #sales @Gong_io #Gong #RevenueSuccess

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Referral Selling: It sounds like the holy grail of lead generation and customer acquisition, and my guest on this episode of #SellingWithSocial insists that it is all of that and more. Joanne Black says that getting referrals is a matter of building a systematic approach that eliminates the need for cold calling and puts truly qualified leads into the pipeline. Joanne has made it her business to become the foremost expert on referral selling and during this conversation, we discuss why sales teams don’t make the most of referrals, how referral selling is done incorrectly, and what can be done to develop a referral selling culture that drives your sales organization.  Joanne speaks at sales meetings and conferences around the world, presenting the content she shares on this episode as part of her signature talk “Referrals Are Retro: How to Build a Referral Culture in a Digital World." Be sure you listen!  This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Referrals Are The Fastest Driver Of Revenue You may not be aware of this fact, but referrals are the number one driver of revenue. The reason they are is simple: When you receive a referral you’ve been handed a gift-wrapped warm lead from someone who has already earned the trust of that lead. As you reach out to that referral, you're riding on the trust the referrer has already established. That gives you a huge competitive advantage when it comes to closing more deals. So, when you call to set an appointment with a referral, you get the meeting. But even more important, when you get referrals by asking the right questions you can be assured that every single one of those referrals is a QUALIFIED lead added to your pipeline. In this episode, Joanne shares how you should ask for referrals and reveals the exact questions you should ask to qualify those referrals. In fact, if you listen you'll hear Joanne put ME on the hotseat as I offer my own qualifying questions and receive Jonanne’s critique. She sets me straight more than once! Listen to learn how you can increase your referral skills by asking the right questions. Do You Believe These Common Misconceptions About Selling By Referral? Though most sales leaders agree that selling by referral is the best way to gain qualified leads, most of the members of their teams are NOT getting referrals consistently. Why is that? Joanne says there are a handful of myths about referrals that cause most of the problem. Myth 1: Telling salespeople to get referrals is all you need Myth 2: Selling by referral takes too long Myth 3: It’s not appropriate to ask clients for referrals because they pay you Myth 4: Referral selling is easy  In this conversation, Joanne reveals why each of these myths is wrong and explains what can be done to dispel them and create a referral generating culture in your sales organization. The Best Process To Build Referral Sales During this conversation, Joanne points out that sales leaders can’t simply tell their reps to ask for referrals and expect it to happen. It won’t. You’ve got to have a systematic approach to referrals that makes the practice part of your organization's selling DNA. She calls it a "referral selling process." Here are the 3 steps Joanne says must be a part of every referral selling process: 1 - Strategy - this includes setting clear achievable goals, time frames, and methods of measurement. 2 -Skills - this includes learning HOW to ask for referrals, what kind of referrals to ask for, and how to qualify the referrals you receive. 3 - Execution - this includes involving the people in your organization who are willing to learn, willing to be accountable, and open to being coached through the process. If you take Joanne’s advice and truly focus on your referral approach, you’ll see referrals become your leading source of qualified leads and sales conversions. So listen to this episode to find out exactly how to coach your sales team to effective referral selling. The Biggest Missed Opportunity For Referrals: Current Clients When I asked Joanne to tell me the biggest missed opportunity for referrals, she didn’t hesitate. It’s current clients. To illustrate, she tells the story of how, at a recent speaking engagement, she asked the sales leaders in the room how many of them had asked 100% of their current customers for a referral. Nobody raised their hand. She asked again, how many had asked half of their current clients for a referral? A few hands went up. When she asked how many had never asked their current clients for a referral, most hands were raised. That story reveals the pot of gold available to every organization in its existing customer base. You have the untapped advantage of trust-based relationships with customers who would most likely be happy to tell others about their experience with you. Who better to introduce you to future ideal customers than those who are already benefiting from and enjoying your services? Listen as Joanne peels back the layers to help you overcome the fear of asking for referrals and increase your ability to secure qualified leads and close more deals through referral selling. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Outline of This Episode [1:48] How getting fired pushed Joanne into consulting and referral sales expertise [8:22] A pandemic in sales: the inability to generate referrals [10:34] Why have companies missed the referral selling opportunity? [22:12] What does it take to build a referral culture? [31:55] Big misconceptions about referral selling and how to build the referral sales skill [48:37] Why customers are a pot of gold for future sales relationships Resources Mentioned Joanne’s book website: https://www.nomorecoldcalling.com/ Get Joanne’s books on Amazon Dr. Howard Dover, professor at UTD Kurt Shaver (CSO of Vengreso) Salesforce Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts If you are going to spend the time and money to send people from your company to work a trade show booth, you need to be sure that you get the greatest ROI possible. This episode of #SellingWithSocial features my friend, Alice Heiman who has co-founded TradeShow Makeover, a company designed to help you sell more at trade shows.  Listen to hear the biggest trade show fails Alice has seen, who she says should be manning your booth, what your objectives at trade shows should be, how to convert sales leads from a trade show into revenue, and more.  This episode could empower your team to get more qualified leads into your pipeline in one weekend than they are able to get all year, so be sure you listen to Alice’s tips. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Are You Guilty Of These Trade Show Fails? Alice has seen it all when it comes to the things people do while manning booths at trade shows so I asked her to share the biggest fails she’s seen. Among the many hilarious - and sad things she had to share were: Booth personnel looking at their phones instead of the people coming by Calling out to people like a carnival barker Leaving the booth unmanned Pitching booth visitors immediately without building rapport And the biggest fail of all: Lack of preparation.  Alice says that when a company does not diligently train the people working the booth, they leave a lot of the benefits of being at the trade show on the trade show floor. You’ve got to hear Alice’s observations and tips. Her advice is gold for those who want to make trade show participation truly worth it. After all, achieving success in modern sales means combining digital selling strategies with old-school methods, such as selling at trade shows. This is how your reps have more sales conversations and increase their win rates.  Who Should Work Your Trade Show Sales Booth? Should the people working your trade show booth be Business Development Reps? Or should you send the most experienced closers, people who know how to have conversations that address the problems prospects are looking to solve? Alice says a lot of thought needs to go into who’s going to staff the booth and that the decisions you come to may differ depending on whether you’re a startup or established company, what size booth you have, what your goals are, and more. Most importantly, Alice’s biggest trade show tip is to figure out what you want from your participation at the show. You’ll be able to decide on who should be in the booth based on those goals. Alice says it's often beneficial to have a blend of people at the booth, including senior executives and founders, subject matter experts who can answer questions that may arise, and customer success executives. A Sales Manager’s Guide to Generating High-Quality Leads at the Sales Booth Many companies try to motivate their booth personnel by putting silly contests into place. One of the most common is giving some kind of spiff or reward for the person who scans the most badges. Alice is on a mission to kill that idea because it doesn’t work and isn’t a very effective way to get qualified leads. Rather than scanning badges like crazy, booth staff should be focused on having memorable conversations to generate high-quality leads. This includes asking questions that make people think, providing insights people haven’t thought about before, and expressing empathy for the problems booth visitors are facing.  When you get contact information from people who have experienced those types of conversations at your trade show booth, you’ll have leads that are truly interested in your product or service. How To Get The Best Sales ROI From A Trade Show If you’re going to participate in a trade show, how can you get a high ROI? Alice says it begins with aligning marketing and sales before the show to decide what they’re goals are. That means putting measures in place that you can quantify, such as: How many high-quality conversations did you have? How many pre-appointments were made before the show and how many showed up? How many post-show appointments were made and how many were kept? How many sales opportunities were put into the pipeline? How many of them moved forward? Did you close any business from a contact made at the show? Every company will need to nuance those measures to fit their industry and goals, but the point remains that clear measures need to be in mind - and everyone staffing the sales booth should be trained on those goals and how to go about reaching them.  This is vitally important because when you work trade shows you’re in a target-rich environment where your team can have more sales conversations and qualify more leads. You'll also be in an environment where you can save money overall.  Statistics from the Center for Exhibit Industry Research show that it costs 62% less to convert leads from a show than from leads generated in the field. Listen to learn how to get the biggest ROI from your next trade show booth. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Outline of This Episode [1:43] The story behind my friendship with Alice Heiman (and her place on this episode) [12:11] A bit of an aside: about injustice, mistreatment, and discrimination [19:40] The biggest trade show fails - these are funny… and sad [22:26] Why organizers often to NOT want salespeople to work booths at trade shows [26:23] Who SHOULD BE the people in your trade show booth? [33:50] Why rewards for badge scans are NOT the best approach and what to do instead [40:38] How to get a high ROI from a trade show [48:30] How you should train your staff to run successful trade show booths Resources Mentioned Trade Show Makeover - where Alice serves as CRO Connect with Alice on LinkedIn Alice on Twitter: @AliceHeiman Alice on Instagram: @AliceHeiman Diana Geairn - Alice’s co-founder Gartner Modus Capture tool for scanning business cards The Center For Exhibit Industry Research Previous episode of Selling With Social featuring David Elkington Alice’s all-time favorite movie: Hitch Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts If your goal is to increase sales, is it merely a matter of getting more qualified leads into the pipeline or does it depend on other aspects of the customer journey? Steve Niemiec believes that there's a lot more to it and that the sales structure companies utilize can dramatically impact sales growth across the board. Steve is the Senior Vice President of Sales for TechTarget where he helps bring the power of purchase intent-driven marketing and sales services to technology companies. Steve spent his entire career in B2B Tech - and the last 14 years at TechTarget. In that time he’s built a reputation for helping his customers accomplish their goals faster and with greater success. In this episode of #SellingWithSocial, you’re going to hear Steve describe how TechTarget has shifted its sales structure to increase sales growth, and why they made the decisions they did. Don’t miss a second of this valuable episode. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. You Can Increase Sales By Focusing Sellers On The Stages Of The Sales Cycle After living on 90-day sales cycles for years, Steve’s team recognized that a shift was needed in the way they were working so that they could bring in more leads and move customers through the pipeline more effectively. In order to do this, they broke down their core set of sellers (Account Executives) into very specific functions.  They now have a dedicated SDR team that goes after and turns over net new calls. There is now a team focused on helping net new customers understand the value of what the company provides in its new annual subscription model. There is a team of sellers specifically focused on customer retention and growing their top customers. They even have sellers inserted into their customer success teams to help customers get the most from their products. Steve wants to ensure that there are clear goals and objectives in each of those areas of specialization. That’s been instrumental for the company’s growth. Listen to hear how it has been working and how you may want to rethink your sales structure. The Burning Questions Sales Leaders Ask: Are They Being Answered Effectively? Most sales leaders are asking a handful of important questions... How do you increase productivity? How do you get more conversations? How do you increase revenue?” Those are the right questions to ask but the assumption sales leaders often make - that their current sales team is going to address all those issues (and that they will hover over them, analyze their metrics, and require more of them) - is not the best solution. Steve says you might be successful with that model but that you’ll be more successful if you carve out specific portions of your teams to accomplish those specific goals. For example - Steve’s SDR team is dedicated to one thing: Setting qualified appointments so the field sales team can have good conversations that enable them to learn about the customer, their needs and whether TechTarget can provide true value for that customer. They don’t set appointments just to set appointments - it’s about helping customers through their pain so that they can accomplish their specific goals. Is your field sales team overloaded? How might the overall sales process benefit from dividing them into specified roles with clear objectives? Customer Retention Is Just As Vital As Getting New Leads Into The Pipeline The Customer Retention Team at TechTarget is learning to use the data they have about their customers to increase the effectiveness of their solutions for those customers. That enables them to keep the customers they’ve landed as long term customers. Steve believes that making customers successful, faster will increase sales. TechTarget has made this retention process a matter of clear process - focusing on the specific goals each customer has as they methodically transition the customer from the field salesperson who landed the account to a customer retention person who will be responsible for the customer’s ongoing success. It takes time, face to face meetings between the field account executive and the support team, and a process that enables the customer to feel that the transition is seamless. Listen to hear how Steve’s team has refined the process to demonstrate to customers that they’ve truly listened and are working to accomplish their unique goals. Successful, Quota-Carrying Sales Reps Move Into Customer Success Role One of the huge changes Steve made to his team's sales structure was to take successful sales professionals on his team - people who had 5, 6, even 7 big-number quotas - and move them into a customer success role. Why? He believed that the customer’s adoption of their tool and the life cycle of what the company needs to get from that customer relationship was equally or more valuable than what that salesperson was driving from the net new side. Be clear - these were not what Steve calls “salespeople lite” - they were successful sellers who were reassigned to this vital role of Customer Success Account Directors. What might happen in your organization if you made that kind of pivot? Listen to hear how Steve’s team at TechTarget made it happen and the incredible benefits they are experiencing as a result. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to www.gong.io to get started. Outline of This Episode [2:07] Why Steve sometimes feels like an old-timer in tech sales [8:23] Driving growth by transforming the sales structure at TechTarget [17:05] How long should sellers hold onto an account before passing it to a Customer Retention professional? [20:49] How Steve has inserted experienced sales professionals into the customer success organization [28:22] When is the right time to split a sales organization to spur sales growth? [33:07] How TechTarget has successfully moved to an annual subscription model and has implemented Friday sales meetings to make the shift [40:41] How culture plays a role in team retention and customer satisfaction [43:43] Challenges sales leaders are facing today Resources Mentioned https://www.TechTarget.com/testimonials Steve on Twitter: @SteveNiemiec Steve on LinkedIn Steve’s all-time favorite movie: Caddyshack Previous SWS episode featuring Aaron Ross SalesForce  Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Apple Podcasts | Stitcher | Google Play | Google Podcasts Sales leadership is one of the most difficult roles to fill in any company. My guest on this episode of #SellingWithSocial shares why empowering your sales team starts with freeing up your sales leaders and streamlining their responsibilities. Jeff Shore is a highly sought-after sales expert, author, speaker, and consultant who guides executives and sales teams to embrace their discomforts and deliver BOLD sales results with his BE BOLD methodology. Our conversation centers around the biggest problem facing sales leadership, having too much on their radar, and the steps they can take to fix it. Jeff shares how his 4-Pillars of Sales Leadership provides a framework that realigns the priorities of leaders allowing them to work in their zone of expertise. He then reveals how this shift impacts the sales team as a whole. Jeff provides valuable insights into the true role of sales leaders and why realigning priorities at the top empowers those at the bottom to do their best work. Do not miss out on the valuable information this 30-year sales veteran has to offer. A HUGE Problem In Sales Is That Sales Leaders’ Have Too Much On Their Radar The bulk of most sales leaders’ time is spent solving problems, completing administrative work, and attending meetings. Not only are they required to be analytical and use logic to forecast sales, they must also be outgoing and inspiring to motivate and build their teams. These competing priorities prevent most sales leaders from performing their role to the best of their ability and to the maximum benefit of their company. The main focus of sales leadership should be on driving lead conversions and helping their salespeople develop the skills needed to handle leads appropriately. Instead their day is filled with administrative tasks and meetings that divert their time and attention from their main goal of driving sales. Too many tasks are assigned to sales leaders because others in the organization do not understand the amount of time it takes to properly nurture leads.  This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. How You Can Fix The Problem So That It STAYS Fixed Start at the top and work your way down. Organizational change has to start at the very highest level of an organization, with complete buy-in and the will to push the message down the chain. It is ineffective to coach JUST sales teams; the entire organization has to be onboard and willing to learn. If those at the top are not willing to reduce the amount of administrative burdens on the sales leaders then they will not be the most effective at delivering sales coaching and then the desired change will not come. Another solution? Carve up the role and have one person handle the long term and day-to-day priorities and have another handle ongoing sales training and coaching. Many times the title of sales leader encompasses too many roles and responsibilities. The sales team needs to have someone in their corner, supporting them and working to develop their skills, and if the sales leader is too busy, then a second role needs to be created. FIX THE PROBLEM: Put These 4 Pillars of Sales Leadership To Work By using the 4 Pillars, sales leaders are empowered to prioritize the elements of the role and create effective teams. First, focus on lead conversion, next is skill development (or coaching), then team building (recruiting, hiring, training, etc.), and finally the business management and long-term planning pillar. By implementing these 4-Pillars, sales leaders are able to focus on their core responsibilities and are able to build strong sales teams. When an organization allows their sales leaders to focus on coaching and development, the entire team is empowered to reach their full potential. Rather than having “coaching” conversations that begin and end with numbers, the pillars afford leaders the time to dig into strategies that create more effective salespeople.  Leaders MUST Be Able To Coach Those Who Are Different Than Them Some sales leaders aim to hire salespeople that act and sell just like them - because it’s the style and approach that feels “right” to them. But when you’re hiring for a team, the focus should be on more than mere capability and experience. By focusing on candidates with a high achievement drive, positive attitude, and a coachable mentality, you’ll find the most qualified and quality new hires. Those are the things that matter most, so look for those qualities first. Once you're clear that a candidate has them, you'll be able to measure their skills as a salesperson next. Making good hiring decisions that aren’t based solely on how long a person has been in sales requires a deep understanding of the current culture in the organization and how your potential new hire fits in. Sales leaders must also keep in mind that when they hire coachable employees, they have to take the time to coach and nurture them so that every member of the team reaches their highest potential. This episode is brought to you by Gong.io, the number one conversation intelligence platform for sales. Gong helps you achieve revenue success, which means you win more deals, skyrocket rep performance and gain critical market intelligence. Get powerful visibility into your customer conversations with Gong. Head to http://bit.ly/gongio to get started. Outline of This Episode [2:48] Who is Jeff? A 20-year sales and consulting leader (and why I want to be like him) [7:25] Getting clear on what we ask sales leaders to do so that priorities remain priorities [15:01] How to create better sales leaders: The 4 pillars of sales leadership [17:47] What are the 4 pillars of sales leadership [22:50] Why leaders are driven - and why it’s a good thing for sales leaders [29:28] Your ideal salesperson avatar should be a cultural decision  Resources Mentioned Jeff’s website: www.JeffShore.com Jeff’s new book: “Be Bold” Jeff’s Amazon author profile Jeff on LinkedIn Jeff on Twitter: @JeffShore Jeff’s all-time favorite movie: The Shawshank Redemption BOOK: The Talent Code Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Prospecting in the modern sales environment is about much more than finding contacts and making cold calls. In fact, it’s more complicated than ever to reach out to a potential buyer in an effective manner. This episode of #SellingWithSocial features me - on my friend, Will Barron’s podcast - The Salesman. We spoke at length about how social selling has a very specific purpose: to warm up prospects before connecting with them personally. We also discussed what the data tells us about modern prospecting, how you can personalize your outreach for greater effectiveness, how to know your outreach efforts are working, and much more! If you are having trouble with the transition from traditional prospecting methodologies to the new approaches that digital selling has thrust upon us, I suggest you listen carefully to this episode. And if you are already a pro at modern prospecting, you’re sure to learn some new approaches that can increase your success even more. Take notes and apply what you learn. Social Is About Warming Up Prospects Before The Phone Call We all know the uncomfortable feeling of reaching out to a prospect entirely cold. It’s no fun and it’s not very effective either. Statistics show us that only 3% of cold calls result in a sale. What about the other 97%? Doesn’t it make sense that we figure out how to reach them with our message in a way that resonates with them? I believe that cold calling is not dead, but that it is dying - at least in the form we’ve practiced for so long. It’s still part of a good prospecting cadence, but we have to use it differently these days. It’s only effective when social has already been utilized to warm up the prospect. That includes social media, personalized video, text messaging, AI, and other tools. Here is an example of a good cadence that demonstrates where cold calling can fit in for maximum impact: Follow the prospect on LinkedIn Pay attention to when they look at your profile Engage with their posts in a meaningful way Next, request to connect with them via LinkedIn Continue to engage with their content, share their content, tag them Send an email Send a personalized video THEN make the phone call And what do you do if none of that gets a response? Listen to this episode to find out how you can modify the approach and get a response. Data Tells Us Exactly What We Should Do And Should Not Do When Prospecting One of the many things I appreciated about the questions Will asked me in this conversation, was that he is interested in the data behind my assertions, not just the anecdotes That’s because he’s a smart seller who knows that data trumps gut feelings every time. So I shared the following data with him about the typical prospecting attempts sellers make: The average response rate on cold email outreach is less than 3% The average response rate on cold calling via the telephone is less than 3% 62% of buyers look at a salesperson’s LinkedIn profile after they reach out initially When a company’s sales force has at least a 25% social selling adoption rate, their win rate increases to 41% When a company’s sales force has at least a 75% social selling adoption rate, that win rate goes up to 61% Why is that data important in the modern sales environment? Because it reveals to us that much of what we’ve done successfully in the past isn’t working with the same level of effectiveness - AND that new approaches, like social selling, are gaining traction. Listen to learn how your sales team can improve its win rate and start more sales conversations. How You Can Know If Your Social Selling Efforts Are Working? It’s easy to say that digital selling techniques are what every seller should adopt, but where’s the proof? How do you know if the things you’re practicing are truly gaining ground? Before we get to the answer, let me point out something vital to understand... The digital network you build is a long-term resource. In other words, the people you connect with now may become buyers in the future. A “No” today doesn’t always mean “No” forever. For that reason, you need to continue publishing content that maps to your specific buyer’s journey and trust that the value you are providing will get you into more sales conversations over time. Now back to the question - how do you know if your social prospecting approach is working? There is one simple question to answer: Did your efforts create more conversations? If so, you’re probably doing the right things. Listen to understand how you can refine your approach and gain even more opportunities. What Is Keeping You From Converting Connections Into Conversations? So if the number of sales conversations you’re scheduling is the main barometer of success, what can you do if you’re not booking those calls? Evaluate - examine each step of your sales cadence (discussed in this episode) and adjust your approach one cadence-step at a time. That way you can discover which methods are not touching your prospects in an ideal way, and make adjustments.  Listen to this episode to learn more about how modern sellers are establishing a basic sales cadence and using it effectively to reach more buyers.  Outline of This Episode [1:16] My appearance on Will Barron’s podcast, “The Salesman Podcast” [2:10] A better way to carry out sales calls in the internet age [9:09] Data-based best practices for outreach and prospecting [15:28] Is the issue reaching or getting a response from individuals? [20:56] How do you know if you’re doing a good job at modern sales prospecting? [27:08] The right way to use social profiles to set yourself up as the expert in your field [34:12] How long does it take to leverage social cadences properly for modern sales? [39:58] The next trend for sellers to get their heads around: AI [43:16] Mario’s advice to his younger self to enable him to sell more Resources Mentioned Will Barron’s “The Salesman Podcast” LinkedIn State Of Sales Report CSO Insights “Sales Performance Report 2019” LinkedIn’s SSI Score: www.YourSSIScore.com Calendly Time Trade Viveka von Rosen Soapbox by Wistia (free tool) Crystal Knows (free and paid) Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts This episode of #SellingWithSocial is a bit different than my typical format - it’s a great conversation I had with my friend, Brandon Bornancin of Seamless.ai. Our chat was recorded originally for his podcast “Sales Secrets of the Top 1%" and he's graciously allowed me to pass it along to you. Brandon and I had a great time walking down memory lane as I shared the story of my sales career. You probably don’t know that I didn't initially choose a sales career for myself. At the time, I worked at a retail camera center in my area as a photo finisher. I loved to make suggestions to customers about things they could buy to make their photos better. As a result, my boss noticed that I was outselling most of the sales staff. When I put in for a transfer so that I could worker closer to my college, my boss said he would only approve the transfer if I’d agree to go into sales. That was the start of an amazing journey. Listen to this episode and you’ll hear how I got into technology sales, climbed the ladder, became a resource to those on my own sales team, and even arranged to be mentored by the President and Chief Sales Officer of the company I was working for at the time - Sprint. But none of that is the best part. I also share the three biggest sales secrets I’ve learned throughout my career so far: I call them "PVC" - Personalize | Value | Call to action. Sales Secret #1: Personalize Your Messaging I wasn’t in sales long, before I realized that every person I encountered, both as a potential buyer and as a team member in my own company, had their own set of unique challenges and goals. It was my job as a seller to personalize my approach to those specific things. When I was able to do that, I built rapport and trust quickly and was able to close more deals, faster. In this conversation, I explain why personalization is so vital to the sales process and give examples of what it looks like when you do it well. If you want to learn how to truly get into the shoes of anyone you need to sell - externally or internally - you need to hear this conversation. Secret #2: Value “Value” is not an uncommon word to hear in the sales world these days. Almost instinctively, we know that people are not going to make a buying decision if they don’t believe the solution we’re offering provides the value they are looking for. But knowing exactly WHAT value you should provide takes discernment and insight - and makes all the difference in moving deals forward. It’s your responsibility as a seller to make that discovery. Listen to this episode as I share how you can look for the “fish on the wall” that enables you to engage in conversations that build personal relationships with individuals. It’s these personal relationships that enable you to learn exactly what the person needs in terms of value. One story I tell is how my real-life experience of buying my first home in the San Francisco Bay area enabled me to connect with a CTO in a personal way - and THAT helped me discover the exact value I needed to provide to him and his company so that we could close a huge deal together. .  My Third Secret: Call To Action Another of the sales secrets I've discovered in my sales journey is this: Never step away from a sales call, meeting, or even a cold call without driving toward something else. Here’s why it’s important: You don’t want to leave the ball in the other person’s court once you’ve engaged with them. If things are going to move toward a deal that benefits your company AND your customer, you have to ensure that the next logical step is put forward for their consideration. When you do this, you’re nudging the conversation forward in a subtle, but powerful way. I share practical tips on how to apply this principle during our conversation.  50% Of Your Job Is Selling Internally: Here’s How To Do It It’s natural to think of selling as an external thing - and it definitely is. But the external portion of what we do as sellers is only 50% of what matters. The other 50% is what goes on internally, within your team and company. You may not have thought of it this way but much of what you are able to accomplish in your career depends on how well you can sell yourself, your ideas, and your position INTERNALLY. What does it take to sell effectively within your organization? First, you have to know your stuff - the data surrounding the issues. Second, you have to know your competition. Third, you must have a strategy in place that you can explain clearly and that makes sense. Fourth, you have to know why the people involved might say, “No.” When you have all those pieces, you are able to sell TO those things. Listen to hear how I discovered and applied that approach throughout my career - to great success. Outline of This Episode [1:16] This special episode: Mario’s interview on another show [4:25] How I got started in sales: working for Ritz Camera Centers as a photo finisher [9:18] Learning to educate your buyers (two examples from two sales roles) [14:36] Hunting down an opportunity I wanted with Sprint (eSolutions) [19:14] Sales Secret #1: Personalize your messaging [25:50] Sales Secret #2: Add value [25:54] Saes Secret #3: Call to action [29:17] Learning to share information with his team to add value internally [34:34] Convincing his professor to “require” him to have a business mentor [41:01] Navigating corporate politics and almost killing my career [50:44] 50% of our job as seller is to sell internally [52:27] The keys to selling internally: come prepared for a conversation Resources Mentioned Brandon on Twitter: @BBornancin Brandon on LinkedIn www.seamless.ai Seamless.AI on Twitter: @SeamlessAI Seamless.AI on LinkedIn Seamless.AI on Facebook Sales Secrets from the Top 1% by Brandon Bornancin Sales Secrets from the Top 1% Podcast Saint Mary’s College of California Implementing The PVC Sales Methodology For LinkedIn Social Selling, Episode #111 Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play How can leaders like you leverage your opportunities and get into the best position for business success? Is there a secret formula? On this episode of #SellingWithSocial, you'll hear from venture capitalist Paul Capon. In 2014, Paul founded LunaCap Ventures, a Venture Capital firm focused on hybrid growth capital investing. He has since led and executed a number of investments for LunaCap and distributed capital to LP's within the first year. Additionally, he negotiated the sale of a $6MM revenue company, appointed their new COO, and guided the company through a role-up strategy. He is currently the CEO of Wessex Press (a LunaCap Ventures portfolio company) where in his first two years he increased the company's revenue, previously flat for 7 years, by more than 3X and made the Company profitable. Don't miss this chance to learn from Paul and his unique perspective as a business leader and venture capitalist! Seizing Opportunities How would you evaluate your ability to make the most of the opportunities that life sends your way? Do you look back with regret on many opportunities missed or do you pride yourself in your ability to seize an opportunity when it's staring you in the face? On this episode of #SellingWithSocial, Paul and I discuss the unique opportunities we have had at our disposal and why the ability to seize opportunities is vital in positioning yourself for exponential business success. At the end of the day, it's not about how many opportunities you have but what you end up doing with those opportunities. Discover more from Paul's story on this episode! The Best Position for Business Success Did you know that “happiness” is shown to decrease if you tie it to how much money you make? If you solely base your happiness on money, there will be a tipping point where you will constantly look to the next tier of income for your happiness. Doesn't that sound awful? Many thought leaders say that the solution to this issue of personal happiness is to locate what is important to you. Living and working for a greater purpose is what really energizes and sustains people. According to Paul, one of the best ways you can secure sustained business success is by tapping into that one thing that lights you up and fuels your passion. Hear more on this helpful topic by listening to this episode of #SellingWithSocial! What a Venture Capitalist looks for What is the secret sauce that a venture capitalist looks for when they hear a pitch? Is there a magic key that unlocks that door? On this episode of #SellingWithSocial, Paul describes what he looks for as a venture capitalist when people present their pitches. One of the primary aspects that Paul looks for is a proven business model, have they been able to go out there in the marketplace and locate an audience however small a sample size? He also touches on the fact that venture capitalists see multiple pitches a day, so the ones that stand out tend to be confident in what they have, what they are selling, and why the venture capitalist should invest in them. Find out how these insights can apply to leaders like you pursuing business success! Why Startups Fail It's common knowledge that over ninety percent of startups fail. However, debate and speculation continue as people try to identify why this happens at such a predictable rate. On this episode of #SellingWithSocial, Paul shares his perspective as a venture capitalist on why startups fail. Paul says the first reason startups fail is because they run out of runway, meaning, they burn through the money they've secured too quickly. Paul's second reason is related to the first, most startups fail because they have an internal cash flow problem. It doesn't all end on a low point though, Paul goes on to describe how startups that have these problems are able to push through and succeed in spite of their setbacks. Don't miss these vital lessons that can help better position your team for increased business success! Outline of This Episode [1:00] I introduce my guest, Paul Capon. [2:00] Paul tells his story, the cliff notes version. [8:00] Capitalizing on opportunities. [15:30] What's important to you? [21:00] Is there a secret formula to getting a Venture Capitalist to invest? [23:30] The difference between a venture debt financing company and a traditional VC? [27:30] Who should contact Paul and his team for investment? [30:00] Where do sales and marketing factor into a startup? [34:30] 2 reasons why startups fail. Resources Mentioned http://www.lunacapventures.com/ https://www.linkedin.com/in/paul-capon-266a051/ https://twitter.com/lunacapventures Paul[at]lunacapventures.com Shark Tank Top Gun Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Do you have a firm understanding of where the industry is headed and how the evolution of sales is impacting the marketplace? On this episode of #SellingWithSocial, you'll hear from guest expert Brian Galicia as he unpacks key concepts that can help leaders like you understand the evolution of sales and stay competitive. Brian has a strong background in business processes, customer relationship management (CRM), and Cloud solutions. He also consults with many companies to utilize Microsoft solutions to enable Digital Transformation. Don't miss this opportunity to learn from Brian's sales expertise - make sure to listen to this episode! The Evolution of Sales The sales landscape is shifting, have you noticed? Systems and programs are changing to keep up with the evolution of sales. Are you prepared to adapt and pivot to change with it? On this episode of #SellingWithSocial, Brian and I discuss the evolution of sales and how leaders like you can innovate and stay competitive. If you want to understand what is happening, you need to recognize that today's seller is more informed than ever before. If you don't adapt your approach in light of this relevant information, you'll be left behind! Listen to this episode as Brian expands on this topic and much more! Leveraging the Warm Introduction In an age of rapid innovation and the constant evolution of sales, does the “Warm Introduction” still make sense? Or is it going the way of the Cold Call? On this episode of #SellingWithSocial, Brian jumps into this topic and shares his experience and success with utilizing the warm introduction. There are so many ways that sellers like you can continue to use the warm introduction to make the right connections. Brian and I agree that there is still a place for the warm introduction in today's sales environment, in fact, there are so many tools that can help salespeople utilize it like never before! Find out how you can keep an edge over your competition by listening to this episode! Technological Innovation and Buyer Intent Few things are as frustrating as having raw data and ineffective means to use that information to the highest capacity. Do your systems and programs produce accurate and easy to use results? On this episode of #SellingWithSocial, you'll hear from Brian as he explains what Microsoft is doing to help sellers like you get the relevant information you need to serve your clients. Imagine what an effective and streamlined approach could do for your team! Don't put it off, learn how Brian and his team are actively engaged with pushing the envelope. Make sure to listen to this episode for more great content! Providing Practical Solutions What will it take for a company like yours to stay on the cutting edge in the evolution of sales? According to Brian, it all comes down to providing effective and practical solutions. On this episode of #SellingWithSocial, you'll hear from Brian as he expands on what it means to provide practical business solutions. All of the best technology and systems won't do you any good if your customer walks away frustrated and unsatisfied. At the end of the day, you have to make sure that you have the customer experience at the forefront of your approach. Learn more great lessons like this one from Brian on this episode! Outline of This Episode [1:00] I introduce my guest, Brian Galicia. [2:00] Brian tells his story, the cliff notes version. [5:00] Why are Microsoft and Linkedin such a good match? [10:30] How has selling evolved? [18:30] Leveraging the “Warm Introduction.” [23:00] Understanding buyer intent and engagement. [36:30] What business outcome are you trying to solve? Resources Mentioned Brian's Point Drive Presentation: aka.ms/pdmrss https://www.linkedin.com/in/briangalicia/ https://twitter.com/briangalicia Star Wars Katana Sales Force Sales Navigator Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play What does effective time management have to do with your potential for success? As the saying goes, time is money. What steps are you taking to improve your time management process? On this episode of #SellingWithSocial, you'll hear from time management and productivity expert, Shannon Gregg. Shannon is an aficionado of sales technology to increase efficiency in the sales process, and an early adopter and adoption influencer for sales technology systems, particularly Salesforce.com and technology that integrates with the Salesforce platform. Shannon is known as a change agent, particularly in M&A environments (VC/PE), with successful track record of integrating process, product/service pricing, and pricing methodologies, and notably, global teams, with cultural sensitivity. Make sure to listen to this episode as Shannon provides insights and lessons that can help you become a master of effective time management! Effective Time Management As a leader, you know that your time is valuable. If you are anything like me, it drives you crazy when people waste your time. What's the solution? How can leaders like you and I excel at effective time management? On this episode of #SellingWithSocial, Shannon walks through several helpful tips that can move you in the right direction toward mastering time management. Shannon explains that it is essential to make sure you set the right expectations with the people you interact with. Don't allow low priority or non-time sensitive information to bog down your efficiency! This one tip could make a huge impact on how you structure your workday. Listen as Shannon unpacks this concept and much more on this episode! People, Process, And Technology What role do people, process, and technology play in your development of an effective time management system? While we tend to focus more on the process of time management, we can fail to remember that an effective system will incorporate all three; people, process, and technology. On this episode of #SellingWithSocial, Shannon explains the wisdom of addressing all three of these vital areas when it comes to cultivating an effective time management system. Shannon points out a useful example of a sales team that acquires a new technology program that can help increase productivity, but if the leader fails to help develop a process, the team's implementation will suffer. Make sure to catch this episode for more insights from Shannon! Pressure and Productivity Do you ever notice that you tend to be ridiculously productive in high-pressure environments? You aren't alone! I feel that way often and I know a lot of sales leaders like you feel the same way. How does this tie into building an effective time management system? Should we look for ways to curb our inclination and habit to feed off of high-pressure situations? On this episode of #SellingWithSocial, Shannon chimes in with her thoughts on pressure and productivity. At the end of the day, it comes down to finding a time management process that works for you and your team. If leveraging high-pressure situations is helpful and leads to greater productivity, then let that fact become part of your process. Go deeper with this topic and so much more on this episode! Feedback Is A Gift Do you believe that feedback is a gift? It can be really difficult for leaders to embrace this concept but it can make a huge difference, especially when we are looking for ways to adopt an effective time management system. If you are encouraging a culture of efficiency this will lead to questioning why things are done a certain way in an effort to streamline processes. That can be really exhausting and even frustrating as a leader, but Shannon points out that if you can endure this difficulty is can ultimately lead to greater productivity. How can you begin to foster an environment of testing and questioning processes on your team in order to improve it? Learn more on this episode of #SellingWithSocial! Outline of This Episode [1:05] I introduce my guest, Shannon Gregg. [2:20] Shannon tells her story, the cliff notes version. [5:20] Why did Shannon write her book? [7:00] What is our issue with time management? [10:00] Find a time management system that works for you! [16:00] People, process, and technology. [21:30] Why do we become more productive in high-pressure situations? [24:00] What is the “Golden Triangle?” [26:00] The 5 Whys. [29:00] Feedback is a gift. [33:00] 3 behaviors business leaders need to stop doing. Resources Mentioned http://shannongregg.com/ https://itsabouttime.lpages.co/its-about-time/ https://www.linkedin.com/in/shannonjgregg/ https://twitter.com/shannonjgregg The Four Hour Work Week Boomerang App for Gmail Signup Genius Google Calendar Cozy Apps Evernote Uber Lyft The Babadook Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Do you have the best strategy in place for building a long term sales relationship with your prospects and clients? When was the last time you updated or audited your approach? On this episode of #SellingWithSocial, you'll hear from sales and data expert Joshua Tillman as he walks through his tried and tested process. Joshua founded DialSource, an engineering firm dedicated to changing the way modern enterprises communicate. In 2009, DialSource launched its flagship product: a full-stack CRM- native solution designed to seal the gap between business and consumers through analytics, automation and customization. At Salesforce.com's 2013 DreamForce conference, Dialsource was placed on the list of “30 Most Powerful Apps” on the Salesforce AppExchange. In recent years, Tillman and DialSource have continued to gain recognition for their role in shaping the modern telephony industry. Don't miss this episode as Joshua delivers valuable information that can help sales leaders like you succeed! Cold Calling and Building a Sales Relationship Often in the sales community the question is asked, “Is cold calling dead?” Does this time tested practice still have a role to play in today's marketplace? Can it really help to develop a long term sales relationship? On this episode of #SellingWithSocial, you'll hear from Joshua as he elaborates on why he believes that the cold call is dead but remains convinced in the power of connecting with sales prospects over the phone. In his opinion, Joshua explains that the amount of tools to research and connect with a prospect before a phone call effectively eliminates the role of a cold call. Listen to this episode as Joshua expands on this topic and shares how sales leaders like you can leverage data to your advantage! Using Data To Develop a Sales Relationship What information does your sales team utilize to build rapport and start to develop a sales relationship? Do they need additional tools at their fingertips to connect with prospects or clients in new or fresh ways? On this episode of #SellingWithSocial, Joshua talks about his process and why the right data can make all the difference. Joshua breaks down why it's vital for your salespeople to vigorously research personal data and leverage that information to connect with your prospects. At the end of the day, it all comes down to creating a conversation rather than driving a product pitch. How can you implement the tips and insights that Joshua shares? Discover more on this powerful episode! Actionable Intelligence What is “Actionable Intelligence” and how can it help you serve your clients and sales prospects? Actionable intelligence is what Joshua and his team use to describe data they've collected on how to connect with their sales prospects in an effective way. Their goal with this data they've collected is to know what information they need to have on hand when they connect with clients so that they can enjoy an accurate and intelligent conversation. Joshua explains this process further and shares how leaders like you can start your own approach on this episode of #SellingWithSocial - don't miss it! The Ultimate Goal: Building a Sales Relationship What is the ultimate goal of all your systems and processes? Is it to have the most volume of clients? Is it to have a highest profit margin? What if you shifted your thinking to focus on building sustainable and long lasting sales relationships? On this episode of #SellingWithSocial, Joshua describes the motivation behind all the systems and data that he and his team have developed. Joshua is convinced that when salespeople focus on serving their clients well and take the time to build the relationship, it will end up with a sizable return on their investment. How can this shift in mindset impact your approach? What would it mean for your business and your relationships with your clients? Discover more about Joshua's story and the lessons he has to share on this helpful episode! Outline of This Episode [1:05] I introduce my guest, Joshua Tillman. [2:00] Joshua shares his story, the cliff notes version. [4:30] The life of an entrepreneur and learning from failures. [9:00] Key components of success. [14:00] Is the “Cold Call” dead? [16:00] Info sellers should have when placing a cold call. [24:00] Utilizing info from calls to develop “Actionable Intelligence” [30:00] The ultimate goal? Building a relationship. Resources Mentioned www.dsdenali.com www.linkedin.com/in/joshuatillman https://twitter.com/DialSource The Goonies Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play What steps have you taken to explore, learn from, and master your inner critic? Don't waste another minute letting the person you see in the mirror every morning hold you back! On this episode of #SellingWithSocial, you'll hear from guest expert Chris Salem as he explains how leaders like you can master your inner critic. Chris Salem is an accomplished world-class speaker, life & business strategist, award-winning author, certified mindset expert, radio show host, and wellness advocate partnering with entrepreneurs, corporate business leaders, and sales professionals to have sustainable success at the next level by resolving the root cause to mindset barriers. His book, “Master Your Inner Critic: Resolve the Root Cause – Create Prosperity” became an international best seller in November 2016. He also co-authored the recent edition of "Mastering the Art of Success" with Jack Canfield. His weekly radio show Sustainable Success is part of the Voice America Influencer Channel. Don't miss this valuable episode with Chris! What is the “Inner Critic?” Have you ever wondered why you behave the way you do in stressful situations? What is that deep inner motivation that drives us? The quiet voice we all hear from time to time is what Chris Salem calls, the “Inner Critic.” On this episode of #SellingWithSocial, Chris and I discuss the concept of the inner critic and how to understand and trace it back to key moments in our lives. Chris says that the inner critic contains both a negative and positive voice, he explains that because we are more apt to focus on the negative, that's the voice that typically shines through the most. Taking it even further, Chris shares that often the inner critic's negative themes have a root to a particular moment in our life that caused an impact, both large and small. Make sure to catch this episode to hear Chris go even further with this topic! How to Overcome the Negative Inner Critic What does it take to overcome negative thoughts and behaviors that emanate from your inner critic? Is there a process to accomplish this goal and come out the other end with focus, clarity, and confidence? On this episode of #SellingWithSocial, you'll hear from Chris as he shares the process he's developed to help leaders like you overcome the negative aspects of your inner critic. Chris says that the process has Be aware of your current condition. Are you where you want to be? Be present and accept where you are on your journey. Practice meditation. Be willing to address the root cause of the negative voice. Be prepared to release the negative emotions. When you are able to walk through this process and do the work necessary to address and resolve the negative aspects of your inner critic, you'll be free to move forward with great clarity and purpose. Get additional insights and lessons from Chris by listening to this powerful episode! Recovering Your Authentic Self Doing the hard work of introspection and self-improvement can seem like a long and slow road. What will all this hard and time consuming work produce? Is it even worth it? On this episode of #SellingWithSocial, Chris breaks down why, despite all the difficulty, leaders like you should take the time to go through and process the origins of your inner critic. Chris teaches that ultimately, after all the hard work is accomplished, you'll end up recovering your authentic self. This will not only benefit you in a personal way, but it will be a huge asset to you professionally. When you are able to show up with clarity, authenticity, and focus, that empowers you to be a better leader and business person. Don't miss this episode as Chris expands on this concept and much more! Leading by Example As a leader, you are responsible for the direction and tone of your business. The health of an organisation can be traced all the way up to the top. So the logic follows, as you develop and become more aware of your own strengths and weaknesses, addressing both along the way, your organization will benefit. If you are willing to take it one step farther, when you set out on a journey of self improvement, you can leverage that opportunity as a moment to lead your people and empower them to do the same. Imagine how your organization would thrive if you were able to understand the intricacies of your inner critic and by extension, you enabled your people to do the same? Find out how you can get started with these life changing principles by listening to this episode of #SellingWithSocial! Outline of This Episode [0:55] I introduce my guest, Chris Salem. [4:00] Chris shares the inspiration for his book. [11:00] What is the inner critic? [13:00] The negative critic that business people face. [16:00] The process of overcoming your inner critic. [20:00] Building a better workplace environment. [24:30] The power of celebrating success. [28:00] Leading by example. [29:30] Be your authentic self. Resources Mentioned Master Your Inner Critic www.christophersalem.com www.linkedin.com/in/christophersalem www.facebook.com/christophersalemprofessional www.twitter.com/WHealthteam Rocky Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play What would it take for your sales team to reach increased productivity and adopt a streamlined approach to qualify sales leads? What would a streamlined approach look like? How would you ensure that it would be adopted by all of your salespeople across the board? On this episode of #SellingWithSocial, you'll hear from sales and leadership expert Elay Cohen. Elay is the Co-founder and CEO of Sales Hood, a Sales Enablement Platform. He has received acclaim as the Top Innovative "Mover and Shaker" in sales leadership by Entrepreneur magazine, the Former Senior Vice President of Sales Productivity at Salesforce, and recognized by Marc Benioff as Salesforce's “2011 Executive of the Year.” You don't want to miss this helpful episode with Elay as he opens up about how to qualify sales leads, drive productivity, front end sales pursuits with rigorous study, and much more! Best Practices For Qualifying Sales Leads How can your sales team be as prepared as possible when they connect with sales leads? Do you have a clear and thought out strategy for qualifying sales leads? On this episode of #SellingWithSocial, you'll hear from Elay as he goes over his approach to qualifying sales leads. Elay's main point is that, while it can be helpful to have prepared questions that you want to bring up in your meeting, at the end of the day, it's all about the flow of the conversation. It's important for sales leaders to be skilled at asking open ended and layered questions in order to show the client that they are genuinely interested in the conversation and building the relationship. Make sure to catch this episode as Elay expands on this topic and much more! The Keys to Driving Productivity Everyone wants to be more productive when it comes to how they spend their energy and efforts but the driving question is; what does it take to get the results you want to see? On this episode of #SellingWithSocial, Elay explains what it takes for sales leaders like you to tune out the noise and focus on what really matters in your business. Elay stresses that one of the most important factors to driving productivity is cultivating a curious mindset. If sales leaders are able to stay curious and nurture a constant state of learning, this mindset eventually produces a wise and patient salesperson. Knowing when to pursue sales leads and when particular avenues are not worth the investment can be a huge factor in driving productivity. Elay goes into further depth with this topic on this episode, don't miss it! The Rigorous Discovery Process What is the difference between a top sales performer and an average sales performer? According to Elay, it really comes down to taking the time to engage with sales leads in a meaningful and memorable way. Top performers take their time to connect with and get to know a client before they launch into what solutions and services they can provide. Elay calls this the “Rigorous Discover Process” and he's convinced that this is the key between an effective salesperson and a stellar salesperson. Go deeper with the concept of rigorous discover on this episode of #SellingWithSocial! Lead by Example! What is the most effective way to implement changes and patterns you want to see adopted throughout your organization? According to Elay, it's all about how the leader of the company behaves. If you want to see change or if you want to emphasize a particular method of connecting with and engaging your sales leads, it comes down from the top. In our conversation, Elay shares a helpful example to illustrate this point. He points to Jim Steele who is an individual who leads by example. Whenever there is a new initiative or action item that he wants his team to adopt, he goes first. Ultimately, the leaders in your organization are the people who go first. How can you capitalize on this lesson today? Learn more on this episode of #SellingWithSocial! Outline of This Episode [1:10] I introduce my guest, Elay Cohen. [4:30] Elay talks about his love for music and how it impacts his work. [8:00] Keys to driving productivity. [10:00] How to front end your sales pursuits with rigorous study. [13:30] Best practices and techniques to qualify sales leads. [17:00] The advantage of using video to follow up with sales leads the same day. [21:30] Is role playing and practicing your sales pitch worth it? [28:30] Lead by example! Resources Mentioned www.saleshood.com Book: Saleshood www.twitter.com/elaycohen www.linkedin.com/in/elaycohen/ www.salesforce.com Star Wars True Romance Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play What is OneMob and how can it help sales leaders like you catch the wave of sales video? On this episode of #SellingWithSocial, you'll hear from video marketing expert, Sati Hillyer. Sati is the founder and CEO of OneMob, Inc. Before starting OneMob, he spent 8 years at Salesforce.com, where he built and grew the AppExchange from an idea to 2000 apps. OneMob makes video recording, sending and tracking easy for any professional. Companies like Cisco, LinkedIn, ADP, Zoom, Sacramento Kings and more use OneMob to engage with their prospects, customers, partners and employees in a more personal and effective way. Don't miss Sati's valuable take on sales video and more on this episode! What is OneMob? Have you noticed the rise of video content in your social media feeds? Sure you have! You can't scroll Facebook without running into several videos. Given this uptick in video content in social spaces online, how can sales leaders leverage this trend to connect with and serve their clients? Enter, OneMob. OneMob offers an ability to send a customized video message. OneMob can give the recipients freedom from their daily mundane activities with a personalized, human interjection. You can use OneMob for just about everything! It can be used for onboarding, making introductions, sending a personalized thank you, follow up on a previous engagement, or even for weekly updates. Learn more about this amazing service from OneMob CEO, Stai on this episode of #SellingWithSocial. Standing Out In a Crowded Field When was the last time you were truly surprised by something in your email inbox? Does an example even come to mind? Our attention has become so dulled by the ordinary and mundane that even the best composed email can miss the mark. On this episode of #SellingWithSocial, you'll hear from Sati as he opens up about the significance of using video with tools like OneMob to stand out in a crowded field of competitors to get your message heard. The lesson that Stai shares goes beyond the content of emails, it's a valuable lesson for sales leaders like you to take to heart! Consider where you can innovate and what actions you can take today to break out of the norm and really connect in a fresh way with your sales prospects and current clients. Don't miss this episode for more great insights from Stai! Hone Your Skills Do you ever find yourself distracted by wondering about what will come next on your career path? Have you considered the downside of leaning too much into your own ambition? On this episode of #SellingWithSocial, you'll hear from business leader Sati as he shares about the value of honing your skills in the present to prepare you for the future. Sati advises eager and ambitious leaders to temper their excitement and focus on producing quality results in their current role. In many ways, this is easier said than done but if you can really take a moment to pause and reflect on your current position and use it to hone your skills, it will better position you for success in the long run. Make sure to listen to this episode as Stai expands on this subject and much more! Sales Video Best Practices Where do you start when it comes to engaging your prospects and clients with video content? Do you need professional video equipment? What are some best practices for producing video content that connects? On this episode of #SellingWithSocial, Sati and I break down some helpful best practices when it comes to sales videos that you can implement today! Discuss the most important information first in your video. Don't forget to include a call to action! Length matters! When possible, keep your video to two minutes or less. Include a question in your video to encourage engagement. Make sure to listen to this episode as we expand on these best practices, provide additional tips for using tools like OneMob, and much more! Outline of This Episode [1:15] I introduce my guest, Sati Hillyer. [2:10] What caused Sati to become a vegan? [3:30] Sati talks about his career history. [7:30] The power of the entrepreneurial mindset. [11:00] Take advantage of opportunities to hone in your skills! [20:30] What is OneMob doing to impact the sales industry? [24:30] Getting a Startup off the ground. [30:00] How to stand out in a crowded field. [36:00] Video marketing for marketers vs. video marketing for sales. [43:00] Best practices for sales videos. Resources Mentioned OneMob Salesforce Good To Great www.twitter.com/sati www.linkedin.com/in/satihillyer/ Trading Places Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play What would it take to simplify the sales prospecting process? Is it even possible? On this episode of #SellingWithSocial you'll hear from business expert Jeffrey Hayzlett as he explains how leaders like you can adopt a fresh perspective to simplify your sales prospecting efforts and serve your buyers in a way that values them. Jeffrey is a global business celebrity, speaker, best-selling author, and Chairman of C-Suite Network, home of the world's most trusted network of C-Suite leaders. He is a well-traveled public speaker, former Fortune 100 CMO, and author of three best-selling business books: Think Big, Act Bigger: The Rewards of Being Relentless, Running the Gauntlet and The Mirror Test. Don't miss this opportunity to learn from Jeffrey and implement key tips and strategies that will enable you to serve your sales prospects like never before! Leveraging Tech to Streamline Sales Prospecting One of the ways many sales leaders often fail to serve their sales prospects and buyers is by neglecting to use the data and technology available to them. In 2017, there is no excuse for this oversight! We have so many tools at our disposal - we need to take advantage of this information and serve our clients well. On this episode of #SellingWithSocial, Jeffrey walks through how many in the sales industry have streamlined their sales prospecting efforts and how leaders like you can jump on board. In our conversation, Jeffrey points to the use of data and how our marketing teams can leverage this vast amount of information to put together a better picture of what our clients and prospects look like and act like so we can serve them to a greater degree. Learn more from Jeffrey about sales prospecting by listening to this episode! Adopting a Servant Mentality How can your sales team stand out in a crowded field of competitors? What is your unique contribution to the sales industry? Imagine if you and your team were known throughout the industry for providing not only innovative solutions but high-quality customer service in your sales prospecting process? On this episode of #SellingWithSocial, Jeffrey and I unpack the power of adopting a servant mentality when working with sales prospects and clients. The servant mentality may seem insignificant but that couldn't be further from the truth! Prospects and clients still respond to salespeople who take the time to serve them with intentionally and detail. Make sure to listen to this episode as we dive deeper into the topic of effective sales prospecting! The Key To Success In the Digital Sales Era Leaders like you know that success isn't something that comes easy. It takes hard work, determination, intellect, and skill! One of the most important elements of success for today's salesperson is cultivating the right skill set. If you don't have the right skill set, you will fail - it's only a matter of time. You don't have to master all the right skills when it comes to digital selling but you do need to understand the process and enable those around you use their talents where yours fall short. On this episode of #SellingWithSocial, you'll hear from Jeffrey as he explains why he calls himself a “Millennial trapped in a Baby Boomer's body” and how that shift in skill set and mindset contributes to his success. Jeffrey' perspective on this topic is incredibly relevant and will help sales leaders like you understand what it takes to succeed in the era of digital sales. What is the “Moses Rule?” Don't you hate it when people waste your time? Is your presentation or your sales meeting efficient and to the point or does it drag on and on? How would you grade this aspect of your sales prospecting approach? On this episode of #SellingWithSocial, Jeffrey walks through why sales leaders need to know and adopt the “Moses Rule.” Jeffrey explains the Moses Rule as two powerpoint slides with five bullet points on each. Simple and effective. The point is, don't over complicate your approach! You don't like to have your time wasted - neither does your client. Part of serving them well is taking the time to be as effective and persuasive in your presentation as possible. Get more great tips and insights like this one from Jeffrey on this episode! Outline of This Episode [1:15] I introduce my guest, Jeffrey Hayzlett. [3:00] Jeffrey tells his story, the cliff notes version. [5:00] What should marketers do to stay on top of technological developments? [12:30] The power of a servant mentality. [15:00] What does it take to succeed? [21:00] What is the “Moses Rule?” [25:00] Know your prospect! [31:00] The visual connection is vital. Resources Mentioned Egrabber HubSpot Pardot Back To The Future Swim With Sharks Harvey Sales Force Kid Rock One Mob Zoom Rudy Open Range Quigley Down Under All Business with Jeffrey Hayzlett https://www.linkedin.com/in/hayzlett/ https://twitter.com/JeffreyHayzlett https://www.c-suitetv.com/c-suite-with-jeffrey-hayzlett/ https://www.c-suitetv.com/shows/executive-perspectives/ Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play What does it mean to embrace a digital sales strategy? Is it admitting that social selling is dead? Or is digital sales a larger movement that encompasses social selling and brings forth a larger sales strategy? On this episode of #SellingWithSocial I explain how sales leaders like you can make the shift from a social selling mindset to the broader digital sales engagement strategy. It's not leaving social selling behind, it's moving forward with a fuller concept that will help you adapt and adopt new and changing methods that will help your company succeed. Make sure you have your pen and paper ready for this powerful episode! What is Digital Sales? I predict that the term “Social Selling” will be dead by this time next year. Seriously! I don't mean that the methodology by which we will be engaging with our clients will be dead by any means, just the term. The reason why this term will fade away is that it has been hyped as a “new way” to engage with clients and buyers. Instead of pitting the two ways against each other, we need to embrace both. There needs to be a re-education of what it means to connect with buyers and clients. People are realizing that buyers want to engage in the way they want to engage. It might be through an email, a phone call, social networks, a video, or text messaging. Anyone of those elements with the exception of the phone call is what we consider, digital sales engagement. Learn more about digital sales on this episode of #SellingWithSocial! 4 Elements of Today's Modern Buyer As a sales leader, do you know what drives the modern buyer? What is it that really makes them tick? You will need to have a clear idea of what motivates the modern buyer if you want to craft a strategy that will reach them! On this episode of #SellingWithSocial, I go over four elements that drive the modern buyer. They are digitally connected. They are socially engaged. They are mobile attached. They are video hungry. Make sure to listen to this episode as I go into further detail on each element and how you can use each one to expand your digital sales strategy. You don't want to miss it! Outside the Box Buyer Engagement As we've seen, the modern buyer is heavily digitally engaged. Are your salespeople? Do you encourage and equip them to think outside of the box so they have the freedom to connect with buyers on their terms? Don't let old methods and the “way things have always been done” limit your sales team! On this episode of #SellingWithSocial I walk through the power of using tools like video to connect with buyers in ways like never before. I hope this will give sales leaders like you a glimpse into what it means to embrace digital sales engagement. Don't miss it! Modern Buyers Require Modern Sellers Don't get left behind by your competition! You've got to adapt to new methods and embrace new ways to connect with your buyers on digital platforms. On this episode of #SellingWithSocial I tell a story from a recent training event I conducted for an NFL team and how a picture from that event opened up an opportunity for digital engagement with another NFL team VP of Sales. The industry is changing and you've got to change with it if you want to not only survive but thrive! Learn more about digital sales engagement and more on this episode! Outline of This Episode [1:45] Gabe and I kick off the episode! [2:30] I go over my background in sales and how that led to starting Vengreso. [7:30] What is digital sales? [13:30] How do you engage with the modern buyer? [16:30] The power of using video. [19:00] Is there a line between marketing and sales? Resources Mentioned www.vengreso.com https://www.linkedin.com/in/mthreejr/ https://twitter.com/M_3Jr Mario[at]vengreso.com www.onemob.com www.insidesales.com Playmaker Podcast Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play How can embracing sales enablement best practices help your company remain competitive and successful? What lessons and insights can you implement that will get you ahead of your competition? On this episode of #SellingWithSocial, you'll hear from sales enablement expert Robert Racine. Robert is the Sales Enablement Community Leader for the Association of Professional Sales; a founding member of the Sales Enablement Society UK chapter, the chairman of the UK Strategic Sales Leadership Apprenticeships Trailblazer group, a UK council representative of NASSCOM, and is on the editorial board of the The International Journal of Sales Transformation. Don't miss this great opportunity to learn from Robert's unique perspective on sales enablement that can help you experience the growth and opportunity you've been looking for! Sales Enablement Best Practices One of the most frustrating aspects of being a student can be learning from someone who you have little confidence in. Sales enablement leaders can mitigate this frustration from their students if they remain engaged as sales enablement practitioners. On this episode of #SellingWithSocial, Robert explains the benefit that sales leaders like you can enjoy if you practice what you preach. This not only helps in the realm of credibility but it also helps the leaders keep their finger on the pulse of this every changing and evolving aspect of the sales industry. Make sure you take the time to listen to this episode and hear more great lessons and insight from Robert! What is Sales Enablement? You may have heard a lot of buzz around “Sales Enablement,” but what exactly is it? Sales enablement is relatively new to the sales community, having arrived on the scene in the last five years. Essentially it's a “change the business function” that exists to take the strategic direction of a company and ensures that all of the policies related to selling and going to market are integrated into one cohesive selling system that continually evolves. Sales enablement acts as an umbrella organization which keeps evolving things as fast as the market is evolving. On this episode of #SellingWithSocial, you'll hear from Robert, a sales enablement expert, dive even deeper into the subject of sales enablement so leaders like you stay ahead of the game. Don't miss it! Top Sales Enablement Trends In order to peel back even further and get a helpful understanding of sales enablement best practices, it's important to explore top sales enablement trends. On this episode of #SellingWithSocial, Robert walks through several examples that he has witnessed as he leads and trains others in the sales enablement community. One of the trends that Robert keys in on is digital transformation. Digital transformation is an important topic for sales leaders to understand and become an expert in. As the market continues to evolve and change at a rapid pace, salespeople need the tools to provide solutions that their clients are seeking. Join Robert and me on this episode as we explore additional trends in the sales community and how leaders like you can adapt to stay competitive! Keys To Sales Success Hearing from seasoned and successful sales leaders is such an honor and a privilege. I want to make sure listeners like you get the most value out of my time speaking with each of my guests. On this episode of #SellingWithSocial, Robert and I spend our closing minutes talking about his two key areas of focus when it comes to sales success. The first area that Robert touches on is the necessity of having a solid win strategy. Don't go into a sales meeting with any doubt in your mind when it comes to the strength of your win strategy. The second area Robert gives is how important it is to have a well thought out and systematically executed account strategy. Take a long hard look at both of these areas and evaluate your operation. Is it strong or is it weak? What can you do to improve or take it to the next level? Make sure to listen to this episode to get more great sales insights! Outline of This Episode [1:00] I introduce my guest, Robert Racine. [1:45] Robert tells his story, the cliff notes version. [6:30] The leadership of sales enablement must be practitioners. [11:00] What is sales enablement? [19:30] The top 3 sales enablement trends. [26:00] Overcoming challenges in digital sales. [39:00] Keys to sales success. Resources Mentioned www.linkedin.com/in/robertracine Robert.Racine[at]wipro.com Minions Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn   Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

What is the lost art of closing and how can mastering it help sales leaders like you? Imagine what it would do for you and your team to gain the insights and lessons of a seasoned leader in the sales industry. On this episode of #SellingWithSocial you'll learn the tools you'll need to master the lost art of closing from sales expert, Anthony Iannarino. Anthony is a highly respected international speaker, best-selling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results. Make sure you have your pen and paper ready for this powerful episode! The Lost Art of Closing How can sales leaders unlock their potential and really connect with clients to close the sale? On this episode of #SellingWithSocial Anthony opens up about the tools he's honed over years in the sales industry so leaders can discover the lost art of closing as he has. Often salespeople are brimming with confidence and so sure that they laid it all on the line to close the deal, but they might be missing something crucial. Anthony encourages sales managers to train their salespeople to start asking “How did we lose the client?” This line of thinking starts them down the path of really combing through their presentation. Did they really fire on all cylinders? Are they in the right mindset? You'll get more valuable insights like this one from Anthony when you listen to this episode! 3 Commitments That Drive Sales Busy sales leaders are anxious to put into practice key lessons and tips from proven industry leaders. Sometimes this means not having the time to sift through volumes of books for the nugget of truth you need to make that breakthrough in your strategy. On this episode of #SellingWithSocial, you'll get a glimpse of some of the profitable lessons found in Anthony's book “The Lost Art of Closing.” In our conversation, Anthony shares three commitments that he's centered on in his years in sales that have made all the difference. The commitment to change. The commitment to invest. The commitment to resolve concerns. Anthony is convinced that if leaders like you can understand and get behind the principals he's uncovered through these commitments, you'll see a significant return on your investment. Don't put it off, make sure to carve out the time to listen to this episode! Have a Backup Commitment Ready Do you have a “Backup commitment” ready? One of the most important lessons that Anthony teaches his salespeople is to always have a backup commitment ready. What does that mean? If you want to truly master the art of closing, you've got to go in prepared for a fallback position. Let's face it, not every sales meeting goes according to plan. Be prepared for that! Secure an alternative when you come up against roadblocks with your prospective client. Understand that there are legitimate reasons why the client can't or won't proceed with your offer at that point in time, but make sure you have a way to secure a follow-up or action step. Listen to this episode of #SellingWithSocial to hear Anthony expand on this topic! Projecting Confidence How vital of a role does confidence play in the art of closing? What can a salesperson do to bolster or improve their confidence and their ability to project it during a sales presentation? On this episode of #SellingWithSocial, you'll hear from Anthony as he walks through the impact that confidence or a lack thereof can have for the average salesperson. Anthony teachers that the projection of confidence comes not because your company is the biggest or because you've got a lot of the “right answers.” Confidence comes because you've done the work necessary to understand the client's problem and helped them shape a vision of how they are going to get to the future. This key lesson on the role of confidence could be the insight your team needs to see the results you are looking for! Don't delay, learn more from Anthony on this episode! Outline of This Episode [1:10] I introduce my guest, Anthony Iannarino. [2:30] Anthony tells his story, the cliff notes version. [11:30] What was Anthony's motivation behind writing his books? [17:00] The impact of time, exploration, collaboration, and change. [21:00] The top 3 commitments that drive sales. [25:00] The Lost Art of Closing. [30:00] Addressing buyers common concerns. [32:30] Always have a backup commitment. [36:30] Projecting confidence through the sales process. Resources Mentioned www.thesalesblog.com www.facebook.com/thesalesblog www.twitter.com/iannarino www.linkedin.com/in/iannarino/ The Only Sales Guide You'll Ever Need The Lost Art of Closing Spin Selling Major Account Sales Strategy Glengarry Glen Ross The Godfather: Part II The Blues Brothers Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn

How can sales leaders like you learn how to cultivate a growth mindset? What steps can you take that will help you to identify, adjust, and adapt your mindset so you are on track for success? On this episode of #SellingWithSocial, you'll hear from sales and growth expert Steve Nudelberg. Steve is an author, sales trainer, consultant, keynote speaker, and serial salesman and entrepreneur. He created On the Ball – a company that invests time and talent in emerging businesses and corporate teams to help them grow. Steve's 27 core Leadership Rules of Engagement within his book, “Confessions of a Serial Salesman” have been developed over decades of corporate and entrepreneurial leadership endeavors. Don't miss this episode as Steve reveals some of those helpful lessons from his book and how you can start to develop a growth mindset today! The early bird gets the… sale? Can consistently getting up early every morning really make that much a difference in a salesperson's productivity? While getting up early might not be for every salesperson or leader, finding a rhythm that you can focus on and practice each and every day is key to developing a growth mindset. On this episode of #SellingWithSocial, Steve opens up about his daily habits and how he discovered the power in consistency and getting up early each day. Don't buy the excuse that everyone comes up with, “I don't have enough time.” It's up to you to make the time and start to develop a habit today that will help you succeed tomorrow. Get more great lessons from Steve by listening to this episode! Tell me something GOOD! What if there was ONE phrase that you could use each day that would position you for growth and success? On this episode of #SellingWithSocial, Steve goes over a key practice that will help you adopt a growth mindset and start making important connections today. According to Steve, it all comes down to how you begin a conversation. Most people start with “How are you doing today?” or some other variation of that question. Steve explains that there is an emotional and psychological power that you can unleash by changing that typical and boring question to “Tell me something good.” When you make this subtle shift, you are communicating that you are a person who is positive and open to hearing about the good things going on in the individual's life. Make sure to listen to THIS episode to hear more from Steve and how you can use this great opening to your advantage. A good salesperson always Smiles! Do you realize that we communicate a significant portion of our attitude, thoughts, and emotions through our non-verbal cues? Imagine as you begin a conversation with someone that part of the way through the conversation, they begin to scroll through their phone. They didn't say that they weren't interested in what you had to say but what are they communicating with their actions? On this episode of #SellingWithSocial, you'll hear how one simple change to your nonverbal cues can have a huge impact on how people perceive you. Pulling from his years of sales experience, Steve shares how focusing on presenting a smile can go a long way in communicating that you are friendly, trustworthy, honest, and pleasant. It sounds like a small change but imagine how you would feel going into a meeting with people who aren't' smiling compared to one where people are smiling? Doesn't the smiling group sound like a better place to start? Go deeper with this topic and much more from Steve on this episode! Make Your Network WORK for You! There are many people in the sales industry who are convinced that cold calling is dead. In the age of LinkedIn is there a better way to make connections that add value rather than get in the way? On this episode of #SellingWithSocial, Steve unpacks a crucial lesson that will help you adopt a growth mindset and connect with influencers and clients in a meaningful way. Steve's approach is built on growing your network and using it to make natural connections. Instead of cold calling a prospective client, take the time to do research and see if you can connect or build a connection that will come across as natural. Do you have common connections with this person? Common interests? Are there people who are just a few degrees away from the person you need to connect with? Check LinkedIn and put your network to work. Get more great insights that will help you succeed on this episode! Outline of This Episode [1:00] I introduce my guest, Steve Nudelberg. [2:00] Steve's story, the cliff notes version. [9:00] What caused Steve to write his book? [11:00] The power of consistency and getting up early. [17:00] Tell me something good! [27:30] Don't forget to SMILE! [35:00] STOP focusing all your energy on the close! [37:00] Is cold calling still effective? [40:00] Leverage your connections for a scheduled meeting. Resources Mentioned www.nudelberg.com twitter.com/Nudelberg linkedin.com/in/stevenudelberg facebook.com/people/Steve-Nudelberg/100001392284188 BOOK: Confessions of a Serial Salesman BOOK: The Tipping Point Vistage Rufus MUSIC: Uptown Funk MUSIC: Thunderstruck MOVIE: The Godfather MOVIE: Goodfellas MOVIE: A Bronx Tale MOVIE: Swingers MOVIE: On the Waterfront   Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn

If you are a salesperson you likely have heard much about writing thought leadership content, salespeople should blog, sales should demonstrate industry expertise through writing. The question is, is it really worth your time and energy to invest in content creation? Can content creation help you explode sales or can you get away with content curation? On this episode of #SellingWithSocial, you'll hear from content creator extraordinaire, sales leader and salesperson himself, Daniel Disney. With over 150,000+ followers and content reaching over 7,000,000 people every month, Daniel Disney is the Founder and Owner of The Daily Sales and author of one of the world's leading sales blogs. Bringing traditional selling together with social selling Daniel is on a mission to help businesses and salespeople revolutionize the way they sell. I can't wait for you to learn how Daniel went from relative obscurity a few years ago to become an influential thought leaders in the sales industry today! Make sure you carve out some time for this powerful episode! Launching a Personal Brand How can you establish yourself as a thought leader in your industry? What would it take for your personal brand to really catch on and make an impact? On this episode of #SellingWithSocial, you'll hear from Daniel as he shares his story of dabbling with content creation which led to launching his personal brand. It all goes back to Daniel trying to imitate his sales heroes like Tony J. Hughes and Anthony Iannarino. He saw both of these leaders writing blogs and turning out high-quality content so he decided to try his hand at it and it soon took off! From that moment on, Daniel has been able to craft an awesome presence and personal brand in the sales industry. Don't miss more great insight from Daniel, listen to this episode! Content Creation OR Content Curation? If given the choice between content creation and content curation, my guest, Daniel says to choose content creation every time! What is so great about content creation? Daniel is convinced that focusing on content creation can better position you, as a salesperson to connect with your clients and influencers in a meaningful way. Through your content, your audience gets the chance to see first hand what type of person you are. It can be a very POWERFUL advantage. But, if you can't focus on content creation, don't despair! Daniel still believes that thoughtful and precise content curation can have a similar effect. Don't miss the chance to hear Daniel go further with this topic on this episode of #SellingWithSocial! Content that REALLY Connects One of the most important lessons around content creation is creating material that really connects with your buyers. Our social networks are saturated with so many different types of content, how can YOU cut through the clutter? On this episode of #SellingWithSocial, Daniel opens up about the story behind why he started The Daily Sales. It all circles back to content engagement, Daniel LOVES to create content that is valuable and worthwhile but more importantly, he wants to create content that CONNECTS. When Daniel discovered that he was able to get more audience engagement out of ONE meme than a blog post that could take hours to create, he knew he was onto something unique. Daniel has TONS of great lessons like this one, listen to this episode to hear him expand on this story and so much more! Leveraging Content Creation for YOUR Team As a good leader, you will go out of your way to help your team accomplish their goals. Often this means giving them books you have found helpful, sending them to conferences, and spending countless hours coaching them directly. What if you could cut through all of that and help them learn what they need to know more effectively? Don't JUST think of content creation as a way to connect with influencers and clients, you can leverage your content creating abilities to rally, educate, and inspire your team. On this episode of #SellingWithSocial, you'll hear from Daniel as he explains how leaders like YOU can leverage content creation to lead your team - you don't want to miss it! Outline of This Episode [0:55] I introduce my guest, Daniel Disney. [2:00] Daniel tells his story, the cliff notes version. [4:00] Why did Daniel get involved with writing and content creation? [6:30] The benefit of content creation. [11:30] How Daniel uses blogging to coach and train his sales team. [14:00] Daniel's rise to become a leading voice in the sales community. [19:30] If your sales leaders don't create content, they need to curtate it! [23:00] The story behind Daniel's use of memes. [25:00] What type of content really “belongs” on LinkedIn anyway? [30:00] Content creation and personal branding. Resources Mentioned www.linkedin.com/in/danieldisney www.facebook.com/thedandisney www.twitter.com/DanielDisney86 The Daily Sales LinkedIn www.thedailysales.net One Mob Tony J Hughes Anthony Iannarino My LinkedIn Post Dumb and Dumber Jurassic Park Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn  

What is BeBee? BeBee is a NEW professional social network and personal branding platform. They help sales leaders like you to build a network, expand your reach, and connect in a way that is authentic and genuine. Don't settle for platforms that limit your personal branding capabilities! Find out what BeBee can do for YOU! On this episode of #SellingWithSocial, you'll hear from business expert and BeBee CEO, Matt Sweetwood. Matt touches on compelling topics like his journey of raising FIVE kids as a single dad, how he got his start in sales, the difference between selling a product and selling an experience, and MUCH MORE! You don't want to miss this exciting episode! HOW Badly do you WANT Success? There are few films that are as iconic and gripping as the tale told by Sylvester Stallone starring as “Rocky.” So many themes and emotions swirl around and resonate deeply in that classic underdog story. What lessons can business leaders and salespeople like YOU learn from the example of Rocky Balboa? On this episode of #SellingWithSocial, Matt opens up about his personal mantra that has fueled his rise to the top as CEO of BeBee. Matt's mantra, inspired by the core narrative in Rocky is this, “The person who WANTS it badly enough will find a way to WIN.” Does that describe you? How badly do you want to succeed? Listen to this episode to find out how this mantra has influenced Matt's mindset and how it can help leaders like you leverage tools like BeBee to amplify your personal branding! BeBee - An exciting NEW Personal Branding Platform! What would it mean for your brand, both personally and professionally, to connect with RELEVANT audiences who are eager and willing to network with you? Is there a platform in the marketplace that can facilitate connections like that AND help you build a personal brand? On this episode of #SellingWithSocial, you'll hear from BeBee CEO, Matt as he explains how their platform will revolutionize the way business leaders and salespeople connect digitally. BeBee is built around helping leaders like you connect to affinity networks. They want to eliminate useless and time wasting encounters and help you focus on what matters - building your brand and marketing your content! Discover more about BeBee and what they have to offer on this great episode! Product OR Experience, which one sells? How do you build a sustainable business, one becomes a fixture on the marketplace and keeps customers coming back? You create an experience! When you take the time to create a meaningful customer experience, you have the opportunity to build trust and cement yourself as an authority in your industry. On this episode of #SellingWithSocial, Matt and I enjoy a wonderful conversation where we discuss our lessons from decades in the sales industry. We both want to help leaders like you find the best ways to bring value to your customers, not just with the products you provide but with the experience you can shape. Listen to this episode and out how these lessons have helped us develop personal and professional brands that really connect! Lessons Learned from Building a Startup When I asked BeBee CEO, Matt, what he would say to someone like me sailing into the uncharted waters of building a startup, he delivered a memorable response. Matt said to cling to whatever religion you hold dear and to PRAY! I loved his response! It's so REAL and authentically Matt but it also captures the enormity of this undertaking. In our conversation, Matt got down to brass tacks and really provided some helpful insights that he's gathered from his two years of leading, growing, and expanding BeBee. We covered lessons he has learned from ensuring people on his team feel valued and included to making the tough decisions that come with the responsibility of being the CEO. Make sure you don't miss a bit of Matt's valuable insight - listen to this episode of #SellingWithSocial! Outline of This Episode [1:00] I introduce my guest, Matt Sweetwood. [2:00] Matt tells his story, the cliff notes version. [5:00] The story behind Matt's journey as a single parent of 5! [9:30] How badly do you want to achieve your goals? [11:30] Selling an experience makes all the difference! [17:00] The power of building trust and taking time with customers. [21:00] What are BeBee Networks? [28:30] How Salespeople can use BeBee Networks. [35:00] Navigating successes and challenges in launching a startup. [39:00] Making tough decisions as a business leader. Resources Mentioned www.bebee.com www.linkedin.com/in/msweetwood twitter.com/MSweetwood www.facebook.com/msweetwood Movie: Rocky Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn  

How competitive is your company's talent recruitment efforts? What would it mean for your business if you had a top notch talent recruiting service AND a team of sales and marketing experts at your disposal? Can you imagine the impact and advantage that type of service could provide your company? On this episode of #SellingWithSocial, you'll hear from our very own Vengreso Chief Administration Officer, Colleen McKenna. Colleen explains how Vengreso is uniquely positioned to help small businesses, large enterprises and everyone in between keep their talent recruitment competitive and much MORE! Listen to this episode of #SellingWithSocial, the final addition of a three-part series introducing Vengreso to the sales & marketing community. If you haven't, make sure you go back to last week's episode with Kurt Shaver and find out how this exciting new organization can help you adapt to the digital sales revolution! Learn how Vengreso can help you keep your talent recruitment competitive! Serving Small Businesses There are some AMAZING advantages that small businesses have over the big guys in the marketplace but there are also some unique shortcomings that come with operating a company of that size. Enter Vengreso - we have assembled a leadership team that is specifically positioned to serve a wide range of business and that INCLUDES small businesses! We aren't here just to take care of the big enterprises, we have team members who have significant backgrounds serving small business and solo entrepreneurs. On this episode of #SellingWithSocial, our Chief Administrative Officer, Colleen dives into the services and tailored approach that we at Vengreso bring to businesses large and small. Don't miss this powerful episode! Leading the Way with Competitive Talent Recruitment How can your company get the advantage over its competitors? Talent recruitment is one area where YOUR company can lead the way! For the last five years, our Vengreso team members have been involved with talent recruiting and talent sourcing for our clients. We are a talent solutions partner that uses LinkedIn recruiter as our primary tool but we use a vast array of tools that can help your company get the edge over others in the marketplace. On this episode of #SellingWithSocial, Colleen walks through our robust approach to help business leaders like YOU streamline your company's digital and social footprint and compete for top talent. Learn more about Vengreso's services on this episode! Strength Through Diversity What does it mean to have a diverse organization? What advantages can diversity bring? Did you know that the most successful companies have women at the top tier of leadership? At Vengreso, we set out to have half of our founders represented by the opposite sex. We are so focused and intent on creating an environment where women not only get a seat at the table, they help build the table! On this episode of #SellingWithSocial, you'll hear from Colleen, our Chief Administration Officer, and Co-Founder as she shares the values and vision that animates our culture of diversity at Vengreso. You don't want to miss this inspiring episode! The Mindset and Culture behind Vengreso One of the worst vibes you can get from a company is that their own people don't believe in or practice what they offer. You know to stay away from a cook who won't eat their own food, so why wouldn't you stay away from a sales and marketing company that doesn't practice what it preaches? At Vengreso, we are building a culture that directly addresses this line of thinking. We want our clients to notice right from the start that we embody the values, principles, and practices that we are teaching others to adopt. On this episode of #SellingWithSocial, Colleen shares how our Vengreso leadership team started with a unified and focused approach and how we plan to spread that throughout our organization and to serve our clients with integrity. Learn more about the culture and mindset behind Vengreso on this episode! Outline of This Episode [0:57] I introduce my guest, Colleen McKenna. [3:30] Colleen talks about Vengreso's focus of serving small businesses. [8:00] The power of leveraging networks. [12:00] Disruptive Innovation and how Colleen came to join the Vengreso team. [18:00] The strength of diversity at Vengreso. [23:00] How our leadership team can connect with a wide range of businesses. [27:00] The service that Vengreso offers businesses. [32:30] Vengreso's offering of talent recruitment. [37:30] The mindset and culture we are building at Vengreso. Resources Mentioned Colleen[at]vengreso.com www.linkedin.com/in/ColleenMcKenna twitter.com/ColleenMc_Kenna Check out part 1 of our 3 part series featuring Bernie Borges - HERE Check out part 2 of our 3 part series featuring Kurt Shaver - HERE Out of Africa LinkedIn Recruiter Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn  

Have you embraced the digital sales revolution? Is your company positioned to engage clients through digital selling with ease? On this episode of #SellingWithSocial, you'll hear from sales expert and Vengreso CSO, Kurt Shaver. Kurt is a former Silicon Valley VP of Sales who became a Social Selling speaker and trainer in 2011. In 2016, Onalytica named Kurt as the 4th most influential Social Selling professional globally. He's spoken at numerous customer events for LinkedIn as well.. Kurt brings all of his experience and insight to bear on the critical subject of digital sales and how Vengreso provides a unique and customized experience for businesses large and small. Listen to this episode of #SellingWithSocial, the second of a three-part series introducing Vengreso to the sales & marketing community. If you haven't, make sure you go back to last week's episode with Bernie Borges and find out how this exciting new organization started and how to drive alignment between both sales and marketing! Learn how Vengreso can help YOU adapt to the digital sales revolution! Digital Sales OR Traditional Sales Methods? You've heard the saying, “You can't teach an old dog new tricks.” Is that really true? Is it possible for someone with years of experience doing things one way to adapt and change? At Vengreso we know it is! We exist to help align sales and marketing teams and better position them to compete in the digital sales marketplace. You don't have to think of it as the new way versus the old way, digital sales or traditional sales. The two approaches can and SHOULD work together, to complement each other. On this episode of #SellingWithSocial, Kurt shares how Vengreso helps sales leaders like YOU transform your approach and adapt to experience increased revenue and greater reach. Don't miss this powerful episode! 4 Advantages Vengreso brings to the Digital Sales Ecosystem Vengreso was created for a few reasons, one of them is, we saw a HUGE hole in the digital sales ecosystem for a service provider that addressed sales and marketing alignment. In addition, Kurt discusses three other unique advantages that, our Vengreso team brings to the table. Mindset - the way people think. Skillset - the techniques that people employ. Toolset - the collection of tools that help get the job done. There are a few organizations that offer one of these three aspects but NO ONE has come along like Vengreso to roll all four into one comprehensive approach to digital sales transformation. Make sure to catch this episode! A Customized Approach that VALUES Clients One of the unique offerings we provide at Vengreso is our customized approach. Sure, it will cost more to provide a customized approach in the short term but in the long term, this method will actually improve profitability because it produces the best results. When we present a customized approach to our client it leads to higher adoption rates among sales teams and that higher adoption rate results in a higher success rate. We are taking this long view method because it leads to TRANSFORMATION - you can't bottle that! In order to see our clients really enter into this new and revolutionary way of digital selling, we have to have the patience to lead them through the process with the best possibility of success in mind. To hear Kurt dive into further detail on this topic, make sure to listen to this episode of #SellingWithSocial! Join the Movement! Where will you be five years from now? Where will your company and sales team be in terms of growth goals that you've set? Will you be able to say that you caught the wave of the digital sales revolution with the help of Vengreso? What are you waiting for? You've heard how Vengreso has honed in on a unique and holistic approach to bring sales and marketing into alignment, NOW is the time to act and join the movement! Our leadership team has the mindset, skillset, and toolset to help leaders like you zoom past the competition. If you need to hear more, don't wait - listen to this episode with our CSO Kurt Shaver as he walks through the very best advantages that Vengreso brings to the table! Outline of This Episode [1:00] I introduce my guest, Kurt Shaver. [2:00] Kurt tells his story, the cliff notes version. [6:00] How Kurt joined our Vengreso leadership team. [10:00] The three advantages that Vengreso brings to the table. [13:00] How does Vengreso address the digital sales mindset? [18:00] Vengreso's offering of enterprise personal branding. [24:00] Macro trends, inside sales teams. [28:00] The advantage of customization in the long run. [31:00] Is cold calling DEAD? Is digital selling the ONLY way forward? [33:30] The state of content distribution in the marketplace today. [38:30] WHY you should join the movement with Vengreso! Resources Mentioned www.linkedin.com/in/KurtShaver twitter.com/KurtShaver Kurt[at]vengreso.com Check out part 1 of our 3 part series featuring Bernie Borges - HERE Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn  

What would it take to see sales and marketing efforts come into alignment? Is there some quick fix or easy solution or would it take a more comprehensive and systematic approach? On this episode of #SellingWithSocial, you'll hear from my guest Bernie Borges as he introduces an exciting solution called Vengreso. Bernie works with B2B C-Suite executives and their staff to align Sales and Marketing to achieve revenue targets through content marketing strategy, social media strategy and social selling training/coaching to achieve sustained results. He's been recognized by industry peers, including Marketing Insider's 60 Best Marketing Speakers, TopRank's Top 50 Content Marketing Influencers 2016, Cision's Top 50 Content Marketers on Twitter and Brand Quarterly's Top 50 over 50 Marketing Thought Leaders. To hear more about Bernie's story and his part in the awesome Sales and Marketing solution, Vengreso - make sure to listen to this episode! Sales and Marketing Alignment For far too long sales and marketing have been siloed away from each other. In many companies, it's a classic case of the left hand not knowing what the right hand is doing! There are even many business environments where the two departments have a very unhealthy and contentious relationship. What if that could all change? Bernie is an expert at assisting companies by bringing sales and marketing into alignment. The reason for Bernie's success is due in large part to his perspective, spending time working on a sales team and later heading marketing teams has granted him a unique outlook. If you'd like to hear more about Bernie's efforts and the revolutionary transformation that Vengreso is bringing to the sales and marketing space - don't miss this episode of #SellingWithSocial! What is Vengreso? What in the world is Vengreso? Vengreso is the largest full spectrum sales service provider. Between the seven founders, we have trained more than 85,000 professionals from small businesses to large enterprises across the whole range of digital selling. Our combined efforts and mission is to help companies align their sales and marketing efforts for maximum effectiveness. In addition, we at Vengreso are equipping business professionals with the mindset, skillset, and toolset needed to engage in online spaces consistently without having to force it. By doing all of these things, we are creating a digital sales ecosystem that allows any digital sales organization to have all the ingredients that they need to really accelerate growth, sales, and revenue. Hear more about the awesome vision and mission of Vengreso on this episode of #SellingWithSocial! Creating a GREAT Customer Experience No longer can the sales professional do it all on their own! They need to be part of a team that supports and assists them in their unified pursuit of success and growth. There needs to be a streamlined service that can come in and bring the tools and training needed to sustain a collaborative environment. That's where Bernie and our team at Vengreso come in! We have a unique vision to help businesses solve this problem. Not only do we have the solution, we CARE! Our Vengreso team comes from the sales and marketing world so we know it inside and out and want to see it improved and transformed for the better. To hear more about Vengreso and the amazing team we've recruited to serve the sales and marketing industry - make sure to listen to this episode of #SellingWithSocial! Join the Movement! There's a certain pride that comes when you get to experience being on the cutting edge of a new trend or an early adopter of a product that goes viral. If you make sure to catch the wave and follow what's going on with Vengreso, you will be on the cutting edge! Not only will you receive tons of value from the free content that we produce but you will also be along for the ride to watch this movement really get off the ground. What are you waiting for? Join the movement! Follow Vengreso and watch as transformation and inspiration flow as our thought leaders usher in the next evolution of the sales industry. Don't miss a minute of it! Find out more on this episode of #SellingWithSocial! Outline of This Episode [1:10] I introduce my guest, Bernie Borges. [2:20] BIG ANNOUNCEMENT. [4:45] Bernie's story, the cliff notes version. [6:00] Sales and Marketing alignment. [8:00] What is Vengreso? [12:15] Challenges in the content marketing space. [14:30] Who is on the Vengreso team? [21:00] How did Vengreso come about? [24:30] Creating a great customer experience. [30:00] A digital sales ecosystem that WORKS! [33:00] Talent recruitment. [35:00] Join the movement! Resources Mentioned Check out the NEW Vengreso website! Bernie's Twitter page: twitter.com/bernieborges Bernie's Facebook page: facebook.com/bernie.borges Bernie's LinkedIn page: linkedin.com/in/bernieborges Podcast: Social Business Engine Podcast: Conversations with Phil Movie: The Lion King Movie: Mr. Bean's Holiday Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn  

What would it take to restore trust in the sales industry? Due to the sheer volume of information and misinformation in the marketplace today a massive void of trust exists. Guest expert Shari Levitin has the insights and wisdom to help leaders like you take steps toward restoring trust in the sales industry. Shari is CEO of Shari Levitin Group, a global training and consulting firm with clients in over 48 countries, and one of Inc. Magazine's Fastest Growing Companies. Her new book, Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, an Amazon instant bestseller is available on Amazon and at her website. Shari brings so much knowledge and insight to this episode of #SellingWithSocial that you'll want to have pen and paper handy to take notes - don't miss it! How to Restore Trust in the Sales Industry  In light of the volume of information available to the average consumer, it is KEY that the forward thinking salesperson focuses on positioning themselves as someone who is trustworthy. At the end of the day, it comes down taking the steps necessary to restore trust and build a dependable reputation. On this episode of #SellingWithSocial, Shari breaks down the subject of trust into four components. Empathy Reliability Competency Integrity Shari teaches that empathy is what gets the successful salesperson in the door but it's reliability, competency, and integrity that keep you there. If you'd like to hear Shari go further with these concepts, make sure you listen to this episode! Celebrating NO Most of us have a very natural aversion to the word NO. We are taught from a young age that “No” is something to avoid. What if you could rob that word of all it's power? Can you imagine the impact that would have on your career in sales? Shari wants to help leaders like you embrace the word “No” and understand what it takes to push through your natural avoidance of the word and find the courage you need to step out of your comfort zone. If you are ready to take the next step and go further with this concept, make sure to catch this episode! What is Sales HELL? Don't you hate it when you do things that you know are detrimental to your own well-being? Sometimes it can seem like no matter how much information we receive that convinces us that a particular practice is unwise, we still end up doing it anyway. There is actually an explanation for this pattern and Shari gives some great insight into how this impacts our behaviors. On this episode of #SellingWithSocial, she elaborates on our bad behaviors and gives a helpful framework into understanding these implications on our efforts in sales. She calls it sales “HELL,” here is how she breaks it down. Habits Ego Lack of knowledge Laziness If you want to wrap your mind around this concept of sales “HELL” even further and the steps you can take to mitigate their impact on your performance, make sure to listen to this episode! Selling With Heart What does it mean to sell with heart? It entails not only selling with your intellect and skill set but also with the set of principles and traits that make you a good person. On this episode of #SellingWIthSocial, Shari explains why it is vital to engage BOTH pieces of the equation to succeed as a salesperson in today's marketplace. If you want to be a person of quality character and experience increased opportunities you've got to wrap your head around what it means to sell with heart. Grab a pen and some paper, you don't want to miss this powerful episode with Shari! Outline of This Episode [1:20] I welcome Shari Levitin to the podcast. [2:20] Shari tells her story, the cliff notes version. [9:00] Shari talks about the inspiration for her book. [14:00] The power of sharing YOUR story. [19:30] What is sales HELL? [26:00] The 3 goals to any sales presentation. [29:00] Building trust in the sales environment. [37:00] Celebrating the word NO. [41:30] Selling With Heart. Resources Mentioned Shari's website: sharilevitin.com Shari's Facebook page: facebook.com/ShariLevitinGroup Shari's Twitter page: twitter.com/sharilevitin Shari's LinkedIn page: linkedin.com/in/sharilevitin Shari's email: shari[at]sharilevitin.com Shari's Book: Heart and Sell Book: The Road To Character   Movie: Mr. Holland's Opus Primary Intelligence How to Recover After Getting Off on the Wrong Foot Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn   

Did you know that Account Based Marketing is DEAD? There is a new concept that makes SO much more sense than Account Based Marketing and that's Account Based Revenue. At the end of the day, that's what it's all about right? Your business will expand because of the revenue that it will generate, so let REVENUE be the focus! To introduce us to this new term, we have sales expert Trish Bertuzzi on this episode of #SellingWithSocial. Trish and her team at The Bridge Group, Inc. have worked with over 350+ B2B technology companies helping them to unleash the power of inside sales. They are on a mission to help companies build repeatable pipelines and accelerate growth using both traditional and account based strategies. If you are ready to leave Account Based Marketing behind and embrace the future with Account Based Revenue, then make sure to catch this episode with Trish! Goodbye Account Based Marketing, Hello ABR! Even though Account Based Marketing is the “Buzzword” it's helpful to move forward with a fresh understanding and a more focused approach. That's why Trish coined the phrase Account Based Revenue (ABR). She wants to help business leaders like you hone in on a revenue focused strategy. Are you ready to adopt this new emphasis? Do you want to see accelerated growth and increased sales? Trish isn't just tossing out old concepts for new ones on a whim, she's an industry expert and she KNOWS what it takes to help businesses like yours push through to the next level of success. What are you waiting for? Listen to this episode of #SellingWithSocial to embrace this new approach! Effective Storytelling with the Account Based Revenue Strategy Often Trish will consult with a business and face push back on her mission to move from Account Based Marketing to an Account Based Revenue strategy. She will hear leaders say that they have adopted a revenue-focused approach because they are connecting with multiple individuals on a specific account. Of course, that is a step in the right direction but Trish wants to take businesses even further and help them craft a unified story that is so compelling and uniquely tailored to that client in a way they've never seen before. This approach requires a lot of trust and flexibility as Trish and her team brings marketing and sales into harmony so they can tell the same story. If you'd like to hear more about Trish's strategy, make sure to listen to this episode of #SellingWithSocial! Shedding Light vs Casting Shade on Social Do you feel the need to add value or make a point? You might think that both can be true at the same time but Trish points out that these options represent two very different approaches on Social. She calls it “Shedding light or Casting Shade.” Shedding light is when you see a request for help or information and you present your solution, this adds value and brings to light new information. Casting shade is when you see someone's solution and you tear it down to make a point and/or to bolster your information as being superior, thus casting a shade upon the information they brought to light. With her years as an expert with inside sales, Trish is trying to educate sales leaders like you to know these two different approaches and to work toward shedding light and stay away from casting shade. To hear Trish expand on these concepts, make sure to listen to this episode of #SellingWithSocial! Why Sales and Marketing MUST Collaborate You remember that famous line from “The A Team,” right? “I love it when a plan comes together.” A plan coming together should be the goal when marketing and sales collaborate on an account based strategy. But too often the plan gets one sided and the either sales or marketing gets marginalized. These two groups coming together play a KEY role in leaving behind the old Account Based Marketing and embracing the Account Based Revenue approach. On this episode of #SellingWithSocial, you'll hear from Trish as she emphasizes the need for sales and marketing to work together for an account based revenue strategy to succeed. You don't want to miss Trish's valuable insight on this episode! Outline of This Episode [1:20] I welcome Trish Bertuzzi to the podcast. [2:30] Trish tells her story, the cliff notes version. [4:00] The death of ABM and the rise of ABR! [5:30] Where do you want your revenue to come from? [11:30] Why the Account Based Revenue strategy works. [13:30] An example of how hyper personalization makes an impact. [21:00] How do traditional sales strategies fit into an ABR approach? [23:00] Social sales engagement and ABR. [26:00] The difference between sheding light and casting shade on Social. [29:30] Why Sales and Marketing need to collaborate. Resources Mentioned Trish's email address: trish[at]bridgegroupinc.com Trish's Twitter page: twitter.com/bridgegroupinc Trish's LinkedIn page: linkedin.com/in/trishbertuzzi Trish's Book: The Sales Development Playbook Bridge Group Inc's website: bridgegroupinc.com InsideSales.com Sales Acceleration Podcast Will Ferrell Movie: Gone With The Wind Movie: Anchorman Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

As a salesperson, what is your response when buyers say no? Do you get defensive? Do you get too aggressive? How can you possibly turn their “No” into a “Yes?” On this episode of #SellingWithSocial, you'll hear from sales expert, Tom Hopkins. Tom carries the standard as a master sales trainer and is recognized as the world's leading authority on selling techniques and salesmanship. Over five million sales professionals & entrepreneurs on five continents have attended Tom's high-energy live seminars. Tom personally conducts 30+ seminars each year traveling throughout the North America, Europe, Asia, Australia, and South Africa. Don't miss this powerful episode so you can learn the BEST response for when buyers say no! To be Terrific, You Have to be Specific - It's Life's Blueprint! What do you want to accomplish in your personal life and professionally? Seriously, do you have a specific answer to that question? Too often people get so caught up in the big picture and the big dream that they don't drill down to the specifics it will take to get there where they want to be. If that describes you, don't worry! On this episode of #SellingWithSocial, you'll hear from Tom how to go from the generic and nebulous to a clear and specific plan for success. As Tom says, “To be terrific, you have to be specific!” Find out what that means for you on this episode! How to React When Buyers Say “No” Don't let that “No” defeat you! When buyers say no to you as a salesperson it can be really hard not to take that personally. To shield yourself from the rejection that comes with the “No's,” Tom advises sales leaders like you to remember that the “Yes's” in life are hidden behind the “No's.” Consider making a list of all the “Yes's” in your life - things like getting out of debt, sending your kids to college, etc. Tom teaches that in order to get to the “Yes's” in life you have to suffer through the “No's,” it's not personal, it's a fact of life. If you'd like to hear Tom go further with this topic, make sure to catch this episode of #SellingWithSocial! 3 Types of “No's” You'll Hear in Sales You've got to be proactive when buyers say “No.” As the saying goes, “The best defense is a good offense.” One of the best ways to be prepared is to know beforehand what the three types of “No's” you'll encounter in sales. Tom describes these three “No's” as; The sincere “No,” they are not interested. The “No” that is a stall, putting you off. The learned “No.” Tom is convinced that every “No” you encounter can be turned into a “Yes” with questioning, not telling. He teaches sales leaders like you to “Question and listen, don't talk and tell.” If you'd like to hear more insights from Tom and how you can turn the “No's” you encounter into “Yes's” then make sure you listen to this episode of #SellingWithSocial! Cracking The Door Open for a Future “Yes” When buyers say NO it doesn't necessarily mean no forever. There are steps you can take to crack the door open for a future “Yes.” On this episode of #SellingWithSocial, Tom walks through a helpful plan for follow up with prospective clients that will uniquely position you for future success. His plan involves a carefully crafted follow-up that honors the client's decision but also assures them that you want to stay in contact to serve at a moment's notice should they change their mind. If you want to see your prospective client's “No” turn into a “Yes,” make sure to listen to this episode! Outline of This Episode [1:05] I welcome Tom Hopkins to the podcast. [3:20] Tom tells his story, the cliff notes version. [9:50] Failure = Success [11:30] How to react when you hear the word “No.” [17:00] To be terrific, you have to be specific - it's Life's Blueprint! [20:30] Working past the “No.” [23:00] Why the “Old School' methods still work. [29:30] The 3 types of “No's” and how to turn them into a “Yes.” [33:00] Getting over the “No” and moving on. [35:15] The necessity of getting a mentor. [39:00] What salespeople should STOP doing TODAY. Resources Mentioned Tom's website: tomhopkins.com Tom's Facebook page: facebook.com/TomHopkinsSales Tom's Twitter page: twitter.com/TomHopkinsSales Tom's LinkedIn page: linkedin.com/in/tomhopkinssalestrainer Book: How to Master the Art of Selling Book: When Buyers Say No Sales Reinvented Podcast Movie: Dirty Rotten Scoundrels Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

In our society, the sales industry often gets a bad reputation. Most of this negative reputation is due to the bad taste that the retail sales experience leaves with customers and salespeople alike. What if there was a way to rebrand the sales industry and help recover its value and standing in our collective imagination? On this episode of #SellingWithSocial, you'll hear from sales expert Sean Sheppard. Sean is the co-founder of Seed-Stage Venture Capital Fund and Market Development Accelerator GrowthX and GrowthX Academy, an immersive education program that trains individuals who want to transition into a career in tech Sales, Marketing or UX Design. Sean is a serial entrepreneur who has successfully grown dozens of early-stage companies across a wide variety of products and markets. Don't miss Sean's valuable insights on this episode! Rethinking the Sales Industry What will it take to change the public perception of the sales industry? A primary tool to begin this rebranding is educating others on the impact of sales on the current employment marketplace. Did you know that fifty percent of ALL four-year college graduates will end up in the sales industry? However, the traditional education environment does not prepare students to succeed in a sales based career. On this episode of #SellingWithSocial, Sean Sheppard walks through this issue and the steps his company, GrowthX is taking to provide a solution. Sean brings a helpful and fascinating perspective to this complicated issue, make sure to listen! The Mindset of an Entrepreneur Entrepreneurs are an amazing bunch of driven and forward thinking individuals. They are at the forefront of innovation and economic growth in our society. But what REALLY makes them tick? What is it that sets entrepreneurs apart from most business leaders in the workforce today? On this episode of #SellingWithSocial, Sean gives a peek into the mindset of today's entrepreneurs. Here are four attributes from the mindset of an entrepreneur. They see what's possible not what's impossible. They see a future state in their mind. They have a compelling blend of confidence and arrogance. They don't follow the herd. To hear Sean expand on these attributes, discuss next steps for budding entrepreneurs and much more, make sure to catch this episode! Why do most Startups Fail? Launching out as a small business owner is NOT for the faint of heart. The horror stories and cautionary tales are ubiquitous. One of the scariest statistics on startups is the often-cited figure that ninety percent of all startups fail. On this episode of #SellingWithSocial, Sean goes over the primary factors he's observed why most startups fail. It might surprise you to find out that most startups do NOT fail because of their product. Most startups fail due to factors surrounding their marketing efforts and the people they have on their team. If you'd like to hear Sean dive deeper with the reasons behind why most startups fail, make sure to listen to this episode! What is The GrowthX Academy The GrowthX Academy was created in response to a glaring hole in the sales industry that Sean and his business partners discovered. They observed that the majority of the great product founders they encountered and tried to invest in didn't have a clue on how to develop markets. The fact of the matter is, in today's marketplace it is easier to start a company than it is to grow one. Sean and his team at GrowthX have set out to change that reality and give leaders like you the tools you need to grow your business. Make sure you listen to this episode of #SellingWithSocial to hear more from Sean and the service they are providing with GrowthX Academy. Outline of This Episode [1:50] I welcome Sean Sheppard to the podcast. [3:00] Sean tells his story, the cliff notes version. [6:20] Rethinking the sales industry. [14:00] The mindset of an Entrepreneur. [21:00] Why startups fail. [27:00] What is GrowthX Academy? [32:30] The four pillars of the GrowthX Academy. Resources Mentioned GrowthX GrowthX Academy GrowthX Academy's Blog Sean's LinkedIn page: linkedin.com/in/seansheppard Sean's Twitter page: twitter.com/seanasheppard BOOK: What Got You Here Won't Get You There Movie: Caddyshack Movie: Animal House Movie: Grosse Pointe Blank Movie: Strange Brew Movie: Anchorman Movie: Dumb and Dumber Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

Don't get left behind! Find out how you can catch the “video” wave and learn how to vlog like a boss on this episode of #SellingWithSocial! You'll hear from video and social media expert Amy Schmittauer as she shares how you can leverage video to stand out from the competition. Amy shares sales tips, why video is important to your sales strategy, how to overcome your fear of being in front of the camera, and much more! If you want to stay on the cutting edge of social media engagement then you don't want to miss this helpful episode! Vlog Like A Boss Let's face it, video is the wave of the future. The question is, do you have what it takes to jump on board before it's too late? On this episode of #SellingWithSocial, you'll receive the tools you need to get started TODAY! As a video and social media expert, Amy coaches people to go after what they want in life and leverage online video to make it happen. Creator of the popular YouTube series Savvy Sexy Social, her channel boasts a global community and millions of views. Now, in her first book Vlog Like a Boss: How to Kill It Online with Video Blogging, she shares her collection of strategies and tactics to help you create video that gets the attention you deserve. Get a peek at some of the powerful insights from Amy's book on this episode! Provide Answers to Frequently Asked Questions What if there was a way to connect with customers who don't know they need your services yet? On this episode of #SellingWithSocial, Amy explains how you can position yourself in a way that provides value to your audience by answering frequently asked questions. One example that Amy gives is how she made a video that explained how her viewers can increase the number of their Twitter following. The creation of that video was based on what people were searching for online. Now that those individuals discovered Amy's video and found it valuable, they are likely to return to her channel for more information. To get more sales tips and insights from Amy and how you too can vlog like a boss, make sure to listen to this episode! Is video part of your sales strategy? Did you know that your brain is hardwired to trust the human face? If that fact is true, then why do most sales strategies rely primarily on email and phone connections? Wouldn't utilizing video in your sales strategy give you an unfair advantage over your competition? Yes, it would! On this episode of #SellingWithSocial, you'll hear from Amy as she explains why the use of video is on the rise in social selling circles. If you'd like to learn how Amy works her magic make sure to listen to this episode! Don't let fear hold you back! A HUGE reason why most people don't use video to promote their brand online is out of fear. Don't let fear hold you back from success and getting an advantage over the competition. On this episode of #SellingWithSocial, Amy goes through some helpful tips to overcome the fear of being in front of the camera, here's a snapshot. Talk to the camera as if it's a person, not equipment. Get over your issue with having the right gear, you have a smartphone! Let your personality shine, don't fake it. If you'd like to get more tips and insight from Amy on how you too can vlog like a boss, make sure to listen to this episode! Outline of This Episode [1:22] I welcome Amy Schmittauer to the podcast. [6:00] Amy talks about connecting with Gary Vaynerchuk. [8:15] Vlog like a boss! [11:20] Is it better to put out video over a blog? [21:00] Provide answers to Frequently Asked Questions. [25:20] Leverage current events to connect with your audience. [29:00] How video connects with people on a personal level. [36:30] Overcoming fears with using video. Resources Mentioned Amy's website: savvysexysocial.com Amy's Facebook page: facebook.com/savvysexysocial Amy's Twitter page: twitter.com/schmittastic Amy's LinkedIn page: linkedin.com/in/amyschmittauer Amy's YouTube page: youtube.com/savvysexysocial Amy's Book: vloglikeaboss.com Book: Jab, Jab, Jab, Right Hook Movie: Anchorman onemob.com Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

Wouldn't you like to get the edge on your competition when it comes to your sales closing strategy? What if you could position your sales team in a way that gives your company an unfair advantage in the marketplace? On this episode of #SellingWithSocial, you'll hear from sales and business expert Gabe Larsen. Gabe joined InsideSales.com with over 15 years of experience in revenue generation, from helping financial clients price and trade complex derivatives to helping multi-national organizations penetrate new markets. Gabe co-hosts the popular Sales Acceleration podcast and acts as Director of InsideSales.com's Labs where his expertise and research has helped over 200 clients solve the biggest problems in the Sales Acceleration space. This episode is packed with valuable lessons that you don't want to miss, make sure to listen! 3 Reasons Behind Time Based Closing Strategies In order to start addressing necessary changes to our strategies for closing sales, we've got to examine how we got here in the first place. There are three primary reasons that motivate time-based closing strategies in the majority of sales environments. Sales Reps push this “Time based” sales event by procrastinating the sale. Sales leadership influences this mindset with their compensation strategies. Customers are trained by the industry to wait for a favorable time to look for a deal. To dive further into these concepts and the solutions Gabe offers, make sure to listen to this episode of #SellingWithSocial! Why Sales Representatives Shouldn't Work on the Weekends Did you know that pushing sales efforts on the weekends, especially when it falls on the end of the quarter actually ends up hurting your sales “win rates?” This insight runs counter-intuitive to everything you and I have been taught to believe when it comes to sales methods and strategies. On this episode of #SellingWithSocial, Gabe walks through the deficiencies of weekend sales efforts, changes you can make to your closing sales plan, and how to best position your team for success. If you are looking for insight that will take your sales team to the next level, then don't miss this episode! Do you have a “Closing Plan?” The fact of the matter is, most sales teams do not have a “closing plan” in place for their sales representatives. Due to this lack of strategy when it comes to closing sales, the default method revolves around the end of the month or the end of the quarter. Is there a better way to align your sales closing practices? On this episode of #SellingWithSocial, you'll hear an alternative vision from Gabe as he brings his many years in sales leadership to the table. This is an episode packed with practical steps you and your sales team can take today that will make an impact on your bottom line - don't miss it! 3 Steps to Untrain Buyers from negative sales practices The sales industry has knowingly or unknowingly trained buyers to look for the best deals at the end of each month. This has led to unhealthy closing sales practices. As Gabe and I discussed on this episode, something has to change. I've been thinking about how the sales community can start to “untrain” buyers from this habit and move toward a more beneficial method. Here are three steps that the sales industry can take to untrain buyers: Design a compensation plan that is built around revenue based multipliers. Margin. Give the sales representative a range of margin, between 60% and 100%. Push customer discounts and specials at different times of the month. If you'd like to hear Gabe and I further discuss how sales leaders like you can start making a difference today to untrain buyers, make sure to catch this episode of #SellingWithSocial! Outline of This Episode [1:10] I welcome to Gabe Larsen to the podcast. [2:40] How Gabe almost died GOLFING! [7:00] What's going on with time based closing strategies? [15:20] Three reasons behind time based closing. [19:00] Why Sales Reps shouldn't work on weekends. [28:00] What is your “Close Plan?” [39:00] How to untrain buyers from time based closing. Resources Mentioned Gabe's LinkedIn page: linkedin.com/in/gabelarsen Gabe's Twitter page: twitter.com/GabeLarsen Gabe's podcast: insidesales.com/resources/podcast Inside Sales' website: insidesales.com Get the “Time Based Closing Strategies” research paper from Gabe by clicking HERE Check out Gabe's LinkedIn post about weekend sales HERE Movie: Pretty Woman Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

What does it look like to excel in social engagement? How can you leverage your social network to gather a following and amplify your voice? On this episode of #SellingWithSocial, you'll hear from entrepreneur, disruptor, and INC columnist Candice Galek. Candice started her business Bikini Luxe in 2014 with the goal of creating the go-to online destination for designer bikinis. Bikini Luxe has been featured on magazine covers such as Shape, Glamour, and Cosmopolitan. In our conversation, Candice shares the lessons she has learned with social engagement expert, self-education, the power of amplification, and much more! Make sure you have a pen and some paper for this one! Social Engagement That Makes an IMPACT You know that the business landscape is ever-changing. What was popular and trending yesterday is old news today. How can leaders like you stay on top of the competition? You've got to have a social engagement plan in place. Are you leveraging social spaces like LinkedIn, Twitter, YouTube, and Facebook? How can you go from just existing in those spheres to driving the conversation? On this episode of #SellingWithSocial, you'll learn how Candice ignited a conversation on LinkedIn that rocked the boat, built a wide network, drove sales, and expanded her brand. Don't miss this eye-opening episode! Finding the Answers You Need Through Self Education When you don't have all the answers and you aren't an expert in your field, how can you grow your business? Many business leaders will gather people around them who are experts and leverage their skills to get the results they need. Then there are leaders like Candice who are so driven, they find the answers and self-educate along the way. This skill of self-education has led Candice to become the expert in social engagement she is today. She is quick to mention that she doesn't' know EVERYTHING but given enough time she will learn the subject herself or find someone who can help. Candice's story is fascinating and inspiring! Don't miss it - here on #SellingWithSocial Three Game-Changing Lessons in Sales If you are anything like me when you see success stories like Candice's you often wonder, what would they say has contributed to their success? What lessons have they learned along the way? On this episode of #SellingWithSocial, Candice shares her top three game-changing lessons learned on her journey toward success. Nurturing connections. Make friends and grow your network. Bring value to others so you can contact them when you need them most. Focusing on your business. Make your business your focus. Don't give it half effort, give it everything you've got! Looking toward the future. Learn how to outsource and delegate what you can. Delegation can be your KEY to growth! If you'd like to hear Candice expand on these lessons and more, make sure to listen to this episode - you don't want to miss it! How Can YOU Use The Power of Amplification? What is your strategy for social engagement with your customer base using images and videos? I'm not talking about what your marketing team does, I'm asking you, as a salesperson. What, you don't think you can use images and video to connect with your customers? Think again. On this episode of #SellingWithSocial, you'll hear from Candice as she explains how she has leveraged her platform on social media to amplify her influence in sales. She drops a HUGE information bomb by revealing that we process images 60,000 times faster than we process text. How can you use this information to your advantage? Find out on this episode! Outline of This Episode [1:22] I welcome Candice Galek to the podcast. [2:20] Candice shares her story. [7:00] What is Bikini Luxe? [13:30] Self-education and finding answers. [15:30] Top three lessons Candice has learned in business. [23:00] Candice's love/hate relationship with LinkedIn. [33:20] The power of amplification. Images and videos go a long way! Resources Mentioned Bikini Luxe's website: bikiniluxe.com Candice's Twitter page: twitter.com/bikinigeek Candice's LinkedIn page: linkedin.com/in/bikini Candice's Facebook page: facebook.com/candice.galek Movie: Minority Report Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

Social Selling is often maligned as a trend or as a way to connect with a younger audience. But that way of thinking is a very limited understanding of what social selling is all about! On this episode of #SellingWithSocial, you'll hear from social selling expert Ian Moyse. Ian has enjoyed a long and successful career in sales leadership and was awarded UK Sales Director of the Year by the institute of Sales & Marketing. Linkedin also awarded Ian a UK top 10 Technology Power Profile and Onalytica has rated him #1 Social Influencer in Cloud 2 years running. With all of his experience and success, Ian dispels common misconceptions around social selling, provides clear examples of social selling at work, how you can get started and much more! This is an episode packed with valuable insight that you don't want to miss! Is Social Selling just another tool? What is at the heart of social selling? Is it selling online like e-commerce? When you boil it all down, social selling is social engagement. Ian breaks it down into five components; Find Connect Listen Share Engage Social selling is a process, not a tool. It's a mindset that you've got to understand and embrace. At the end of the day, it's an expansion of your sales strategy. When you fully understand what social selling is, you'll see it not as a new concept but an extension of what you already practice as a salesperson. To learn more about social selling and how you can enhance your efforts, listen to this episode! Get to know YOUR average buyer One of the best reasons for changing your beliefs or understanding is to confront new information. You'll find that the strongest case for social selling is made when you look at the average buyer. Here are four characteristics of today's average buyer. Digitally enabled. Your buyer is connected digitally. Socially engaged. Almost 80% of the US population is on a social media platform. Mobile attached. We take our mobile devices EVERYWHERE. Video hungry. Almost 70% of ALL internet traffic will be video-centric by the end of 2017. If you'd like to hear more about today's average buyer and how you can leverage a social selling mindset to reach them, you've got to listen to this episode of #SellingWithSocial! Don't wait - embrace Social Selling NOW! No one likes to be the last person to adopt something that has gone mainstream. You stick out like a sore thumb! Don't let that be your story with Social Selling. You or someone you know might have a lot of objections to selling with social that you aren't ready to part with - that's fine. Just take a moment to hear from social selling expert Ian. He's been on the cutting edge of social selling and he wants to help leaders like you take the next step and leverage social selling to the best of your ability. Ian doesn't make it sound like a magic pill but he helps you understand just how vital it is to your success to adopt social selling. If you want to know more about social selling and how it can change your sales strategy make sure to catch this episode of #SellingWithSocial. Top 3 Ways To Start Social Selling To start something new, sometimes all it takes is a push in the right direction. Consider this your PUSH! Here are Ian's top three ways to start selling with social today! Willingness. You have to buy into the social selling mindset and strategy. Presentation. Your first impression is a digital one. How do you personally come across online? What do your social media profiles look like? Training. Like every good tool or tactic, you need good training. Find the courses or books that have helped sales people you respect adopt social selling. If you'd like to hear more about how you can get started with social selling today, make sure to catch more insight from Ian on this episode of #SellingWithSocial! Outline of This Episode [1:10] I welcome Ian Moyse to the podcast. [3:00] Ian talks about his background. [6:00] How has selling and buyer engagement changed recently? [10:00] The four characteristics of today's buyer. [13:20] What is Social Selling? [19:40] How do you know Social Selling works? [29:00] Ian's top three ways to get involved with Social Selling. [32:40] How sales leaders can overcome ambivalence toward Social Selling. [37:30] The role of marketing regarding Social Selling. [43:30] One piece of advice from Ian to grow YOUR sales revenue in 2017! [46:15] Who inspires Ian? Resources Mentioned Ian's Twitter page: ianmoyse.cloud Ian's LinkedIn page: ianmoyse.co.uk Ian's Facebook page: facebook.com/ian.moyse Make sure to catch episode #11 with Brian Fanzo - HERE The LinkedIn post that started it all, check it out - HERE Social Cloud Suite dlvrit.com roundteam.co Telemagic Movie: Rocky Book: Social Selling Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

Discover how you can leverage current events to gain greater exposure, expand your brand's reputation, and makes sales! I'm excited for you to meet my guest David Meerman Scott as he introduces you to the term “Newsjacking.” David is the founder of the newsjacking movement. He has taught people all over the world how to use this technique to grow their business. If you can learn from and understand the concepts that David covers on this episode of #SellingWithSocial you will be positioned for exponential growth. In addition to newsjacking, you'll learn about content curation, buyer engagement, and much more! Grab pen and paper, you don't want to miss a minute of this valuable episode! What is “Newsjacking?” Have you heard of the term “Newsjacking?” David describes newsjacking as “The art and science of injecting your ideas into a breaking news story.” He goes on to explain that there are two reasons you should engage in newsjacking. One reason you should practice newsjacking is with the hope that you'll attract media attention to your business and it's connection to a breaking news story. The second reason to engage in newsjacking is to generate sales leads. If you have valuable information to share that has to do with a breaking news story, people will be impressed and possibly interact with your business if you comment on it in a meaningful and helpful way. If you'd like to learn more about newsjacking, make sure to catch this episode of #SellingWithSocial! Leverage newsjacking to better position your brand! What are some practical steps you can take to leverage newsjacking to your advantage? On this episode of #SellingWithSocial, David gives some helpful advice and great examples of businesses that have leveraged newsjacking to great success. You'll learn how both sales and marketing teams can begin to implement these game changing concepts. The insight and knowledge that David shares on this episode are just the tip of the iceberg! Make sure to connect with David and his great content on newsjacking mentioned in the resources section below! Get Ahead of the Competition with Content Curation! What separates an average customer experience from an excellent one? Why does Disney stand out ahead of all the other amusement parks in the world? They've anticipated their customer's needs. When you patronize a high-quality organization, you can tell right away that they treat their customers better than the average establishment. The growing trend in many business circles is to curate content for the customer. This approach makes the customer feel unique and valued. On this episode of #SellingWithSocial my guest, David will give you a peek behind the curtain and help you understand why content curation is a vital trend that you need to leverage today! Enhance Your Buyer Engagement Strategy New patterns are emerging when it comes to buyer engagement. The old line of thinking where the buyer comes to the salesperson and trusts them for all the product research and information is quickly fading away. Now buyers come with their research in hand or at their fingertips via smartphones. Have you adapted your approach to this new trend? How can you make sure you don't get left behind? On this episode of #SellingWithSocial, David brings his wealth of knowledge in sales to help guide leaders like you to make changes necessary to achieve success in this new sales environment where customers already have the information they need. Don't miss this powerful episode! Outline of This Episode [1:00] I welcome David Meerman Scott to the podcast. [2:30] David talks about his background. [4:00] One thing you wouldn't know about David by looking at his social media profiles. [5:00] The change in buyer behavior over recent years. [13:00] Bridging the gap between marketing and sales. [17:30] What is “Newsjacking?” [27:00] How marketers can utilize Newsjacking. [34:30] How a salesperson can utilize Newsjacking. [44:09] How you can connect with David. [45:20] David's favorite movie. Resources Mentioned David's website:davidmeermanscott.com David's Twitter page: twitter.com/dmscott David's Facebook page: facebook.com/dmscott Find out more about Newsjacking: newsjacking.com David's special offer: Coupon - SellingWithSocial - gets $100 off the course master.newsjacking.com/courses/newsjacking Google News Twitter Moments Oracle Salesforce Nimble Hubspot Movie: Marley Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

What will it take to get your brand over the top? What sales trends should you pay attention to? You'll find out on this episode of #SellingWithSocial! My guest and sales expert, Will Barron joins me on the podcast to discuss current sales trends like breaking through the noise, social selling, selling with insight, and much more. Will is an extremely gracious guest who takes his time making solid observations and important insights that I know will help you improve your sales and marketing efforts. Make sure to have a pen and paper close by, you are going to need it for this powerful episode! Sales Trends that Break Through the Noise! It's great to get new information and insights from top business leaders and professionals. On the #SellingWithSocial podcast, you get access to great guests that share their stories of success. In addition to inspiring content, I want to make sure you can take actionable steps to engage with the concepts you learn about on this show. In that vein, I have a challenge for you! On this episode, Will talks about the necessity of breaking through the noise, he encourages leaders like you to think of something that no one else is doing. One idea he shares is to send your sales prospects a letter in the mail. My challenge to you is to send a handwritten thank you note after your next prospect meeting and include something of value in the letter. I would also love to hear about your experience with this challenge - let me know how it went here on the show notes page! Selling with Insight Do you ever wonder why you receive that random email or advertisement that has nothing to do with your business or personal interests? Sales and advertising efforts seem so impersonal and thoughtless these days. What if there was a better way? Will believes that selling with insight is the solution. He talks about taking the time to connect with your sales prospect and customize your contact with that individual or business. This approach helps you to stand out among competitors and communicates to your prospect that they are more than just a number on a spreadsheet. Will is convinced that this approach to sales has the power to set you up for success. Hear more about selling with insight on this episode of #SellingWithSocial! Social Selling What is social selling? You've heard me talk about this topic before but I'm happy to have my guest, Will discuss this vital sales trend even further on this episode. He makes the great point that social selling isn't in a separate category from more traditional sales strategies, it's simply leveraging social platforms for sales. This topic launched Will and me into a great discussion on how social selling is viewed in the sales industry. We both get really fired up about this topic and I know our discussion will ignite something in you, so don't miss it! Patience That Gets Results Do you ever get frustrated at slow results? It's like that old saying, a watched pot never boils. Patience doesn't come quickly to many of us. My guest, Will says that patience is a very important trait to cultivate when you are building a career in sales. He talks about how effective it is to build a network over time rather than invest in the quick results of spam marketing. Will is convinced that if sales leaders like you will take the time to slowly build relationships in your field over time, you will see sustained success. If you'd like to hear Will expand on this topic, make sure to catch this episode of #SellingWithSocial. Outline of This Episode [1:20] I welcome Will Barron to the podcast. [2:40] Will talks about the podcast he hosts. [3:55] Will's story of success. [13:10] Changing course. [15:15] Trial and error. [18:00] Sales trends. [21:15] My challenge to YOU! [23:25] Do something different. [24:40] How to connect through effective follow-up. [30:00] What is Social Selling? [36:00] Selling with insights. [50:00] One piece of advice from Will. [53:30] Will's favorite movie. Resources Mentioned Will's podcast: The Salesman Will's website: salesman.red Will's Facebook page: facebook.com/SalesmanPodcast Will's Twitter page: twitter.com/salesmanpodcast Will's Youtube channel: The Salesman The Matrix Predator Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

You've heard of the generational divide in our culture. Are you aware of the acute divide that exists in the workplace? In public, outside of the home, most people tend to spend time with people in their own generation, but the workplace is different. How do you overcome these generational differences? On this episode of #SellingWithSocial my guest is Kelly Riggs. Kelly is an author, speaker, and business performance coach for executives and companies throughout the United States and Canada. He is the founder of the Business Locker Room. He has worked with companies in a wide variety of industries, ranging from startups to Fortune 500 businesses. His upcoming third book, to be released in January 2018, is entitled Counter Mentor Leadership: How to Unlock the Potential of the 4-Generation Workplace. He is co-writing the book with his Millennial son, Robby Riggs. Kelly brings his unique and helpful insights from writing with his son to today's episode. Grab a pen and paper so you don't miss anything! Adapting to a changing demographic One of the hardest things for people to do is to change. We don't like change, we love predictability, routine, and security. Change brings chaos, different paradigms, and risk. But we know that death is inevitable for people or institutions that fail to adapt to a changing environment. On paper, the business world knows this truth. Yet, there are sectors where change moves slower than others. What is the status of your business? Have you embraced the changing demographics? Is your company positioned to effectively market to and service the “Millennial” generation? This episode with Kelly is a gut check for business leaders everywhere, don't miss it! Generational conflict When you have multiple generations all interfacing in the same workplace you are likely to face generational conflict. Do you understand what this type of conflict looks like? Kelly wrote a book with his son, Robby about people from different generations interacting in the workplace. There are great benefits to this situation but there are also drawbacks. Understanding the differences in their expectations is key. Millennials typically expect to receive respect and give respect once it has been earned. Boomers typically demand respect and expect it because of their title or status. These different expectations often cause conflict. The wise business leader navigates these differences with effective communication skills. Find out what steps you can take to tackle these differences on this episode of #SellingWithSocial. Pick the right people for sales leadership How do you discern that someone is the “Right person” for leadership in your organization? Is your primary metric job performance? Does every competent or high performing individual qualify for leadership or is there more to it? Business and sales expert, Kelly encourages business leaders to look for one crucial marker before considering someone for a sales leadership position. Is the prospective leader aware of others around them? Do they see the big picture? Do they go out of their way to serve and help others? If they are good performers but lack any of those wider scope qualities, don't promote them to a higher position. When you promote someone into leadership, you are holding them up as an example and you are empowering them to teach others to take on their qualities. Make sure you are encouraging the right qualities in the right people for leadership. This is just scratching the surface - listen to this episode of #SellingWithSocial to learn more! Do you understand your employee's “Why?” What motivates and inspires you? That's an easy question for most people to answer. Here's a harder question, what motivates and inspires your employees? Do you know what drives them? Taking the time to sit down and understand the passions and goals of your team members can go a long way toward cultivating loyalty and encouraging top performance. My guest, Kelly has built a career on helping businesses understand this key strategy. His tips and insights might be just the piece you need to launch into the next level of success. Make sure to tune into this episode of #SellingWithSocial to hear Kelly go in depth with this concept and much more! Outline of This Episode [1:30] My introduction of Kelly Riggs. [5:00] One thing you wouldn't know about Kelly from his social media profiles. [7:20] Kelly talks about the book he wrote with his son. [9:20] Why did Kelly write his book? [11:20] The challenges between the generations in business. [14:40] Why isn't Kelly's book another boring leadership book? [16:30] One of the biggest differences between Boomers and Millennials. [19:30] Kelly talks about the hiring process. [21:30] Generational conflict. [26:00] How to successfully promote someone into a leadership role. [31:50] Inspiring your team. [37:00] Understanding your employee's “Why.” [41:30] Advice from Kelly on how to be a coach that others want to follow. [48:00] How to connect with Kelly. Resources Mentioned Kelly's podcast: CounterMentors Kelly's blog: bizlockerroom.com/blog Kelly's Twitter page: twitter.com/KellyRiggs Kelly's LinkedIn page: linkedin.com/in/kriggs BOOK: Start with Why BOOK: What Got You Here Won't Get You There SalesForce Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

What action is necessary for you to take steps toward healthy change TODAY? No need to guess! My guest David Bush is here to answer that question with his years of experience guiding leaders like you toward extraordinary results. David is a nationally recognized leader in the coaching industry and he passionately leads the way for those who wish to succeed in life and in the marketplace. After losing almost 100 lbs in six months without surgery, medication or excessive exercise, David now inspires other to take simple steps to achieve lasting healthy change. Our conversation got me so fired up that David and I created a 28-Day Sales & Marketer Health Challenge. You'll hear about this opportunity and so much more on this powerful episode of #SellingWithSocial! Don't forget to join the  28-Day Sales and Marketer Health Challenge! Healthy Change starts with a healthy mindset It's likely not a new concept for you to hear that your mindset significantly impacts your actions and behavior. But most people don't apply that thinking that is common in business circles to their personal health. How healthy is your mindset when it comes to personal health? What lies do you believe about your ability to change? David often says, “It's not about the food, it's more about how you are thinking that makes all the difference.” The first step toward gaining a healthy mindset in this realm is admitting that you might not have all the information necessary to succeed. If your health isn't in a great place, it's time to consider reaching out and gathering the resources necessary begin that change. On this episode of #SellingWithSocial, David expands on this concept and so much more, don't miss it! Get the help and accountability you need to achieve results As a society, we celebrate the individual who overcame the odds and picked themselves up by their own bootstraps. These stories of triumph captivate and inspire us. But more often than not, these are exceptions rather than the rule. Most success stories include a team. In fact, David explains that it's highly unlikely for you to accomplish your health goals in isolation. You need a teammate. You need someone who will hold you accountable and push you to do the work necessary to achieve the health results you desire. If you'd like to hear more about how you can take the right steps toward healthy change today - listen to this episode of #SellingWithSocial! Don't let your brand suck! I talk a lot about making sure your digital brand doesn't suck, but what about your personal or physical brand? David says that “Your brand is king.” He goes on to explain that your personal brand starts with how you continue to fuel your body and your mind. What are you fueling your body and mind with? If you are only consuming a diet of doughnuts and soft drinks, are you surprised that you keep gaining weight? If you only binge watch Netflix and never pick up a book, are you surprised you don't have any new motivation or inspiration? David is convinced that once you get the quality content in your nutritional diet and your intellectual diet, your brand will improve exponentially. Are you ready for a change? To find out how YOU can get started today, make sure to listen to this episode! Three action steps toward Healthy change TODAY If you are convinced that it's time for you put away the excuses and move toward healthy change in your life, HERE are three action steps to get you started today. Evaluate yourself. Take a hard look at your personal overall health and wellbeing. Give yourself a grade from 1-10. Craft a plan. Come up with specific, measurable, achievable, realistic, time-sensitive goals. Performance is about having a good solid plan. Prepare your environment. Talk to your family and friends about how this change is important to you. Telling others will help hold you accountable. This is just the tip of the iceberg. You need to expand on these and make more detailed action steps to succeed. But these three steps will set you up for successful change. To hear more insights on how you can start your journey toward healthy change - listen to this episode! 28-Day Sales & Marketer Health Challenge Join me in an upcoming 28-Day Sales and Marketer Health Challenge which begins on March 27, 2017. It will be a fun, online, social health challenge and ANY and EVERY participant can WIN money for simply participating and achieving the goal they set for themselves. Period! This challenge is all about winning health and not just about losing weight so everyone can play regardless of whether they want to lose weight or maintain a healthy weight. You can join my team for only $33.99 and win money back when you participate, achieve your goal and become a winner. As a participant on my team (similar to being in a secret Facebook group) you will receive regular messages and email tips on my best sales and social selling tips while having the opportunity to collaborate with other professional salespeople and marketers on important topics. Yes, we all must put our money where our mouth is otherwise we'll never be incented to do something.  Join now for only $33.99 and win money back when you participate, achieve your goal and become a winner! Outline of This Episode [1:38] My introduction of David Bush. [3:15] David talks about his background. [6:00] One thing no one would know about David by looking at his social profiles. [8:20] Why did David write his book? [11:00] David talks about losing that first 100lbs. [13:00] What does it mean to live in holistic health? [16:20] The trilogy of holistic health. [19:10] Adjusting to a healthy mindset. [24:00] Three things YOU can do right now to be a better performer at work and home. [27:30] Including personal health to your daily sales plan. [29:20] The role of accountability in pursuing personal health. [34:30] The formula for losing weight. [36:00] How David's approach with individuals works. [39:00] What is David reading right now to personally grow and develop? [40:40] One piece of advice from David. [41:50] How to connect with David. [42:20] David's favorite movie. [43:40] David's favorite motivational quote. Resources Mentioned eHealth Coaching's website: ehealthcoaching.com eHealth Coaching's Facebook page: facebook.com/ehealthchallenge David's Facebook page: facebook.com/davidbush65 David's Twitter page: twitter.com/davidbush65 David's email address: david[at]ehealthcoaching.com BOOK: The 28 Day Extraordinary Health Challenge BOOK: 15 Commitments of Conscious Leadership BOOK: The No. 1 Best Seller Sir Edmund Hillary Jim Rohn MOVIE: Braveheart MOVIE: Dumb & Dumber Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

If you want to learn what it takes to become a social leader in your company, my guest today is ready to equip you to do just that. Justin Shriber is the Head of Marketing for LinkedIn Sales and Self Serve solutions, where he helps buyers, sellers, and marketers connect via the world's largest professional network. For the past two decades, Justin has focused on helping companies accelerate growth and profitability by delivering solutions that align marketing, sales, and service with the needs of the customer. Prior to joining LinkedIn, Justin led product, sales, and marketing organizations at both startups and large companies such as Siebel and Oracle. Justin holds a Master of Business Administration degree from the Harvard Business School and a Bachelor of Arts degree from the University of California Los Angeles. He lives in the Bay Area with his wife and five children. You're going to love this conversation, so don't miss out by not listening! Happiness is the vision to see it and the grit to get it. When it comes to attaining happiness in your sales career you need to have a clear picture of where you are headed and the determination to get there. Justin says it this way, “Happiness is the vision to see it and the grit to grab it.” Do you hear the clarity in that statement? If you want to be a sales leader or social sales champion, you've got to get a clear vision of where you're headed and develop the personal grit that enables you to push through every distraction and obstacle. Justin is on the show to help you understand what it takes to get there, so be sure you listen. Corporate leaders need to first consider who they are serving. When I asked Justin what company leaders can do to support and increase the use of social in the sales activities of their companies he said that they first need to consider who they are serving. In other words, who are your ideal prospects and how and where do they like to engage on social media? The answer to that question will give you a ton of direction when it comes to establishing a social selling strategy that will serve you and your sales team well. Justin has so many great things to share on this episode, so if you want to become a social leader in your company, don't miss this episode of #SellingWithSocial. What does it mean to be a social leader? A social leader is a person who takes the initiative to learn and wisely implement their personal use of social in positioning and amplifying the brand and message of their company. But that's only the starting place. You've also got to be at the forefront of equipping and encouraging your company and co-workers to do the same thing in a systematized way. Justin shares how he's seen individuals become social leaders in their own right and gives his suggestions for how you can become a social leader in your organization. It's a great conversation you won't want to miss, featuring one of the top experts on social and sales. How top sales talent is using social to evaluate companies they want to work for. Justin and I have both seen situations where a company is courting top talent to add to their sales team - but when they are asked by the candidate what social platforms they encourage and actively use to promote and establish their brand identity, they don't have a good answer. Do you know what happens in those cases? They lose that potential team member to another company that IS adapting to the new social sales environment we live in. Justin has some powerful insights to share about the consequences of not getting aboard the social selling train, so don't miss this episode. Outline of This Episode [1:38] My introduction of Justin Shriber. [7:55] How buyers purchase today and how it's changed over the years. [13:48] What does it mean to be a social leader? [15:49] Why social leaders are 50% more likely to attract the talent they want. [22:42] How to demonstrate social leadership. [29:24] The effect having an army of social leaders has on a company. [37:09] What benefit do social leaders have on accelerating sales opportunities. [43:40] One thing you can do to help drive sales and become a social leader. Resources Mentioned Justin's profile on LinkedIn Justin's profile on Twitter BOOK: The Innovator's Dilemma LinkedIn Sales Navigator Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

My guest today is Lee Bartlett, a lifelong sales professional, consultant, and now the author of the highly acclaimed book, “The No. 1 Best Seller.” Lee's book is a unique beacon of light within the existing sales literature because it's written by a guy who has built a personal career of sales excellence step by step from the ground up. Lee's growth has enabled him to build multi-national sales teams, become the co-founder and CEO of a tech start-up and to sell extensively across Europe, the U.S., and Asia. On this episode, Lee shares his personal story, his proven sales methodology, and the mindset, strategies, and processes that have made him a top salesperson worldwide. Sales excellence doesn't happen by accident, in outbound, inbound, or social selling. When I asked Lee what inspired him to write his book he told me a funny story. It started on a flight. He had been dealing with some issues his sales team was experiencing and was jotting down a bullet point outline to brainstorm the solutions. As he wrote out his thoughts he realized that he had the content of a book outlining his personal steps to sales achievement and excellence. That was the beginning of the book. His main desire is to demonstrate how sales excellence is not something that happens through lucky breaks or great opportunities. It's something you make for yourself through adhering to the basics, learning how to create a winning sales strategy, and putting foundational things into practice consistently. Lee shares great insights for sales leaders, marketers, and social sales pros alike, so be sure you take the time to listen. You can be brilliant at sales skill sets, but it's pointless without a sales strategy. The fundamental skill sets that sales gurus teach are important and necessary for every salesperson. But they are pointless if you're applying them apart from a clear sales strategy. On this episode, Lee shares how he goes about devising his sales strategy, why it's so vital that every salesperson does so, and what it looks like to adhere to your strategy in every interaction with leads, potential clients, and existing accounts. You will get insights from one of the top salespeople on the planet in this episode, so don't miss it! You need to research your next sales job as diligently as you would your next prospect. A fascinating section of Lee's new book, “The No. 1 Best Seller” is the one where he outlines the approach he's taken numerous times throughout his career to find the right company to work for. He's hesitant to say that his approach what everyone should do, but he clearly believes that ensuring that you know everything about the company and its products or services BEFORE you even apply is vital. In Lee's mind, choosing the company you will devote your time to is one of the most important investments you will ever make, so you should take it seriously. Find out how Lee approaches the job hunt, on this episode of #SellingWithSocial. If you can't apply sales basics you won't excel as a sales leader. There are foundational sales skills that every salesperson needs to know. But there are others things that Lee calls “sales basics” that tie together those skills and make a salesperson truly effective. On this episode of #SellingWithSocial, Lee shares the sales basics he has discovered that have made the biggest difference in his career. They've taken him to the top as a winning salesperson across the globe. He not only tells you what these sales basics are but also how you can implement them into your own sales strategy to get better results.   Outline of This Episode [1:18] My introduction of Lee Bartlett, best selling author and sales leader. [4:35] The things that motivated Lee to write his book. [10:08] Why Lee believes his book is different than the rest of the sales books out there. [12:03] 3 primary points for sales professionals that Lee emphasizes in his book. [14:18] An example of a sales strategy that really wasn't. [22:03] 3 things the sales community should STOP doing right now. [26:35] What Lee has always looked for when searching for a new position. [31:53] Why the basics are what will set you apart - and knowing what they are. [38:22] Does social selling work? [40:28] How has the buyer's journey changed and how does it continue to change? [43:53] The best way to connect with Lee. Resources Mentioned Website: leebartlettbestseller.com To get Lee's book, “The Number One Best Seller” Connect with Lee on Twitter Connect with Lee on LinkedIn Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

Being yourself is key to every interaction you have offline and online and on this episode of #SellingWithSocial, Brian Fanzo demonstrates how being yourself enables you to build trust faster and get more sales. Brian is a social media and sales expert who talks fast and tweets faster. He calls himself a proud, pager-wearing millennial, is a keynote speaker world-wide, and is the founder and CEO of iSocialFanz LLC, a social strategy consulting agency. Brian also co-hosts two great podcasts: SMACtalk Podcast & FOMOFanz Podcast. In this conversation, Brian and I talk about how the sales world has changed, how digital fits alongside traditional approaches to sales, and how you can build trust with your buyers faster than ever because of digital. It's a conversation you won't want to miss so be sure to listen now. Social media will never replace a handshake but it can help you get more of them. Brian's Dad, an entrepreneur and businessman in his own right taught him that a handshake represents the personal touch that every business transaction needs. Now that Brian's so deeply involved in online sales and marketing he still believes that his Dad's advice is true, but quickly adds that social gives you many more opportunities to get to the handshakes that seal the deal. Brian is a master at weaving the personal into the professional and speaks all over the world about social media, sales, and marketing. Find out more about Brian's fantastic approach, on this episode. What you do or what you're selling is boring and nobody cares. Focus on why you do it. One of the things Brian says in this conversation that resonates with me is that when it comes to sharing on social, what you do or what you're selling is boring and nobody cares. The only way you're going to get them to care is to focus on their needs, their problems, and their desires - and how you can help them accomplish what THEY want to accomplish. Brian says it's a focus on WHY you do what you do for your customers - and he insists that the only way you can communicate it effectively is by being yourself. If you're curious how to truly be yourself in the social media platforms your buyers use, you'll want to hear what Brian has to share. His enthusiasm for the subject is contagious, so be sure you catch it on this episode. Do you know your buyer's preferred method of communication? There's far too much debate about old school sales VS social selling these days. Sales success doesn't come through one or the other, it's a matter of integrating the two to build better relationships that lead to sales. One part of that is learning to use digital the way your buyers do. Does your buyer appreciate phone calls or Facebook Messenger? Whatever THEY prefer is what YOU should be using. On this episode of #SellingWithSocial, Brian tells how his customers have been successful by using tactics from both sides of the debate and how using your buyer's preferred methods of communication works out in amazing ways. You won't want to miss it. Live video shrinks the distance between you and your buyer. One of the things I was very curious to hear from Brian was his opinion on whether brands or individuals should be using live video to build better relationships with prospects and buyers. His insights were powerful and right on target. He says that video shrinks the distance between you and your customer like nothing else. Instead of taking a year to build a relationship through Twitter of LinkedIn you can now get to the same level in a month or less - all because your buyers are able to see you, hear you, and get to “know” you in a more personal way through video. THAT facilitates trust and leads to sales. Find out how you can get started with live video from the ideas Brian shares on this episode of #SellingWithSocial. Outline of This Episode [1:30] Introduction of my great guest, Brian Fanzo. [7:25] Something about Brian nobody would know from looking at his social profiles. [8:59] How has the sales climate changed over the last 5 to 10 years? [14:28] How entrepreneurs and sales professionals can tell a story and make a difference with their targeted buyers. [22:31] Why are people afraid to use their personal social accounts for business? [31:29] How sales leaders should be connecting social to old style sales. [42:50] Should brands or individuals use live video to track their audience? [52:20] Brian's upcoming book - a quick preview. Resources Mentioned Brian's website: https://www.isocialfanz.com Brian on: Periscope.TV: http://www.periscope.tv/iSocialFanz Facebook Live: http://www.Facebook.com/iSocialFanz Twitter: http://www.Twitter.com/isocialfanz Instagram: http://www.Instagram.com/isocialfanz Linkedin: http://www.Linkedin/in/brianfanzo SmacTalk Podcast FomoFanz Podcast Nimble SalesForce www.OneMob.com BOOK: Vlog Like A Boss MOVIE: Heat Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn

The New LinkedIn interface is daunting to many, but it doesn't have to be. On this episode I've invited Brynne Tillman, Chief Learning Officer at PeopleLinx to guide us through the changes on LinkedIn and to teach us how to use the platform to its full potential. Brynne and the team at PeopleLinx guide sales teams to leverage LinkedIn, social selling, and other digital tools to gain access to targeted buyers, shorten the sales cycle, and close more business. Brynne's background in sales and sales training translates into the social selling realm in a way that the teams she coaches don't just learn the tactics of social. They learn the high-level strategies that enable them to master listening, learning, attracting, teaching, and converting online activity into meaningful phone calls. You're going to love this conversation. Are you guilty of random acts of social selling? Most salespeople are guilty of random acts of social selling - but it's really not selling at all. Posting a few articles, sharing a few pieces of content, or liking somebody's post doesn't do anything to generate leads or sales. The point of social media is to BE SOCIAL, which means building real relationships with your target buyers. On this episode, Brynne shares intentional strategies for using the new LinkedIn UI to establish and build the relationships that lead to conversations, phone calls, and sales. She's an expert in regards to LinkedIn for social selling, so make sure you listen, learn, and apply what she's got to share. The new changes to LinkedIn. Should you be afraid? Anytime a familiar software platform changes its interface users are hesitant to embrace the changes. But Brynne says that the changes the LinkedIn team has made lately, especially as they relate to the functionality of Sales Navigator, make it easier for sales leaders to build the relationships that lead to sales. But you have to know what you're doing in order to experience good results. On this episode, Brynne shares what TO do on the new LinkedIn UI and what NOT to do - all with a view toward making you more effective at nurturing prospects and building your client base. You have GOT to hear her practical tips. How LinkedIn's Sales Navigator is like a gym membership. In this conversation with Brynne, I asked whether she believes that the cost of LinkedIn's Sales Navigator is a good ROI for sales leaders. Her response was that it's similar to a gym membership - if you buy it but don't use it, Sales Navigator won't do you a bit of good. If you buy it and use it wrongly, you could be worse off than when you started. But if you take the time to learn the platform and use it based on advice from the experts, you'll see a huge result in a short amount of time. Find out how Brynne suggests you go about learning the new LinkedIn Sales Navigator tools, on this episode of #SellingWithSocial. How do you measure the success of a social selling campaign? Most sales leaders don't know what they are shooting for when it comes to their use of social. They share things, like others' posts, and hope for good responses. But an effective social selling strategy has to have clear KPIs (key performance indicators) in view and tangible ways to measure them. When you approach social selling with that kind of intentionality, you're actually going to build relationships instead of wasting your time - and it's those relationships that lead to sales. On this episode, Brynne outlines the things that need to be a part of your social selling strategy, so make sure you listen. Outline of This Episode [1:22] My introduction of Brynne Tillman. [10:00] What are random acts of social selling? [13:27] Why many acts of social selling don't work. [17:35] The new changes happening at LinkedIn - how should you approach it? [23:33] How Sales Navigator is like a gym membership (is it worth the cost)? [27:23] Using sales navigator for inside and outside sales - the differences. [32:09] Using LinkedIn for account based marketing. [35:50] Advice to sales leaders who are looking to launch a new program. [41:18] How do you measure the success of a social selling campaign? [45:18] The best way for you to connect with Bryne. Resources Mentioned PeopleLinx Connect with Brynne on LinkedIn www.PeopleLinx.com/webinars - free webinar content BOOK: Beyond the Sales Process BOOK: Whale Hunting With Global Accounts MOVIE: Pursuit of Happyness Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn

My guest for this episode of #SellingWithSocial is Roderick Jefferson. He's the Vice President of Marketo's Sales & Partner Enablement organization and leads the planning, direction, and execution of sales enablement with a scope that spans sales business planning and strategy, training, events, communications, and sales productivity tools. Roderick is an acknowledged thought leader in the sales enablement space and with 20 years of leadership experience, he has built sales enablement organizations covering the Enterprise and SMB space. In this conversation, we talk about the vital role sales enablement plays in sales organizations, how today's businesses need to seriously consider what approaches to succession planning and team member placement work in the modern era, and how personal growth leads to career success. It's a great conversation with an amazing leader. Sales enablement is about fueling company and individual sales success. If you were to ask 100 different people in a sales organization, “What IS sales enablement?” you'd probably get 100 different answers, and that's just one of the reasons I wanted to have my friend, Roderick Jefferson on this episode of the podcast. Roderick is a sales enablement expert who knows how to equip sales leaders and teams for success. His forte is in empowering sales leaders and teams and removing obstacles out of their way so that they can focus on driving revenue making everyone more successful. Roderick and I had a fun time talking about why sales enablement is such a vital role for companies to understand and he shared many helpful tips that company execs, sales leaders, and individual salespeople can apply immediately, so you won't want to miss this conversation. Why the best asset a sales organization has is its people. It's always fun to have a new software package or CRM that enables you to do your job as a salesperson better or quicker. But as helpful as those things are they are not the most important resources a company has. Roderick says that the people are the greatest asset the company can ever have and that leaders need to learn how to position them for greater success. Sometimes that will mean shifting individuals to new or different positions that match their skills better. You'll hear his advice about how leaders can make simple adjustments that will increase the productivity of the entire company and improve the culture at the same time, on this episode of #SellingWithSocial. Sales leadership is an action, not a title. Over the course of his long and successful career, Roderick has learned that sales leadership is not a role, it's the actions a person takes. For him that means that he's not going to be seen as a leader just because he has a title, he has to demonstrate his leadership in a variety of ways that build trust, foster open communication, and create a culture that is both eager and empowered to work together to achieve common goals. If you want to hear how you can raise your sales leadership to higher levels Roderick is the guy to learn from, and on this episode, he shares a great deal of insight you can use. An example of why it's true that your net worth is determined by your network. In this conversation with Roderick, the two of us chat about why salespeople should actively pursue mentors and sponsors. One of the reasons we covered is that the relationships you build with seasoned sales leaders today are often a benefit to you years down the road. You'll enjoy hearing a story I shared with Roderick about how a previous mentor enabled me to close a deal for $45 million contract, 15 years after he had mentored me. If you've felt for a while that you need a mentor but have never taken action, this conversation will give you the tools you need to identify and connect with that person, so be sure you listen. Outline of This Episode [1:21] Mario's introduction of sales thought leader Roderick Jefferson. [7:09] What is sales enablement and why is it different than operations? [9:15] Why credibility is vital for sales enablement team members to have. [13:20] Roderick's thoughts about what's coming for sales in 2017. [15:31] How sales enablement professionals can make salespeople more productive faster. [20:00] Why companies have to build succession plans and career paths for their teams. [31:31] The approach Roderick has taken to his personal and career growth. [36:54] How to find mentors. [42:12] How Roderick is focusing on leadership growth this year. [45:36] One piece of advice for sales leaders and salespeople. Resources Mentioned ARTICLE: Sales Enablement: The Next Generation BOOK: The Challenger Sale BOOK: What Got You Here Won't Get You There Marketo Bugsy Malone Cool Hand Luke Oracle Marketing Cloud Hewlett Packard eBay Salesforce Netapp PayPal Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn  

My guest today is an expert at helping sales leaders achieve greater success in the social part of selling. Phil Gerbyshak is a speaker, author, social selling, social media trainer and coach who works with leaders and salespeople to increase their impact, influence, and income. He is also a master podcaster. You can listen to him on his podcast Conversations with Phil, which offers business insights you can use. In this conversation, Phil and I had a great time discussing what social selling really IS, how it can be used to understand your buyers, the ROI of social selling, and a whole lot more. You won't want to miss this fun conversation. Does the buyer really need more information, or help to decipher the info they already have? Too many salespeople flood their social media channels with information about their products or services.. There IS a place for information. But we're at the point where the information buyers need in order to make a buying decision is usually already out there. What they need is an experienced sales leader like you to help them understand the information they've collected. That is what will enable them to make a choice that solves the problem they are trying to solve. Phil Gerbyshak speaks to the issue masterfully on this episode, giving us a number of ways to approach social media that will position us to BE that voice of experience our buyers need. Does your social selling strategy build trust between you and your buyers? Because of the increasing amount of information available to buyers these days, Phil Gerbyshak says that the time is coming when the amount of trust buyers have in you as a sales professional will be the primary thing to influence their buying decision. And fewer people are going to have the ear of their buyers in that powerful way because building that kind of trust requires an approach that is foreign to most salespeople. Phil unpacks this idea and tells you how you can become one of those trusted advisors, on this episode of #SellingWithSocial. Social Selling is not a 1-shot, 1-kill deal. When you think of what it means to use social media to sell, do you think of it as a one-shot, one-transaction deal? It's not - and it never will be. Social selling is all about providing opportunities for your ideal buyer to know, like, and trust you as an individual and get to know you over time. You may never be able to directly trace the line from a buyer's first awareness of you to their purchasing decision. But you can be assured that the more people see you on social and learn to trust you because of the things you share - the ROI will be well worth it. Phil Gerbyshak is an expert at teaching salespeople how to leverage social media to increase ROI, and he's going to tell you how to get started on this episode. If you suck, social selling will help you suck faster. I was almost rolling on the floor when Phil Gerbyshak said that to me during this conversation. But it's true. He was referring to the stupid ways many salespeople engage in social media. The bragging, the focus on their own skills and accomplishments, the bravado - all of those are the things that turn people off. So if you're doing those things, Phil says you suck - and social will only help you suck faster. Find a much better alternative on this episode. Outline of This Episode [1:15] Who the heck IS Phil Gerbyshak? [5:56] Phil's definition of social selling. [7:20] Social selling as a way to understand your buyers. [10:00] How social channels can be used to drive discussions around your niche. [12:45] Social selling DOES WORK, but not by itself. [19;48] How buyer engagement with sales leaders has changed. [24:05] Why LIVE video is not the answer from 8AM to 6PM. [26:30] What is the ROI on leveraging social selling? [30:20] Why social selling is not a one shot, one kill deal. [32:02] Phil's top 3 things for getting started with social selling. [34:07] 3 things salespeople are doing WRONG in social selling. [39:25] The tools that can make a difference. [41:65] How can marketing help salespeople? [46:20] The best way to connect with Phil. Resources Mentioned Give Phil a call: 414-640-7445 Conversations With Phil podcast www.OneMob.com Mention Feedly Buffer Hootsuite Canva www.EveryoneSocial.com Influitive Connect with Mario! www.M3jr.com/podcast On Facebook On Twitter On YouTube On LinkedIn