Your Golden Rolodex with Jon Ferrara – Ep. 090

The Golden Rolodex Has Evolved.

Your Golden Rolodex contains important information about your contacts. Back in the day, we use to keep this tool at our desks that contained cards with contact information on it. There were a number of ways to organize it. Most sales people would cycle through their rolodex by putting their most recent contacts up front and the ones they needed to call just after that. If the sales person ever left their job, the rolodex went with them. It was their only tool before CRMs and Smartphones began replacing such a valuable tool.

Martin Brossman and Elyse Archer bring back Jon Ferrara of Nimble.com, the social relationship management platform, to discuss the importance of your Golden Rolodex. Managing your contacts can be a pain with today’s tools because what appears to be connected is not as connected as we would like.

Jon stresses that your should embrace your competition. Your competition makes you better at what you do. They education and inspire those to learn more about the industry. He also mentions that the best sales people recommend the best fit for their customers, even if it’s not their solution. Keep this in mind as you are developing your social selling skills and strengthening your golden rolodex.

The bonus recipe Jon mentioned is below:

Jon’s Chicken in a Crockpot

  • Flour the chicken and fry up in a skillet with a bit of wine. Don’t drown the chicken!
  • Saute 2 Carrots, 2 celery and onion
  • Place in a crockpot for about 10 hours
  • Serve over egg noodles
  • Sure with wine and a little more wine.

Jon also mentioned “The Sliver Palate Cookbook.” You can find it on Amazon.

To learn more about Jon Ferrara, visit Nimble.com. You can also connect with Jon on LinkedIn, Facebook, Twitter, Instagram, and Snapchat.

Visit SocialSelling.Training to start your online training. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today.

The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry.

Audio Run-time: 51:07

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

The Jill Rowley Interview on Social Selling – Ep. 089

Jill Rowley, a speaker and social selling evangelist, joins Martin Brossman, Greg Hyer and Elyse Archer to discuss her experience in social selling. In this interview we will uncover her social selling experience, what she sees for the future in social selling and discusses where social selling makes the most impact in the organization.

Jill Rowley defines social selling as using social networks to do research on the buyer, the buying committee and the sphere of influence, so you can be relevant, build relationships that ultimately drive revenue. Done well over time, social selling is about being found by your buyers. You have to become a resource for your buyers.

She points people to where sales people need to take their first steps in social selling. She points out that sales leadership must get on board with social selling before they roll it out to the entire sales team.

Jill get’s deep on her perspective on LinkedIn. Her what she has to say about LinkedIn’s closed ecosystem and how they treat third party vendors.

Visit SocialSelling.Training to start your online training. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today.

The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry.

Audio Run-time: 1:01:22

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

Why Social Selling is about Opening, Not Closing – Ep. 088

Social Selling is about opening, not closing. You’ve heard this time and time again from us. Well, it’s time we revisit this philosophy. Greg Hyer, Martin Brossman and Elyse Archer discuss why this mindset is critical for success in social selling.

The traditional approach to sales where the sales person is at the center of the sale is wrong. Sales management has been teaching sales reps to close everything while the rest of the organization is tasked with keeping accounts open. Sales has it backwards. It’s time for a change.

Listen to this episode to understand the foundation for this new sales philosophy and start to take your social selling efforts to the next level.

The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry.

Audio Run-time: 32:54

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

Introducing SocialSelling.Training – Ep. 087

SocialSelling.Training is now live! Greg Hyer and Martin Brossman introduce their new sales training platform for those looking to improve their social selling skills.

SocialSelling.Training launches with two free courses, “LinkedIn Profile Fundamentals for Social Selling” and “Twitter Profile Fundamentals for Social Selling.”

Greg and Martin start the show talking about the recent events at Twitter including the leadership changes and financial performance. Please keep in mind that Twitter is a financially viable company. Wall Street simply doesn’t understand social media networks like Twitter, LinkedIn and Facebook.

Greg shares the plans for SocialSelling.Training and how they will be rolling out a new course every month of 2016. By the end of the year there could be as many as 14 courses. Students who complete all 14 courses will earn their Social Selling Certification from Linking into Sales. The next course to be released in February 2016 is “Establishing a Social Selling Routine.”

The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry.

Audio Run-time: 28:25

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

Sales and Selling in 2016 with Rory Vaden – Ep. 086

Greg Hyer, Martin Brossman and Elyse Archer welcome Rory Vaden of Southwestern Consulting to the show to share his predictions for the future of selling in 2016.

Rory Vaden, MBA CSP is Cofounder of Southwestern Consulting, a Self-Discipline Strategist and an Internationally Renowned Speaker. His first book Take the Stairs was a #1 Wall St Journal and #2 New York Times bestseller. His new book Procrastinate on Purpose is the first book ever to focus on the emotional side of productivity and it presents 5 methods to literally multiply your time. Listen to his weekly podcast and get free daily insights at Rory Vaden’s Blog.

Here are three of the predictions that Greg, Martin and Elyse discuss with Rory. The rest can be found in this blog post titled “10 Predictions About the Future of Selling in 2016 and Beyond“.

  1. Trust has to be built before the sales conversation ever begins.
  2. The emergence of the personal brand.
  3. There will be a coalescence of sales and marketing.

Rory explains what he means my servant selling and how sales must transform to help their clients even if it means you won’t make the sale.

You can watch Rory’s TEDTalk at TEDxDouglasville here: “How To Multiply Your Time.”

Audio Run-time: 31:10

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

Using Video in B2B Sales and Social Selling – Ep. 085

Using video in B2B Sales and Social Selling can be very effective for driving engagement and getting the message across. But it can also be intimidating for sales professionals. As more and more content is being created by Sales in an effort to engage prospects and move deals forward, we must expand our skill set to include video and being effective on camera.

In this episode, we talk with Grant Crowell, Director of Marketing at 919 Marketing. He’s a YouTube Certified Audience Growth professional and creator of a number of videos that help people understand digital etiquette. Grant shares with Martin, Greg and Elyse his insights on digital marketing with video as well as how sales can use video to drive conversation.

Greg opens the show by sharing some news that LinkedIn may be testing auto-playing of YouTube videos in the activity stream. Give the topic of discussion with Grant, this may be a timely update for you to consider with using video.

Audio Run-time: 50:06

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

Social Selling Routine Components – Ep. 084

What goes into a Social Selling Routine? Greg Hyer, Martin Brossman and Elyse Archer share each of their perspectives on what goes into a sales routine. Each stress how important a routine is critical for any sales professional.

Martin:

For most of us, routines need support to stay in existence. Here are a few questions to consider asking yourself:

  • How are  you going to set yourself up for success? 
  • What context or environment do you need to keep a routine alive? 
  • What are the emotional drivers that will inspire you to consistent action on your social selling routine for 2016? 
  • What has worked the best in the past where you stuck with a routine the longest? 
  • Is your motivation strategy a moving away from or toward strategy? Are you more motivated by Goals or Challenges to solve?

Elyse:

Prior to outsourcing some of what I do:

Daily (start of day)
– put up one post on FB, Twitter, Google+, LinkedIn

End of day:
1. Check to see if I have outstanding messages or comments to reply to on any of my social platforms
2. Send connection request with custom message to people who looked at my LinkedIn profile that day…

Example:

Mark,
I noticed you visited my profile – I’m curious as to what brought you by? If there’s anything I can do to help you in your business please don’t hesitate to reach out!
Best,
Elyse

3. Check to see if there’s anyone I spoke to or worked with that day for whom I should write a LinkedIn recommendation
4. Prep for meetings the next day: look through the LinkedIn connections of people I’m meeting with the next day to see who I might ask for an introduction to
5. Send LinkedIn messages to everyone who sent me a connection request without context

Thanks for the connection request. I’m happy to connect here and help you in your business in any way that I can.

If you have a chance to answer three quick questions, that would help me to help you:

1. What prompted your connection request?
2. What type of people are you looking to meet?
3. Who out of my connections would be a good introduction for you today?

To Your Success,
Elyse

Weekly – New to my routine – pull 10 people from my VP of sales target list on LinkedIn who I want to connect with. Send connection requests along with a request for a call.

Post-Outsourcing:

  • Have VA put up a daily post, either a blog I’ve written or a blog one of the people I follow and whose philosophy I agree with has written
  • She alerts me when I have new messages in

Seeking more discipline is not an efficient way to go. For example, if you are on a diet removing cookies for the house is more efficient than trying to stop yourself with more discipline from eating them.  

Greg

Questions and thoughts to consider:
What’s the difference between quota and goal? – Individual quotas lead to business goals
Remember to ask yourself “Do your quotas lead to goals?”
Why is routine so important when it comes to quotas and goals?
Can behavior chains help drive quota and goal attainment?
“If this, then that” approach to routine
Does reducing options help achieve quota and goals?
Answer why you want this to occur

Audio Run-time: 46:37

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

Post-Click Marketing with Jonathan Lacoste of Jebbit – Ep. 083

Post-Click Marketing Data Provides Better Context for Social Selling

Jonathan Lacoste of Jebbit talks with Martin, Greg and Elyse about how his post-click marketing solution is used to support the buyer’s journey and gathers important data to be used in social selling. The data collected by Jebbit can be helpful with shaping the context of the conversation social sellers will have with prospects.

Jonathon also lets us in one how his sales team uses social selling. He recommends that his sales team finds the social network they are most comfortable with and run with it. He doesn’t force them into a social network. But they will use the post-click marketing data from their own application to improve sales engagements.

While at Boston College, Jonathan Lacoste launched Jebbit with classmates Tom Coburn and Chase McAleese. When Lacoste and Coburn raised venture capital in the summer of 2013 for Jebbit, it made him one of the youngest internet entrepreneurs to raise venture capital at the age of 19.

Jebbit is a venture-backed marketing technology company that has created the #1 Post-Click Marketing platform used by brands such as Volkswagen, Reebok, and Dell. Without a single line of code, the Jebbit technology transforms webpages and content into interactive experiences that drive deeper education, engagement, and conversions. Marketers utilize Jebbit to amplify the short and long-term results of digital campaigns and to create a better customer decision journey.

Links Greg mentioned:

Jonathan Lacoste’s interview with CNBC
Jebbit – The Post-Click Marketing Platform
Jebbit’s Marketing Personality Quiz

Visit SocialSelling.Training to start your online training. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today.

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Thank you to our sponsor: NCSU-TTS is an in-kind sponsor of the Linking into Sales Social Selling Podcast. To discover the adult learning and professional education opportunities available please visit http://linkingsales.wpengine.com/ncsutts.

Audio Run-time: 32:18

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.