Social Selling with Gabe Larsen and Steve Eror of InsideSales.com – Ep. 107

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Social Selling shouldn’t be done alone. Gabe Larsen and Steve Eror of the Sales Acceleration Podcast talk with Martin Brossman, Greg Hyer and Elyse Archer about social selling, traditional sales and more.

While we did discuss a number of different aspects of Social Selling, the main takeaway from this episode is that you cannot just use social in sales. You have to use all of the tools you have available to connect with prospects and help them through the buying process.

One of the questions Elyse asked included

Q: Gabe, you wrote an article in August of 2016 called “3 Steps to Building Social Selling into your Cadence Strategy”, and in the intro you mention a conversation you had with a sales leader who said her sales team was turning into marketers.  There seems to be a thin line between effectively doing social selling and just turning into a one man marketing department.  How do you know when you’ve crossed that line?

Q:  So, we can’t tease an article about the 3 steps to building social selling into your cadence strategy without finding out what those 3 steps are.  Enlighten us.

  1. Comment
    1. LUV – leaving unsolicited validation
  2. Connect – have a strategy in connection
  3. Call to Action – Ask them to take action

Social Selling News

10 Most Overused Words to Avoid in 2017:
https://blog.linkedin.com/2017/january/25/better-than-buzzwords-2017-is-the-year-to-start-showing-it-linkedin
Specialized, Leadership, Passionate, Strategic, Experienced, Focused, Expert, Certified, Creative, Excellent

Google Buys Twitter Assets
http://www.adweek.com/digital/google-acquires-twitter-assets-fabric-crashlytics-answers-digits-fastlane/
Google Acquires Twitter Assets Fabric, Crashlytics, Answers, Digits, Fastlane. Google announced 1/18/2017 that it acquired several technology assets from Twitter, most notably its Fabric mobile application development platform.

Social Selling Tips

Question from listener: Christopher Morrissette

“LinkedIn User Interface will change for most people, if it has not already done so!! Do you have a PDF that walks me through how to do these:

  1. Export out your LinkedIn Connections
  2. Save your Full LinkedIn Profile as a PDF and pay attention.”

To export your LinkedIn connections, check out this How To video: https://youtu.be/Ihl9EVYGeFo

To save your profile as a PDF, view your LinkedIn Profile page and next to the “View Profile As” button and click the down arrow and choose “Save to PDF.” Watch the How to video: https://youtu.be/xZ9cWhKNDg4

Question from Alex in Nebraska
“You had a great blog post on removing LinkedIn connections. My question for you is something you didn’t mention. Do you think it would be viewed as petty or could cause future harm to remove a connection? I have a connection that over promises and under delivers again and again and clearly is not relevant to the type of person I am now looking to engage professionally. Would my removing them cause any negative feelings obviously you are not them, but if a connection removed you, would you take it personally? I know that I can remove a connection but I am trying to see how that would be perceived. Thanks in advance for your brief reply.”

Check the podcast for our answer to this question.

Endorsement by Dalibor Sablici of Toronto, Canada.

“I wanted to reach out and let you know I received massive value from your insights on the Social Selling podcast. Wishing you continued success!”

B2B Social Selling Training Online

Check out our new course: Establishing a Social Selling Routine.

Visit SocialSelling.Training to access the most comprehensive online social selling training available. 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.

Audio Run-time: 57:22

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

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