Predicting What Sales Content to Use w/ Peter Mollins of KnowledgeTree – Ep. 078

Do you know what content to use throughout the sales funnel? It can be difficult to understand what’s effective and what’s not. Most times, Sales and Marketing disagree on what should be used. KnowledgeTree may be a solution to that problem.

Greg Hyer, Martin Brossman and Elyse Archer go onsite to speak with Peter Mollins, VP of Marketing at KnowledgeTree in Raleigh, NC. Peter shares a number of the pains that Sales has when it comes to using content.

One of the key points that KnowledgeTree addresses is predicting what content to use at each stage of the buying process. Peter points out that most of the content curation and management tools on the market are great for prospecting, but that’s about it. KnowledgeTree makes using content effective throughout the sales process at every stage of the funnel.

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://www.linkingintosales.com.com/ncsutts.

Audio Run-time: 46:28

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 Jeff Zelaya Interview – Ep. 045

Greg Hyer and Martin Brossman talk with Jeff Zelaya of Triblio, a content platform startup located in Reston, VA. Jeff comes on the show and shares his insights on social selling. Triblio is a solution to help Sales and Marketing understand the ROI of the content, curated and created, that is shared with prospects. One insight Jeff shares is that prospects read at least 5 pieces of content before contacting a sales person.

Greg, Martin and Jeff discuss the barriers that have been placed between Sales and Marketing and how it’s been a productivity drain for companies for a number of years. Jeff shares his recent blog post that includes a look at 60 sales and marketing solutions that have emerged to help bridge the gap between Sales and Marketing. To read his post please visit “Social Selling Software for the Sales 2.0 Salesperson.”

Jeff surprises Greg and Martin with a sneak-peak at a test Triblio is running with their sales team. Half their sales team is using the traditional cold calling approach to sales and the other is using a social selling approach. We promise that we will have Jeff back again to share the results of their test and what they learned from the two approaches.

Run time: 37:45

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 Kevin Thomas Tully Interview – Ep. 044

Greg Hyer talks with Kevin Thomas Tully of Sales for Life about why content is so important for salespeople. Kevin discusses the difference between creating content and curating content. He also explains why Twitter is so critical finding curated content to share and engage with prospects. You also get an understanding of how to use Twitter Lists, both public and private lists, to track existing clients and prospects.

Kevin Thomas discusses the first two steps the 12 Step Social Selling Routine Infographic. The first step is “Find Content to Share.” The second step is “Share Content with your Social Network.” Kevin Thomas recommends using Twitter lists, Klout and Feedly to find content that can be shared with your prospects. He explains that finding content and sharing can be done before you get out of bed in the morning to brush your teeth.

Following a Groucho Marx reference, Kevin Thomas stresses the importance of building relationships and reinforces Greg’s point about professional networking skills.

Sales for Life, founded in 2004 by Jamie Shanks, is a social selling and sales training organization. They are a top resource for sales professionals across the globe. They help clients use data to define their specific client and help them predict the new business.

To join in a couple great social selling Twitter Chats consider these two to start:

#SSHour – Monday’s at 1pm PT / 4pm ET
#S4LSocial – Wednesdays at 9am PT / 12pm ET

Run time: 39:57

We apologize in advance for the pauses and breaks in the audio. We were experiencing bandwidth issues with the Google Hangout On Air.

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.

How to Publish Long Form Posts on LinkedIn – Ep 038

Understanding How to Publish a Long-Form Post

Martin Brossman and Greg Hyer bring you the latest installment of Linking into Sales – The Social Selling Podcast. Martin and Greg show you how LinkedIn’s long form content posting works and what to expect. LinkedIn is trying to position itself as a content publisher and open up its platform for professionals to share their experience. This is designed to what Jeff Weiner of LinkedIn is calling, the Economic Graphic. Martin and Greg use Google Hangouts to walk through how to publish a long form post. So watch the video to see what they are talking about.

A couple things to keep in mind:

  • Click on the Pencil in the Status Update box to write your long form post.
  • Keep in mind that LinkedIn does enforce <rel=NOFOLLOW> on links you include in your posts. No Google Juice for you!
  • Use the preview button before you publish. Formatting can look a little weird. We recommend using pasting from plain text editors.
  • No, Greg’s face didn’t evaporate on the show.

Share your long-form posts with us on Twitter and LinkedIn. Be sure to share them with the Linking into Sales Group too. See the links below.

Run time: 10:25

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.