Google Plus and LinkedIn Product Updates – Ep. 062

Greg Hyer and Martin Brossman sit down to discuss the recent announcement from Google about the changes happening to Google+ and how it’s being broken up in to three apps, Photos, Streams and Hangouts.

Next they discuss some recent changes to LinkedIn and how they will affect your social selling routine. The changes discussed include

1. Changes to your activity feed to help you find more engagement opportunities

2. Changes to search including the commercial search limit for non premium accounts.

3. Changes to Groups including the removal of the hero image, top contributors and the removal of multiple featured posts.

4. LinkedIn releases the Connected app for Android to help users find more engagement opportunities. LinkedIn has discontinued the Connected mobile app.

5. LinkedIn announces the new Lead Accelerator advertising platform for B2B businesses with more than 20,000 visitors.

Run-time: 16:36

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 with Twitter – Ep. 061

Greg Hyer and Martin Brossman discuss how a salesperson can use Twitter for social selling.  Twitter is a social network where members share short messages, called tweets, about whatever they want. Greg and Martin share several techniques that a salesperson can use to while social selling with Twitter.

Greg and Martin discuss the recent improvements that Twitter has made to their product. These include group direct messages and 30-second video tweets. Group direct messages allow you to include up to 10 people in a private direct message exchange. The video tweets allow you to tweet and reply to other members with up to 30 seconds of video.

Greg and Martin discuss why the re-established relationship between Google and Twitter is important for SEO and brand credibility.

Listen to discover how salespeople can build their professional brand, align with the company brand and establish themselves as an expert. Learn how to use Twitter lists to build lead engagement lists and develop relationships with potential customers.

Run-time: 21:01

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.

Greg Hyer Social Selling Interview with PipelinerCRM – Ep. 060

This is a special edition of the Linking into Sales Social Selling Podcast. Pipeliner CRM’s Richard Young and Martha Neumeister talk with Greg Hyer on their #SalesEU Twitter Chat and Google Hangout on Air about why Social Selling is about opening, not closing.

Here are the questions that Richard and Martha ask Greg.

Q1: Why is sales always focused on closing?

Q2: Why is the mindset “always be closing” not working for social selling?

Q3: What are the advantages of social compared to the traditional way of identifying which solutions are best for prospects?

Q4: How you can identify prospects who have the same problem, if you have a very large community in Linkedin

Q5: How can social sellers use social networks to listen for buying signals?

Q6: What´s the best process a social seller can use to bring value to their customers?

Q7: Retention vs Prospecting. Which one is more effective for #salespeople when it comes to social selling?

Q8: What´s the best way to satisfy old-fashioned salespeople that #socialselling works?

Additional questions:

Q9: What are your future predictions for #socialselling and #socialbusiness?

Q10: Why do people constantly say they do not have enough time for #socialselling?

Run-time: 01:02:11

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.

Creating a Social Selling Routine Part 3 – Ep. 059

Greg Hyer and Martin Brossman welcome back Kevin Thomas Tully to discuss steps 6 through 12 of creating a social selling routine based on the popular infographic created by Sales for Life.

Here are the previous episodes you should check out:

Episode 44 – Creating a Social Selling Routine Part 1

Episode 51 – Creating a Social Selling Routine Part 2

Here are the steps we cover:

Step 6: Connect with your LinkedIn content readers that are outside of your first degree network.

Step 7: Review all LinkedIn email reminders and job alert changes

Step 8: Save all hot buyers into LinkedIn tag folders

Step 9: Overcome the deadzone by sharing weekly content with your hot buyers

Step 10: Review other trigger event alerts on Google+, LinkedIn, Hootsuite and Insideview.

Step 11: Follow-up on outstanding LinkedIn messages.

Step 12: Kick-start 5+ new conversations.

Here are a few of the tools we mentioned on the show:

Nuzzel – An easy way to see top news from your friends on Twitter

Conspire – Discover the best path to a new connection with your inbox.

HootSuite – Social media account management solution

Nimble – Your social relationship management tool.

Run-time: 54:53

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 Jon Ferrara of Nimble Interview – Ep. 058

Greg Hyer and Martin Brossman welcome Jon Ferrara, the founder and CEO of Nimble.com and the pioneer of CRM. Seasoned sales professionals may recognized him as the creator of GoldMine, the contact manager from the 1990’s.

Greg and Martin talk with Jon about how creating relationships in sales had changed and how his web-based CRM helps sales professionals better engage and grow those relationships.

When listening to this episode Jon stresses that relationships must end in a result. In business, this is very important. Social networks and social media can get you off track and send you down the wrong path.

Jon mentions that you need passion, purpose and a plan when it comes to selling. You must have a passion for what you’re selling. Your purpose is to find people that that can share your passion. You must have a plan to help you execute your passion and purpose.

This episode is a bit longer than usual, but it’s so good and you’re going to want to listen all the way through.

Run-time: 57:00

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 a Google City Expert Does Social Selling – Ep. 052

Greg Hyer discusses with Martin Brossman how he uses his Google City Expert status for social selling. Martin explains how leaving reviews using Google Maps can not only generate Google+ profile views but get the owner of the business talking to you. Leaving a review on Maps is very simple and can be done from your computer or mobile device. Sales people having lunch at a local establishment should take a picture of the location or the prepared food and share it with the review. This alone will build your visibility on Google+ and in Maps as people read the review there.

Make sure your Google+ profile is complete and the appropriate sections are available for public viewing. Include links to your other social profiles like LinkedIn, Twitter and Facebook. Also, include links to your blog or company website.

Greg and Martin suggest that retail business owners leave authentic reviews for businesses that are in close proximity to other retail and restaurant businesses. If the reviews are authentic and show a positive experience, this could not only generate traffic for them, but it could generate foot traffic for you too.

Run-time: 16:08

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.

Creating a Social Selling Routine: Part 2 – Ep. 051

Discover Steps 3-5 of Sales for Life’s 12-Steps to Creating a Social Selling Routine

Greg Hyer brings back Kevin Thomas Tully of Sales for Life to continue their discussion about creating a social selling routine. Kevin stresses that the Social Selling Routine should take a sales person no longer to complete more than 30 to 60 minutes a day. In steps 3 – 5 we look at engagement with your LinkedIn profile.

Step 3 is review who has looked at your LinkedIn profile
Step 4 is convert hot buyers that have reviewed your LinkedIn profile to first degree connections
step 5 is check your content engagement on LinkedIn. In the video of this podcast, Greg demonstrates how to review the engagement with your content, determine its reach and identify those that have “Liked” your content.

To review all 12 steps visit the 12 Step Social Selling Routine Infographic.

Kevin also mentions the three C’s: Content; Connection and Conversion. Content refers to what you share on social media that engages your network. Connection refers to bringing your prospects and clients into your first degree network. Conversion refers to generating a sale.

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.

Run-time: 33:15

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.

Three Steps to Get the Sale – Ep. 050

Part 2 of the Lease a Sales Rep Interview with Gil Pagan

Greg Hyer brings back Gil Pagan of Lease a Sales Rep to discuss the three steps you need to take to get the sale.

Step 1 The exploratory call/meeting find out their needs

  • Go over their pain (tell me what’s going on – open ended questions)
  • Say that there may not be a fit here, but we will determine that together
  • Discuss your solutions/service offering
  • Discuss you pricing, if applicable (don’t negotiate on price)
  • Discuss your contract terms if applicable
  • Help me to understand the decision making process internally
  • Your timeline after I send you a quote what happens next? get a date for follow-up after quote is done. hound them approval

Step 2 Send quote

  • Send them a quote follow-up.
  • Follow-up, get commitment on the quote when connected get decision, or next steps if they want a contract to review or references-get commitment 1st. usually a blow-off.

Step 3 Follow-through and P.U.S.H. (Persist Until Something Happens)

  • Follow-up, with email. We agreed to re-connect after x date?
  • Follow steps again
  • If they delay, analyze  ( $$$, other vendors, unsure) then decide to kick them out of your funnel for now drip em.

Bonus: Send the “Did you fall of the face of the earth” email.

Include the following questions:

  1. Have your priorities have changed?
  2. Is money is the issue?
  3. Did I do something wrong?
  4. Is it something else?

Run-time: 27:12

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 Lease a Sales Rep with Gil Pagan Interview – Ep. 049

3 Proven Strategies to Get More Appointments with Prospects.

Greg Hyer talks with Gil Pagan of Lease a Sales Rep. Listen and understand what it is like to work with an end-to-end sales outsourcing and telemarketing firm. Hear how Lease a Sales Rep was started and how they addressed the challenges that business face with sales such as lead generation and appointment setting.

Gil explains how most companies are getting lazy with their prospecting and relying solely on “non human touch” approaches such as using marketing automation, digital marketing and social media marketing. He stresses that inbound marketing is not always the best approach is most cases.

Gil then shares his first strategy for getting appointments by sharing how his teams use LinkedIn to prospect along with the prospecting power tools, Salesloft and Google Chrome Browser. He explains how to be straightforward with your InMail message to prospects and stresses the importance of following through with multiple touches by using calls, emails and direct mail.

Gil offers a second strategy of leaving valuable voice mail messages and continue to reach out until they respond. Being very direct is key. Gil offers a very interesting approach to how you can get a call back with an apology.

Gil’s third strategy is to send an email following every voicemail you leave. Leave your phone number in the subject line too. He says that this approach is a psychological progression that doesn’t let the prospect forget about you and leads them to take action and engage with you.

Run-time: 31:38

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 Pipeliner CRM Interview – Ep. 047

Greg Hyer and Martin Brossman invite Eric Quanstrom and Rachel Miller of Pipeliner CRM to discuss 10 things that have contributed to the new buyer’s journey. In addition, we discuss how the role of the salesperson has changed from seller to consultant to salespreneur.

Ten things that have contributed to the new buyer’s journey include the following:

  • The rise of the cloud
  • The rise of mobile
  • The rise of social
  • The rise of purchase terms
  • The rise of support
  • The rise of BYOD
  • The decline of IT
  • The rise of personalization
  • The rise of inbound marketing
  • The rise of content

 

The role of a salesperson has evolved into what Eric refers to as a “Salespreneur.” This is a sales person that has a number of skills including, but not limited to, psychology, research, marketing, support and become subject matter experts. The salesperson must be stilled is helping the buyer feel good about making the purchase. Which is why sales must enter into the buyer’s journey at an earlier stage.

Training is a critical part of helping salespeople improve their skills and shift their approach. Training goes beyond product training. Specifically, a deeper understanding of what tools to use to use at each stage of the buyer’s journey. And if the company isn’t willing to provide that training, the salesperson must acquire that education on their own. Hence the evolution into a salespreneur.

Run-time: 49:08

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.

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