Blog: The Social Selling Podcast

February 2By Social Selling, The Social Selling Podcast, Video Leave a comment

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.

Podcast: Play in new window | Download (Duration: 1:02:11 — 56.9MB)

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January 25By Social Selling, The Social Selling Podcast, Video Leave a comment

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.

Podcast: Play in new window | Download (Duration: 54:53 — 50.2MB)

Subscribe: iTunes | Android | RSS

January 19By Social Selling, The Social Selling Podcast, Video Leave a comment

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.

 

Podcast: Play in new window | Download (Duration: 57:00 — 52.2MB)

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January 13By Social Selling, The Social Selling Podcast Leave a comment

Social Selling in Industries that aren’t Social - Ep. 057

Greg Hyer and Martin Brossman kick off 2015 with a question from one of our listeners. Kent asks, “How do you use social selling to sell in industries that are not social?”

Greg and Martin dispel the myth that the people you need to reach are not social. They discuss how most that work in traditional industries are likely using Facebook to keep up with family and friends. And when it comes to friends there’s a great chance that they have developed a trusted circle that a salesperson could identify and become a part of.

Keep in mind while you are listening that social selling is about opening, not closing new business. It’s about building relationships using techniques that establish trust and lead to business.

Some of the techniques discussed include:

1. Follow the digital footprint
a. Learn as much as we can from the information they share.
b. Determine the best way to engage by discovering their interests.
c. Lay the groundwork for the buyer’s journey

2. Welcome them to the buyer’s journey
a. Tell the story that leads them to their happy ending
b. Requires storyboarding of content that you will share
c. Requires good listening to identify key concerns

Run-time: 20:34

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.

Podcast: Play in new window | Download (Duration: 20:34 — 18.8MB)

Subscribe: iTunes | Android | RSS

November 11By The Social Selling Podcast Leave a comment

Building a Professional Network - Ep. 053

Greg Hyer and Martin Brossman discuss an email Greg received about building a professional network. Greg had referred someone for a job but was not selected for the position. Greg recommended that this person continue to work to develop their professional network but he did not understand this because he has not had a job yet and did not think he knew any professionals. So he asked how he could start building a network even though he doesn’t have a job.

Greg and Martin take this question and discuss their past before they established their professional networks. Tips include having courage to attend events, finding the right events, taking the opportunity to talk to people and having the confidence to do so. It’s important to remember that just because you’re out of work or have not got a job and have limited resources does not mean that you don’t have something to offer.

Run-time: 22:46

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.

Podcast: Play in new window | Download (Duration: 22:46 — 20.8MB)

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October 27By Social Selling, The Social Selling Podcast, Video Leave a comment

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.

Podcast: Play in new window | Download (Duration: 16:08 — 14.8MB)

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October 14By Social Selling, The Social Selling Podcast, Video Leave a comment

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.

Podcast: Play in new window | Download (Duration: 33:51 — 31.0MB)

Subscribe: iTunes | Android | RSS