For any B2B company embarking into the world of Social Selling, I have one word I need to whisper in your ear: “Content!” Content is the vital ingredient that determines whether your Social Selling program will either survive or die. Let me put it in perspective. Many companies roll out Read more…
Finding your next prospect using social media is one of the key reasons sales and marketing departments are drawn to using social media. Here’s how it works: 1. Identify your buyer’s persona (industry, job-title, etc) 2. Use social media organic search and other online tools to find your buyers on the web Read more…
You know your prospects and clients are on social media but how can you efficiently and effectively find them. Many big brands use powerful social listening tools to find leads. Even if these tools can be leveraged at the individual level, does it justify their cost? Social listening does not Read more…
Social Selling can only be effective at an Enterprise level if there is a critical mass of salespeople using it. Without scale, spend on content marketing, tools and continuous training cannot be justified. Social selling without scale is effectively the kiss of death. We often get asked, how do you Read more…
What makes one social selling and marketing program succeed while others fail? While many will say that it comes down to working with certain tools, trainers or consultants, I think the answer is much more concrete. Here’s how my business partner recently answered a client asking that question: “…On-boarding Read more…
Timing is everything, right? Regardless of how good you are at using social media to sell, there is a time to pick up the phone. At which points during a typical sale the salesperson should be contacting a prospect directly by phone or email? Prospecting Phase: Gaining awareness and interest Read more…
Back in March, I blogged about Social Selling being a tough sell for Marketing. After all, it is Marketing dollars that pay for training and social selling. Times change and new tools are forever coming on the market. I wanted to revisit this questions. How might the use of a Read more…
Tradeshows can often be a slog. The large expense of attending a show just doesn’t seem to create the desired number of leads. Using a social media tool at your next tradeshow can radically improve the number of leads you walk away with. Many shake it off the poor tradeshow Read more…
Taking time to post consistently on social media is the fastest way to build an audience. Using the latest social sharing tools makes this easy for busy sales and marketing professionals. However, this step is often overlooked by B2B brands. After the blogs are written, the website is updated and the Read more…
Sales and Marketing together at last. Perfect harmony. This is the lofty aim of social selling. While we may not be there yet, we are one step closer today. The ReadyForSocial content distribution tool was recently released by Thought Horizon. Big deal, another B2B social selling tool, right? No Read more…