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.
Podcast: Play in new window | Download (Duration: 39:57 — 36.6MB)
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Martin Brossman and Greg Hyer discuss why you should update your LinkedIn profile from an employer-facing profile to a customer-facing profile if you are not currently looking for work. Greg explains how you should update your Headline, Summary and Experience sections by showing how you bring value to your clients and showing your commitment to the industry you are selling into.
Greg also shares a new status update LinkedIn has rolled out for those that are flagged when they share content into LinkedIn Groups that are flagged as spam by group members. This status update lets you know that your submissions to groups will be moderated. This is also known as SWAM, sight-wide administrative moderation.
It is recommended that listeners of this podcast should also view the video of this podcast found in this post. Some of the examples we reference in this episode would be easier to understand if you viewed the video podcast too.
Run time: 24:13
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: 24:13 — 22.2MB)
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Martin Brossman and Greg Hyer get together again for the Special Edition of the Linking into Sales Social Selling Podcast. Greg’s article on LinkedIn, “Social Selling is about Opening, not Closing,” received an incredible response. It quickly became the top post about Social Selling on LinkedIn in the past six months (according to BuzzSumo.com). So Martin and Greg take this post a set further in this extended episode.
Sponsor Info: The NC State Technology Training Solutions Center is holding the “Social Selling with LinkedIn to Drive Sales” class on August 26 and 27 from 6pm to 9pm. To learn more please visit “Classroom Training.”
Martin asks Greg the following questions:
Profile Development
- What should a Salesperson’s LinkedIn profile look like?
- What shouldn’t be in a Salesperson’s LinkedIn profile?
Listening for Buying Signals
- How can Social Sellers use social networks to listen for buying signals?
- What are some examples of social buying signals?
Using Content
- Where can I find content to share with buyers?
- What is an effective approach to sharing content?
Professional Brand
- How should I use social networks to build my professional brand?
Social Selling and Customer Success
- Does Social Selling stop after you open a new account?
Listen for a special offer made by Greg with regards to his upcoming Social Selling ebook. Be sure to act on it!!
Run time: 33:20
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: 33:20 — 30.5MB)
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Social Selling can be used to approach your kid’s job search
Martin Brossman and Greg Hyer discuss how parents should get involved with jump starting their kid’s career and teach them about Social Selling. While there’s perspective will be different, it’s important to understand how they see the world. Here are a few items they discuss and you should ask as you help your kids.
- Are they are getting real world experience?
- Are they are building their LinkedIn profile?
- Is the school the best for applying real world learning?
- Are you creating content that attracts potential employers?
- Have you prepared your kids for entering the job market?
- Have you advised them on their path choices?
You know the job market is different. You’ve got to prepare them for the unexpected. Now is the time for them to take risks and develop their knowledge through experiences.
Run time: 14:48
The Linking into Sales 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: 14:48 — 13.5MB)
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It’s So Easy to Fall in Love With
Martin Brossman and Greg Hyer get together on a Google Hangout to share why they love social selling and why you should too! Here are a few of the reasons why they like it.
- It helps the customer become more informed about you and the company you represent.
- It helps you correctly identifying the right prospects.
- It’s not a passive activity. The best use tools like Social CRM and other social media management platforms to manage their routines.
- Social Selling professionals use content to help the buyer navigate the buyer’s journey.
- It’s about quickly establishing a trusting relationship between the sales person and the buyer.
- It requires sales people to be authentic and transparent.
Do you love social selling? Share your opinion with us on Twitter and LinkedIn. Be sure to share them with the LinkedIn Group too. See the links below.
Run time: 16:21
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: 16:21 — 15.0MB)
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Don’t Let Your LinkedIn Endorsements Manage You
Martin Brossman and Greg Hyer are back with the latest installment of Linking into Sales - The Social Selling Podcast. Martin and Greg show you the newest features with LinkedIn endorsements. Many people are seeking a better understanding of how to use LinkedIn Endorsements or to even use them at all. So, Greg and Martin give you a How-To overview.
Here’s a what we will cover:
- How to shut off LinkedIn Endorsements
- How to rearrange LinkedIn Endorsements
- How to turn off endorsements you have received from specific first degree connections
- How to delete certain endorsements
LinkedIn endorsements are helpful with giving you insight into how your network sees you. And on the flip side, LinkedIn Endorsements are the best way to target specific members using LinkedIn’s advertising platform. For more details watch or listen to this episode!
If you have a question reach out to us on any of the social networks you see below. Your question may inspire a show!
Run Time: 14:42
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: 14:42 — 13.5MB)
Subscribe: iTunes | Android |
Join us, Martin Brossman and Greg Hyer, as we discuss a number of the features of Google Plus in this new format. We also try to explain why Google Plus is important now and is a platform you should be spending time on. We help make the case for why Google may have done the greatest thing they could for businesses influence search results.
This episode is available on YouTube in video and on iTunes in audio.
Run Time: 26:53
Consider joining us for a Hangout on Air. Visit our Google+ page and learn when our next hangout will occur.
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: 24:11 — 27.7MB)
Subscribe: iTunes | Android |
Often, once sales professionals see the true value of LinkedIn one of the questions they ask is: “How do I remove a connection from my network on LinkedIn?” They may have connected with someone they should not have or someone that they no longer have a professional relationship with. There are also those out there that connect to anyone and fail to really paying attention to LinkedIn’s true value, solving professional task. Now that the professional realizes this is as important as the quality of their personal appearance for making a great first impression. Professionals realize they have let people into their inner circle as first level connections that they should not have let in. For example, aggressive competitors, past customers, terminated employees, media, etc. In this post you will learn how to remove someone from your LinkedIn network.
How do I delete someone from my LinkedIn network? It is simple and they will not be notified.
1) Sign-in to LinkedIn. If you are already sign-in click “Home” or the LinkedIn in the upper left hand corner to get your bearings.
2) Next click the Contacts link from the top navigation bar. Options will drop down and select Connections from that menu.
3) In the upper right hand corner you will see “Remove Connections” and click that.
4) Click the box next to the person or people you want to remove then select the button on the right that says “Remove Connections”.
5) LinkedIn will ask you “Are you sure you want to remove these connections? This action cannot be undone.” Select “Yes Remove them” and it is done.
Your LinkedIn connections are important and from here keep building your powerful network.
Martin Brossman and Greg Hyer bring you results-driven LinkedIn training for Professionals LinkingIntoSales.com
Join the Linking Into Sales group on LinkedIn!
Martin Brossman presented “Linking Into Sales to Drive Resources – Using the World’s Largest Business Network“ a LIVE webisode broadcast, part of Your Local Studio’s Spring 2012 Learning Series on 4/18/12.
A few of the topics covered will be:
- A powerful LinkedIn profile
- Understanding the power of being pre-screened
- Using LinkedIn for resources and answers
- Understanding the new ways to do competitive analysis with LinkedIn
- How to integrate LinkedIn with other social media and your website
Linking into Sales