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Social Selling
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Social Media provides a vehicle for leveraging sales, marketing, lead generation, lead nurturing, referrals, customer and client engagement. Very few companies are effectively leveraging these tools. Most are still operating in time-wrap bubble that dates back several decades. Learn the key steps of using social media for marketing and sales if you're in sales, marketing, business development, or responsible for closing business.
Curated by
Barry Deutsch
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Here are 7 compelling reasons why business blogging has become essential.The benefits are getting more customers & new business partners.
Barry Deutsch's insight:
Another great list giving the justifcation and rationalization for blogging - especially as a consultant, coach, speaker, adviser, or sales professional. The benefits are so strong that the return far outweighs the small time investment. What could possibly be holding you back from dominiating your niche? If you're in a professional role - especially a role in which you're selling your expertise, intellectual property, knowledge, and professional services - you've got to still be at a prehistoric level of marketing savvy not to have begun blogging. Hey - don't take my word for it - ask the thousands of consultants, coaches, experts, advisers, and sales professionals who have blown away their peers by blogging in their niche. Barry Deutsch Social Media Coach to Vistage and TEC Speakers and Trusted Advisors
Are you reading our Blog on How to Attract and Engage with Potential Clients Through Social Media Blog? http://www.barrydeutsch.net/vistage-speakers-trusted-advisors
http://www.linkedin.com/groups/Vistage-TEC-Speaker-TA-Group-1875142/about
Not a Vistage or TEC Speaker or Trusted Advisor, then be sure to visit our public blog on how to drive sales through social media, AND/OR our open discussion group on LinkedIn, Sales Through Social Media
http://www.barrydeutsch.net/sales-through-social-media
http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about 
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Erik Poje, Percussion Director of Inside Sales, gives his insight to as sales involvement in the vastly growing production of content marketing.
Barry Deutsch's insight:
Loved his idea of moving from ABC - always be closing to ABS - always be sharing. In my search practice, I find the sales reps that get content marketing tend to always be working warm to hot leads and never cold calling. Conversely, the folks who don't get LinkedIn, engaging and educating customers online and extending what marketing does on a one-to-one basis - are those that find the need to fill their pipeline with low leverage cold calls. Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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New data suggests that there’s less than five degrees of separation— your referral network just got turbo-charged.
Barry Deutsch's insight:
Has the world around us shrunk? Interesting article that referenced the original study from which the concept of "6 degrees of separation" was born. The article suggests that it's decreased and now is down to 5 degrees of separation. Here's an interesting factoid that I teach in my workshops, seminars, and webinars on how to do social selling: If you're in sales, consulting, coaching, speaking, and advising - especially at the CEO level - then your goal should be one degree of separation. In fully leveraging tools like LinkedIn you can literally get introduced and connect with a significant majority of your target audience - prospects - through ONE DEGREE of separation. Of course this requires a little bit of work that is probably a 12-18 month cycle at a minimum:
What have you done to move toward ONE DEGREE of separation? Barry Deutsch Social Media Coach to Vistage and TEC Chairs
Are you reading our dedicated Chair blog to learn how to create an abundance of CEO referrals?
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Barry Deutsch's insight:
One of the most powerful tools available on the Web for B2B marketing and social selling is Slideshare. You can actually drive leads from individuals who find your content - either on the Slideshare site or from your blog. Do you have slide presentations which would lend themselves to being good pieces that your customers/clients might want to download to get great content or education? Barry Deutsch Social Media Coach to Vistage and TEC Speakers and Trusted Advisors
Are you reading our Blog on How to Attract and Engage with Potential Clients Through Social Media Blog? http://www.barrydeutsch.net/vistage-speakers-trusted-advisors
http://www.linkedin.com/groups/Vistage-TEC-Speaker-TA-Group-1875142/about
Not a Vistage or TEC Speaker or Trusted Advisor, then be sure to visit our public blog on how to drive sales through social media, AND/OR our open discussion group on LinkedIn, Sales Through Social Media
http://www.barrydeutsch.net/sales-through-social-media
http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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Complex B2B sales are becoming more difficult to find and close than ever before, due to longer sales cycles and more complex B2B purchasing processes. In addition, the traditional lead ...
Barry Deutsch's insight:
Developing prospects and leads can be a very time-consuming task as this article describes in great detail. Social media can be a tool to improve productivity in finding, developing, nurturing potential leads until they are ready for a conversation with you. It also enables a "1-to-many" ability that leverages time vs. the traditional model of "1-to-1". Are you leveraging social media tactics in your sales funnel, particularly the front-end to bring potential prospects to the table and then nurture them to a point of conversation? Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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Barry Deutsch's insight:
Although everyone probably recognizes that the Internet over the last 12-18 months has dramatically affected traditional selling methods. Everything is now transparent - studies show that the vast majority of your B2B customers and clients do their research first before they are willing to speak with you. Here's a good quote from the article regarding this earth-shattering transformation of the sales process in most companies: The sales cycle has changed. Customers are now doing more research prior to first contact with companies. This has altered how you approach lead generation and nurturing, with the emphasis placed more on the latter and less on the former. The goal is to create hot leads that salespeople can convert now, rather than giving them prospective cold leads and having them start from scratch. Where does your company fit on this spectrum? Still working cold calls on strangers - or engaging potential buyers at a warm and hot level to help them come through your sales funnel and engage with you? When should you start this process if you're not doing it now? Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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From
e27
Elton Kuah, marketing director for Enrich Social Media, shares key steps on how to make referral marketing effective on social media.
Barry Deutsch's insight:
No one is interested in being sold something by a stranger - particularly when the sale involves a solution or at least something larger than a few dollar transactional item. If that's the case, then can we finally acknowledge cold calling is pretty much ineffective in a solution-selling environment? Word of Mouth marketing and referrals becomes much more important. I could list hundreds of articles that validate the gap between WOM and cold calling. Why then do so many companies insist on cold calling strangers as their primary tactic? Instead, shouldn't we focus on the steps to build a strong WOM network? Do you have a written plan of how you're going to accomplish this sales strategy? Here's an interesting quote in the article: "Without a deliberate effort to build a sizable social network, a word of mouth marketer’s reach is naturally limited to a small circle of family and close friends or co-workers and colleagues and the results will be insignificant." This seems to fly in the face of the myth that you should only connect to people whom you know very well - if that's the case - how will you ever expand and build your WOM network? Barry Deutsch Social Media Coach to Vistage and TEC Chairs
Are you reading our dedicated Chair blog to learn how to create an abundance of CEO referrals?
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When your clients are looking for information about your products, give them everything! Internet research is a common step in any major purchase, and your clients research to help them get informed and mitigate their buying risks.
Barry Deutsch's insight:
This is one of those posts where I wanted to smack myself in the forehead. Of course, why wouldn't you give a potential buyer all the information they need to select your services. Why hold anything back? I love the idea of treating your content marketing like it's your best sales rep. Help grease the skids for an actual sales call or discussion by helping and educating your buyers with all the information they need to select your product/service and understand how what you offer is superior. Do you manage and control this conversation, information, and education OR do you prefer to allow your competitors to dictate the terms under which your buyers get their information? Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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Last year, the Edelman Trust Survey showed that only 38% of people/consumers around the globe trust CEOs. But yet when it comes to dealing with and responding
Barry Deutsch's insight:
This blog post does a great job laying out the justification for why you as a CEO should begin to put your proverbial toe in the water around getting social. Are you still standing in the shadows watching what your peers are doing, waiting for some amazing story that "forces" you to go social, or are you going to be proactive in leading your fellow CEOs and competitors in getting social? Barry Deutsch Master Coach for Teaching Vistage/TEC Companies HOW TO drive Sales Through Social Media
Join our private blog for Vistage/TEC Members on HOW TO Leverage Social Media
http://www.linkedin.com/groups/Vistage-TEC-Member-Group-Leveraging-1875132/about
Not a Vistage or TEC Member, then be sure to visit our public blog on how to drive sales through social media, AND/OR our open discussion group on LinkedIn, Sales Through Social Media http://www.barrydeutsch.net/sales-through-social-media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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Nichole Kelly shares the key to executive buy-in for Social Media: Converting high funnel traffic into active prospects.
Barry Deutsch's insight:
Good deep article from a highly trusted source talking about the lack of trust between CEOs and marketers as it relates to social media, the CEO's need to understand the implications of social media for bringing future buyers to the table, and some of the key considerations to think about in developing a funnel system of moving "high funnel" traffic into prospects ready to buy. Barry Deutsch Master Coach for Teaching Vistage/TEC Companies HOW TO drive Sales Through Social Media
Join our private blog for Vistage/TEC Members on HOW TO Leverage Social Media
http://www.linkedin.com/groups/Vistage-TEC-Member-Group-Leveraging-1875132/about
Not a Vistage or TEC Member, then be sure to visit our public blog on how to drive sales through social media, AND/OR our open discussion group on LinkedIn, Sales Through Social Media http://www.barrydeutsch.net/sales-through-social-media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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If your sales team is not realizing the goal to increase sales, maybe they are too engaged in social selling and ignoring the sales process.
Barry Deutsch's insight:
Leane raises some good points in this article of sales professionals thinking they can close sales by sitting in front of a computer - doesn't work - no brainer on this issue. I call a lot of the online networking and social engagement around the earlier funnel stage: social selling. We could also call it prospecting, lead generation and lead nurturing and whole bunch of other nice sounding phrases. Social selling - engaging with potential customers and clients by publishing useful content and being helpful online through sites like LinkedIn is but one of a number of different sales tactics that may/may not overlap with traditional marketing. My activities online establish me as a thought leader, expert in my niche, and go-to person for advice. Can I attribute direct business to this time investment of cultivating my persona/brand on-line? NO! However, I can tell it directly reinforces everything I do in one-to-one face-to-face sellling. It gives me a way to continue to develop leads, show my value, give social proof through recommendations, present case studies, and discuss in a non-sales manner how I help similar customers/clients. This part of the equation is invaluable to closing sales since not everyone is going to say yes when you ask the closing question. Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
Pedro Barbosa's curator insight,
January 7, 2013 3:42 AM
Social Selling, a new buzz
Pedro Barbosa | www.pbarbosa.com | www.harvardtrends.com
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Barry Deutsch's insight:
Some great ideas on Twitter for marketing. One of my favorite is to have a question about an issue my prospects might consider and then a link to one of my 1000s of blog articles that solves that issue. I post 3-4 of these a day on Twitter and at least 5% of my web traffic comes from reposting of old but valuable blog posts. Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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Despite their corporate standing, CEOs aren't on social media, according to BrandFog’s 2013 CEO, Social Media, and Leadership Survey.
Barry Deutsch's insight:
Interesting survey on CEO attitudes toward social media. In the Vistage and TEC communities, I find these approaches are magnified at an entrepreneurial or small business level. Are you allowing your lack of knowledge regarding social media to be the bottleneck between leveraging these tools for marketing, sales, recruiting, customer AND employee engagement? Are you adopting the ostrich style of management? Who was it that coined the phrase "unconsciously incompetent" or "I don't know what I don't know" - what's the solution - "sharpen the saw" as Covey called it his best seller - The Seven Habits of Highly Effective People. Barry Deutsch Master Coach for Teaching Vistage/TEC Companies HOW TO drive Sales Through Social Media
Join our private blog for Vistage/TEC Members on HOW TO Leverage Social Media
http://www.linkedin.com/groups/Vistage-TEC-Member-Group-Leveraging-1875132/about
Not a Vistage or TEC Member, then be sure to visit our public blog on how to drive sales through social media, AND/OR our open discussion group on LinkedIn, Sales Through Social Media http://www.barrydeutsch.net/sales-through-social-media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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"Content curation" is one of those phrases that gets repeated ad nauseam without much thought into what it actually means or what role it should play in our digital marketing strategies.
Barry Deutsch's insight:
This article did a great job summarizing the difference between content curation and sharing links. This is one of my pet peeves - those doing social selling and content marketing - to consider sharing a link on Twitter, Facebook, and LinkedIn to be effective marketing. Are you doing real content curation and marketing OR are you spraying links? How do you validate the effectiveness of your content marketing efforts if you're in sales, a speaker, consultant, coach, or trusted advisor?
Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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Barry Deutsch's insight:
Good article "debunking" some of the common myths around lead nurturing. I particularly liked the statement in this blog post: "Customers are rarely ready to purchase when you first contact them. Lead nurturing and content marketing are a powerful combination that helps your prospects chart a path down a purchase cycle" This is the whole idea behind social selling - how do you engage, educate, entertain, and move a prospect toward buying from you - when they are ready. It's practically impossible to time your cold call with the exact moment a prospect is hunting for a solution. Okay - maybe this works in low cost and transactional telemarketing - but not high-end professional services and products. Is your marketing and sales team using tools that capture leads and nurture those leads through the top end of the sales funnel so that when the prospect is ready to engage - you're the one they want to buy from? Barry Deutsch Master Coach for Teaching Vistage/TEC Companies HOW TO drive Sales Through Social Media
Join our private blog for Vistage/TEC Members on HOW TO Leverage Social Media
http://www.linkedin.com/groups/Vistage-TEC-Member-Group-Leveraging-1875132/about
Not a Vistage or TEC Member, then be sure to visit our public blog on how to drive sales through social media, AND/OR our open discussion group on LinkedIn, Sales Through Social Media http://www.barrydeutsch.net/sales-through-social-media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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Barry Deutsch's insight:
Great reminder from Mary Toomey about taking the occassional look at who has viewed your profile. I get at least one business opportunity a month and over 20 leads based on people who look at my profile - then sending them a helpful note and an invite to connect. Amazing how many people respond - even when they were just "browsing". Your network expands, new leads are generated, and some have an immediate need. Are you leveraging this tool that LinkedIn provides? How do you systematically structure the use of it - or is it more casual - such as, I look at it when I remember it or I have "a few minutes". Barry Deutsch Social Media Coach to Vistage and TEC Chairs
Are you reading our dedicated Chair blog to learn how to create an abundance of CEO referrals?
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Everyone yelling, “Me, too!” as they hop on the social media bandwagon makes for a crowded ride. Understand the platforms, distinguish yourself, and get ahead of the noise.
Barry Deutsch's insight:
Joanne Black does a good job defining social selling - the idea of leveraging social networks to bring customers/clients into the top of your sales funnel in ways other than cold calling. It's also a great tactic to move people through your sales funnel by nurturing the relationship in a simple and cost effective manner until they are ready for a personal call or visit. Barry Deutsch Social Media Coach to Vistage and TEC Speakers and Trusted Advisors
Are you reading our Blog on How to Attract and Engage with Potential Clients Through Social Media Blog? http://www.barrydeutsch.net/vistage-speakers-trusted-advisors
http://www.linkedin.com/groups/Vistage-TEC-Speaker-TA-Group-1875142/about
Not a Vistage or TEC Speaker or Trusted Advisor, then be sure to visit our public blog on how to drive sales through social media, AND/OR our open discussion group on LinkedIn, Sales Through Social Media
http://www.barrydeutsch.net/sales-through-social-media
http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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Social Media and Social Networks can be a huge time sink if activity is not planned and focused. Sales People and Business Owners like you and I need to
Barry Deutsch's insight:
Two of the key points that I come away with from this article - ones I reinforce in my social selling workshops and seminars is that you've two main publishing goals in using social media to drive sales: First, publishing your own original content on how you product/service solves big problems/issues for your niche (Blogging, slide presentations, videos, white papers, useful checklists that can be downloaded) Secondly, publishing curated content focused on issues for your niche with your "perspective" on the article. Sharing links is not curated content - nor is it impactful and meaningful. This insight that I am making on Scoop.it as a platform for curating content is a perfect example of NOT just sharing a link, but rather filtering the content and showing your prospects/customers how it's of value to them. I follow the 80/20 role in content publishing. 80% of my content that I share if curated content. 20% is original content based on my own case studies, examples, illustrations, years of experience, and customer stories. What are you doing right now to maximize your impact of selling through social media? Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
Duc Pham Anh's curator insight,
February 21, 2013 7:12 AM
This article gives 10 advices to build a sales strategy using social media, that would help being more effective and efficient. It also writes about 30:30:30 accelerator programme, which means: 30 opportunities in 30 days in 30 minutes a day.
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Financial Social Media held on Friday a webinar discussing trends in social media that advisors should take note of in 2013.
Barry Deutsch's insight:
An interesting perspective on putting yourself "out there" on social media sites like LinkedIn, Twitter, and Facebook. One of the key points I try to emphasize in my workshops and seminars for sales teams, consultants, coaches, speakers, and trusted advisors is that you have to be REMARKABLE - you must stand out from a crowded field of competitors. If you're vanilla, if you fade into the woodwork, if you're a lurker, or perhaps all you've done is register for an account - STOP now - it's worthless. You must be active, creative, bold, remarkable, a little controversial, outrageous - to capture the attention of an audience who is "attention-disabled" when it comes to viewing content on the web. This article reinforces that concept and I liked this quote. It's aimed at financial advisors, but would easily fit in any industry niche where you are attempting to become a trustworthy source of information for your clients and customers. "To make social media work for them, companies need to focus on being remarkable, Smith said. “Social media is about more than just having a presence, it’s about conveying how you’re different,” she said. Advisors need to show how they’re different from their competitors and work to build an emotional connection with the clients who communicate with them through social media." How are you using social media to build an emotional connection with your customers, clients, and prospects? Barry Deutsch Social Media Coach to Vistage and TEC Speakers and Trusted Advisors
Are you reading our Blog on How to Attract and Engage with Potential Clients Through Social Media Blog? http://www.barrydeutsch.net/vistage-speakers-trusted-advisors
http://www.linkedin.com/groups/Vistage-TEC-Speaker-TA-Group-1875142/about
Not a Vistage or TEC Speaker or Trusted Advisor, then be sure to visit our public blog on how to drive sales through social media, AND/OR our open discussion group on LinkedIn, Sales Through Social Media
http://www.barrydeutsch.net/sales-through-social-media
http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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You have probably heard the term thought-leadership before but what exactly does it mean? As marketing increasingly becomes a more social and interactive affair, the term is branded about even more...
Barry Deutsch's insight:
The key to social selling is thought leadership. Here's how the author of this article described thought-leadership: A thought leader is somebody who is adept at sharing knowledge and is always sharing new information about their industry. They are respected for their ideas, their values and for sharing these in the public domain, on social networking, blogs, in the press and on marketing material. Many people look at these thought leaders and are instantly impressed by them, but in truth they are not doing anything you cannot do yourself. Do you share freely or do you feel you're giving away your secret sauce? Do you want to be set apart and differentiated from your competitor's "me-too" approach? The solution is to become a thought-leader within your niche with your customers and prospects. As the author of the article indicates: anyone can do this! What's your strategy to take sales to another level by becoming the "go-to" expert and thought-leader in your niche, geography, market, or channel? Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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Content - More than three-quarters (76%) of online adults in the US say they have, in the previous three months, clicked on links to related stories (e.g., articles, videos, pictures)
Barry Deutsch's insight:
If the vast majority of individuals looking to purchase a service or product do their own content discovery looking for great content on the web to rationalize and justify their purchase decision - and to decide from whom to make the purchase: ARE YOU CREATING GREAT CONTENT that leads your prospects to your doorstep? If not, I guarantee your competitors are doing this?
If you're not doing these things, how can people find you? How can they decide whether to use you? Barry Deutsch Social Media Coach to Vistage and TEC Speakers and Trusted Advisors
Are you reading our Blog on How to Attract and Engage with Potential Clients Through Social Media Blog? http://www.barrydeutsch.net/vistage-speakers-trusted-advisors
http://www.linkedin.com/groups/Vistage-TEC-Speaker-TA-Group-1875142/about
Not a Vistage or TEC Speaker or Trusted Advisor, then be sure to visit our public blog on how to drive sales through social media, AND/OR our open discussion group on LinkedIn, Sales Through Social Media
http://www.barrydeutsch.net/sales-through-social-media
http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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For as long as people have known me, I've been railing against the rules police in social media. They truly drive me absolutely insane.
Barry Deutsch's insight:
Do you have a lot of rules of whom you'll connect to on LinkedIn? If you ask 7 people who they will accept invitations from, you'll probably get 7 answers. Here's one of the best responses to age old question - who will you accept invites from. One of my favorite quotes from the blog is: "what the heck is the use of a social network that spans cities, states, countries, time zones and continents if you’re not using it? You really believe the best use of this incredible resource is simply to reproduce your offline network online?" What's your approach to friending, connecting, engaging with you've never physically met? Can you develop a strong enough "online" relationship so that they would be willing to refer you to their clients, customers, or CEOs? Barry Deutsch Social Media Coach to Vistage and TEC Chairs
Are you reading our dedicated Chair blog to learn how to create an abundance of CEO referrals?
http://www.impacthiringsolutions.com/vistagechairs
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With all of the advancements in marketing, no doubt that sales has had to respond and adjust to the changes in peoples' research and purchasing behavior.
Barry Deutsch's insight:
Interesting infographic on the evolution of sales - perceptions by consumers/buyers. Here's my favorite quote: "Educate me so I'm a better, more sophisticated buyer. Give me a sample of what you do, so I'll see your value." What's the implications for selling in a digital age - even if you don't have a digital product/service:
How are you preparing and embracing the changing approach to sales that is rolling over every service and product niche? Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
Duc Pham Anh's curator insight,
February 17, 2013 5:28 PM
This article is devoted to illustrate the evolution of the role of sales people, which changes according to consumers and customers needs and behaviour. It analysis mostly the 20th century and gives the reader the information in very interesting, animated way. The main idea of the article is to demonstrate the power of the seller in the past which is transfered to the buyer in recent years because of modern technologies.
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Barry Deutsch's insight:
Good article on the importance of TRUSTED referral sources. I really like this statement: Stop right now and make a list of your top five referral partners, network partners, or personal relationships in business. Could you list 5? Most consultants, coaches, advisors, and speakers that I know would have trouble listing 5 TRUSTED referral sources. That's the operative word: TRUSTED! You might know lots of others - but are they really TRUSTED? How would you define a trusted referral partner? What do you do to find, engage, enhance, and develop those relationships? When do you decide to "end" the relationship? Barry Deutsch Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog? http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about
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Once again, another article in the continuing debate of what's better - writing your own original content or as the article mentions:
pumping out ...links like sewage.
Here's my perspective on this whole debate:
First, I would recommend stop pumping raw sewage links. This doesn't convince anyone that you are an authority figure, trusted advisor, resource, thought-leader, or expert. All it does is anger your network that you're flooding their feeds with useless information.
Second, start curating great content that is precisely targeted to be relevant to your customers, clients, and prospects. Add your perspective and insight (just like I do here on Scoop.it). There are numerous tools, tactics, and workflows to do this efficiently in a 15 minutes a day.
Third, write original content. Publish a blog article once a week of 300-500 words. Take 45-60 minutes to write a thought-provoking piece of work that engages, excites, entertains, stuns, angers, stirs emotion, and generates discussion. Mix this in with your curated content on a 4/5-1 ratio. For every 4/5 pieces of curated content and insight you share, write one original blog post.
Barry Deutsch
Master Coach for Teaching how to drive Sales Through Social Media
Are you reading our Sales Through Social Media Blog?
http://www.barrydeutsch.net/sales-through-social-media
Learn how to leverage social media for sales.
Don't forget to Join us on our LinkedIn Discussion Group for Building Sales Through Social Media
http://www.linkedin.com/groups/Sales-Through-Social-Media-3854199/about