Social Selling
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Social Selling
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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12 Attributes of a Successful Content Curation Strategy

12 Attributes of a Successful Content Curation Strategy | Social Selling | Scoop.it

 

Excerpted from article by Heidi Cohen:

"Content curation is like a great editor who brings his unique taste and understanding of his target audience to his selection of the best content for his readers. He provides context for the content so that it’s more than collection of information.


Content curation chooses the most relevant, highest quality digital information to meet your readers’ needs on a specific subject. It involves a process of assembling, categorizing, commenting and presenting the top content.

 

Content curation is a core content marketing element for the following three reasons:

- Offering your audience a combination of original and third party content provides a branded -context for your work.
- Curating other people’s content positions you and/or your organization as a tastemaker in your field.
- Creating sufficient content is a marketing and business challenge.

 

Here are twelve attributes your content curation strategy should have to insure success.

1) Has defined, measurable goals...
2) Targets a specific audience...
3) Contains red meat content, not filler...
4) Follows “the less is more” theory...
5) Incorporates original content... 
6) Adds real value...
7) Has a human touch...
8) Provides branded context for your information... 
9) Involves a community...
10) Offers information in small chunks... 
11) Sticks to a schedule...
12) Credits its creator...

 

Content curation puts your original content in a branded context for your target audience..."

 

Each attribute is analyzed with more information. Read full article here: http://heidicohen.com/12-attributes-of-a-content-curation-strategy/

 

Selected originally by Jan Gordon on "Curation, Social Business and Beyond" here: http://bit.ly/lBeRSF

 

 


Via janlgordon, Giuseppe Mauriello, Merril DeFiddes
Barry Deutsch's insight:

A good list from one of the top social media experts - Heidi Cohen. I see many consultans, sales professionals, coaches, speakers, and advisors just throwing links and crap against the wall hoping some of it will stick.


Good content creation requires a thoughtful, well-defined, targeted approach that requires an investment of time vs. just sharing links with your network. This example of a curated content by Jan Gordon on Heidi's article is good illustration of how content curation should be delivered.


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

 

If you're a Vistage/TEC Speaker - Consultant - Coach - Trusted Advisor, join our LInkedIn Discussion Group to learn how to find, attract, and engage more clients

 

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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Danielle M. Villegas's curator insight, January 18, 2013 8:39 PM

This is a really good article about content curation. There is nothing wrong with doing content curation, as it provides insight from multiple sources. As this article points out, the trick is curating content that adds value to whatever it is that you are adding the content to. In my case, it's my blog. I've followed most of these guidelines instinctively, because I want to provide quality information to share with fellow technical communicators and e-learning specialists. 

 

Read this one carefully, as it's chock full of good advice.

--techcommgeekmom

Better Homes, Better Life's comment, January 26, 2013 11:31 PM
I see that you are making some of these into almost like blog posts too. Jan Gordon does the same thing. I think I am going to try it out...
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Research: 70% of Fortune 500 CEOs Have Absolutely Zero Social Media Presence | 60 Second Marketer | @AskJamieTurner

Research: 70% of Fortune 500 CEOs Have Absolutely Zero Social Media Presence | 60 Second Marketer | @AskJamieTurner | Social Selling | Scoop.it
Not long ago, the folks at Domo conducted research with CEO.com to evaluate the extent to which top business leaders are embracing social media.


Another study showing the incredible lag of social media use by the general public and CEOs.


Interesting that most studies peg CEO use of social media at less than 30 percent, but indicate CEOs believe this is a huge opportunity and predictions indicate that within 2-3 years, we'll see over 50% of CEOs engaged on social media personally.


Do you believe this to be true? Do you think CEO personal involvement in social media will ballon within a few years?


Barry Deutsch

Master Coach for Teaching Vistage/TEC Companies HOW TO drive Sales Through Social Media


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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Why Your 'Weak' Relationships Pack Strength - The BrainYard - InformationWeek

Why Your 'Weak' Relationships Pack Strength - The BrainYard - InformationWeek | Social Selling | Scoop.it
The tightest relationships are not the most powerful when we need to broaden our reach within the organization.


I liked the comparison of weak ties vs. strong ties, including the citation to the article on this subject titled "The Strength of Weak Ties".


Just the other day I was making a presentation to a high level group of coaches, consultants, and speakers on leveraging LinkedIn for their business. We got into a deep discussion around whether or not to accept certain invitations to connect.


Do you have a strategy to deal with both weak and strong ties?


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


If you're a Vistage/TEC Speaker - Consultant - Coach - Trusted Advisor, join our LInkedIn Discussion Group to learn how to find, attract, and engage more clients


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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Web Ink Now: Social media marketing explained in 61 words

Web Ink Now: Social media marketing explained in 61 words | Social Selling | Scoop.it

"You can buy attention (advertising) You can beg for attention from the media (PR) You can bug people one at a time to get attention (sales) Or you can earn attention by creating something interesting and valuable and then publishing it"


What a great explanation of social media!


So, the question is - what can you offer for FREE that your followers, contacts, connections, network will crave to get their hands on - and you can begin the process of earning their attention?


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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Social Media Strategy: The 7 Types of Social Media Users

Social Media Strategy: The 7 Types of Social Media Users | Social Selling | Scoop.it
Before you make an effective social media strategy for your business, you need to understand the different types of social media users that exist.


I always look for a little humor around social selling. Here's a great breakdown of social media users by Melanie Dodaro. Which user profile do YOU fit?


Barry

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Social Media Explained [INFOGRAPHIC]

Social Media Explained [INFOGRAPHIC] | Social Selling | Scoop.it

Socialmedia explained (with coffee)


Via Barb Jemmott
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Alessio Manca's comment, October 17, 2012 12:14 PM
Pretty old, but still very actual :) TY John
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Five Social Media Tricks Every Entrepreneur Should Know - Forbes

RT @ict_guru: Great keys to #SocialBiz in here:: Five Social Media Tricks Every Entrepreneur Should Know - Forbes http://t.co/LZvtRrvd...

Via Rami Kantari
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Lead Generation in the Social Revolution

Lead Generation in the Social Revolution | Social Selling | Scoop.it
Social media is the new way to ensure the most effective lead generation program. Make sure you're doing it right.


I liked the list the author developed on some of the ways you can use social media to drive potential leads, such as through slideshare or blogging. The author lists a number of other creative approaches.


Are you using some of these techniques to drive leads or one or two of them. Perhaps, you're not using a single one.


When you should you begin to invest in creating content through the various channels the author describes to drive leads for your business?


Barry Deutsch

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Your Client Didn’t Abandon You. You Abandoned Them. — S. Anthony Iannarino

Your Client Didn’t Abandon You. You Abandoned Them. — S. Anthony Iannarino | Social Selling | Scoop.it

You might feel as if your client abandoned you. The truth is that your neglect, your complacency, or your failure to grow was your abandonment of your client.


Have you ever felt this way? Was it embarrassing? Did you feel humiliated and guilty at the same time?


Barry Deutsch

IMPACT Hiring Solutions

http://www.impacthiringsolutions.com



Via Greg Ferguson
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Social Media At C-Level and Does Your Business Sink or Swim ...

Social Media At C-Level and Does Your Business Sink or Swim ... | Social Selling | Scoop.it
With this increased interest in social media by the C-level, we can perhaps expect to see more social media activity by these executives. What are the benefits for businesses using social media at C-level?
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How to Convince Older Business Owners to Invest in Social Media - MarketingProfs.com (subscription)

How to Convince Older Business Owners to Invest in Social Media - MarketingProfs.com (subscription) | Social Selling | Scoop.it
MarketingProfs.com (subscription)How to Convince Older Business Owners to Invest in Social MediaMarketingProfs.com (subscription)They can be more comfortable with marketing methods of the past, and they can be reluctant to learn about the newest...
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Online Sales Lead Generation: How Effective Is Your Call-To-Action ...

Online Sales Lead Generation: How Effective Is Your Call-To-Action ... | Social Selling | Scoop.it

Directing traffic to your site is the end-goal of an effective marketing strategy. But to turn those leads to conversions, your call-to-action strategy must focus keenly on what action you want the consumer take.


I like this article talking about the whole idea of converting visitors - whether it be for b2b customers, consumers, or services. I try very hard in every blog to have a call to action embedded in my content.

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How to Cultivate a Company-Wide Social Media Culture

How to Cultivate a Company-Wide Social Media Culture | Social Selling | Scoop.it
Learn how to create a company culture that encourages the use of social media among its employees.


The workplace as we once knew it -- post-it notes, memos, fax machines -- that's all gone. Today, it's all digital, baby.


Gone are the days when it was innovative to have a website. And creating a Facebook page for your business is no longer an advanced social media strategy. In fact, now that social media has picked up steam in its conquest of the digital realm, the companies coming out on top are not just those that send out some pre-scheduled tweets; the successful companies actually adapt their entire corporate culture to our social media-oriented world.


Some companies have found the transition to a social media culture easy, especially those which have already integrated social media into their marketing strategy. 


Read more: http://bit.ly/LHRAo7


Via Martin Gysler
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ratzelster's comment, June 10, 2012 10:18 AM
This was an excellent find for me...thanks for scooping this.
Martin Gysler's comment, June 10, 2012 2:53 PM
Cool ratzelster, you're welcome :)
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Align Sales and Marketing to Boost Sales and Never Start with Cold Calls Again | Keith Ferrazzi

Barry Deutsch's insight:

Keith Ferrazzi makes a great point in his blog about the need to focus on developing relationships and not get too caught up in the marketing frenzy around stats like email open rates.


How do you measure relationships? Are you satisfied with traditional approach to cold calls and cold leads or is your entire focus on transforming warm and hot leads and opportunities into strong relationships?


Where is your focus when it comes to marketing and sales?


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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What do CEOs think of social media? (infographic) | immediate future.

What do CEOs think of social media? (infographic) | immediate future. | Social Selling | Scoop.it

Interesting insights from the IBM study about what CEOs think of social media. Is your organization moving down the path of becoming more social - not only with your customers but also with your employees?


Where would you rate yourself against some of these other CEOs who are already embracing social media in their organization, not only personally, but also through-out sales, marketing, and human resources?


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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Four Reasons It Pays to Have a Company Blog

Four Reasons It Pays to Have a Company Blog | Social Selling | Scoop.it
Social Media - Having a strong online presence is essential in today's economy, and an excellent way to ensure such a presence is to establish a blog that's connected to your company website.


It's undisputed that a blog should be your central communication vehicle for marketing, pr, branding, positioning, offers, incentives, and lead generation.


Chris Lee in this article does a good job summarizing for key points about why it pays to have a company blog.


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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Why You Can Give and Give and Never Get Anything Back | Andy Lopata

Why You Can Give and Give and Never Get Anything Back | Andy Lopata | Social Selling | Scoop.it

Andy Lopata, one of the top experts in networking, wrote a blog post about giving and never getting anything back.


He referenced my favorite author, Covey, who spoke about making deposits into the emotional bank account of others.


As a Vistage or TEC Chair, do you follow this practice in seeking referrals from your 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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The Fundamentals Of Online B2B Lead Generation [Infographic] — socialmouths

The Fundamentals Of Online B2B Lead Generation [Infographic] — socialmouths | Social Selling | Scoop.it
The fundamentals and vehicles of B2B Lead Generation from content marketing, landing pages, webinars, mobile and post-conversion marketing.


Interesting stats about lead generation and lead nurturing on this infographic. I would have to say my greatest success comes from "nurturing" leads to build trust until the purchase decision becomes "anti-climatic".


Studies show that very few leads get nurtured. What do you do with your leads?


Barry Deutsch

Sales Through Social Media

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12 Blogs Every Small Business Should Be Reading

12 Blogs Every Small Business Should Be Reading | Social Selling | Scoop.it

Not enough small business owners make the time to read material that can keep them informed and up to date with their industry, keep themselves abreast of business trends that will in one way or another eventually impact on their businesses, and feed their own creativity.


A big part of the reluctance to make time to read, is the challenge of knowing what to read, and perhaps more importantly what is not worth reading.


This good article, suggests that business owners should make blog reading a part of their day, and it suggests 12 specific blogs that offer much to small business owners.


Via Daniel Watson
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Curation is necessary for thought leadership, though not sufficient by itself | Jay Palter - B2B Content Engine

Curation is necessary for thought leadership, though not sufficient by itself | Jay Palter - B2B Content Engine | Social Selling | Scoop.it
Curation is necessary for thought leadership, though not sufficient by itself | Jay Palter http://t.co/gSB04V8a...


Jay makes the excellent point that sharing links with your network is not enough, rather you have to take the content you've curated from other sources (much like what I do) and add your unique spin, thoughts, ideas to it. The act of filtering relevant and useful content for your readers or niche is also critical. Finally, you've got to mix the content curation with some of your own original research, ideas, and thoughts.


Do you curate content within your niche or area of expertise. How do you add your thoughts and vision to this curated content?


Barry Deutsch

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Automating Social Media. What's in it for You? For Them? - Business 2 Community

Automating Social Media. What's in it for You? For Them? - Business 2 Community | Social Selling | Scoop.it
Automating Social Media. What's in it for You? For Them?Business 2 CommunitySocial media usage is no longer limited to people just being social online; it is now a major tool for marketing business and brands.


This is the big debate in social media: Do I post everything manually one at a time, or do I automate some of my marketing and communication into my networks for blogging, twitter, linkedin, facebook, and email?


I am a huge proponent of automating as much as possible, especially when you have a lot of content to share with various social media sites, and especially if you segment your network, contacts, connections into 6-10 different groups.


What are you doing to automate your marketing and communications?


Barry Deutsch

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Top Reasons Salespeople Lose Business

Top Reasons Salespeople Lose Business | Social Selling | Scoop.it
It's rarely the product. Often, it's forces beyond a salesperson's control.

Via Greg Ferguson
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How salespeople inspire customers to invest, not resist, with stories.

How salespeople inspire customers to invest, not resist, with stories. | Social Selling | Scoop.it

Although the value of your offering is overwhelming, customers resist. Why?
More important, how will you get past this irrational wall of resistance, and make the sale?



Here's a quick article from Michael Harris that makes a powerful point: if you want to increase your sales, engage prospects in buying simulations (a special type of story) that do your selling for you.


I also like the SlideShare piece that comes along with this, and the free downloadable guide.


Master buildling and sharing these scenarios and see your sales rise. Now that's a good thing!


PS -- if you want more on story selling, follow fellow curator Ken Jondahl and his Story Selling curated content at http://www.scoop.it/t/story-selling 


This review was written by Karen Dietz for her curated content on business storytelling at www.scoop.it/t/just-story-it 


Via Dr. Karen Dietz
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LinkedIn 277% More Effective for Lead Generation Than Facebook & Twitter [New Data]

LinkedIn 277% More Effective for Lead Generation Than Facebook & Twitter [New Data] | Social Selling | Scoop.it
New research from HubSpot proves that LinkedIn tops Facebook and Twitter in lead generation efficiency.


I'm not sure I would make this blanket statement across every industry. However, for B2B products/services, I think there is a huge opportunity for networking, referrals, lead generation, and lead nurturing.

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The Simple Route to Generating Sales Leads with Your Business Website

The Simple Route to Generating Sales Leads with Your Business Website | Social Selling | Scoop.it
One thing all businesses have in common, large or small, is they all have to generate sales leads.
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