Episode #255 – Ryan Kugler

Embrace Email In Your Digital Sales Strategy

MEET

Ryan Kugler

Ryan Kugler is an entrepreneur and strategist with over 25 years of experience in building profitable businesses from conception within both Fortune-500 organizations as well as newly launched startups. He operates on a few key principles: “Be nice to everyone, always return phone calls, and stay in communication with everyone. Ryan Kugler believes you have to embrace both digital selling and old-school ways of selling, such as sending emails and making cold calls. How does he find success with both strategies? Why does he believe persistence pays off? Listen to this episode of Sales Reinvented for a completely different take on digital and social selling.

Outline of This Episode

• [1:10] How are digital and social selling different?
• [1:36] Why is digital selling so important?
• [2:04] Ryan’s blueprint for digital sales
• [3:01] The attributes of a great salesperson
• [3:44] Tools + techniques + strategies
• [4:59] Ryan’s digital selling dos and don’ts
• [8:35] Why persistence pays off

Ryan’s blueprint for digital sales

Ryan has found that email is the easiest way to connect with someone—as long as you do it right. He always asks a question in the subject line so the prospect wants to open your email. Then you give them the answer to the question you asked in the subject line. It […]

Episode #254 – Bill McCormick

Relationships Make Digital Selling a Success

MEET

Bill McCormick

Bill McCormick is the Chief Sales Officer at Social Sales Link and has been using social and digital selling tactics since 2014.  Bill and his training partner Brynne Tillman co-host “Making Sales Social” on The Sales Experts Channel. Bill McCormick believes that relationships are the most important difference between digital selling and social selling. To Bill, digital selling encompasses all mediums. It’s email, SMS, chat, direct messages, phone calls, video, etc. It’s larger numbers and more impersonal outreach. Social selling is social. It’s about establishing a relationship and a connection with a person and moving that relationship along until there’s an opportunity for a sales conversation. Hear his complete thoughts on digital and social selling in this episode of Sales reinvented!

Outline of This Episode

• [1:13] The difference between digital and social selling
• [2:12] Why digital selling is so important today
• [3:55] Bill’s ideal digital selling strategy
• [7:13] The attributes you need to reach success
• [9:44] Tools + techniques + strategies to improve
• [12:14] Digital selling dos and don’ts
• [15:17] Why consistency and persistence are key

How to improve digital selling capabilities

Things can change in a moment. Even as things begin to open, Bill doubts that we’ll return to how things used to be. He believes we’ll be looking at a hybrid model […]

Episode #252 – Justin Zappulla

How to Improve Your Digital Sales

MEET

Justin Zappulla

Justin Zappulla’s career has been highlighted by remarkable performance in sales and sales leadership roles. Today, Justin, is the Managing Partner at Janek Performance Group and co-author of the popular sales book, Critical Selling, is considered one of the top authorities and thought leaders in sales training, sales strategy and overall sales performance improvement. Digital selling is the current evolution of sales and marketing. Organizations have to evolve—or get left behind. They need to identify and connect with customers in ways they haven’t before. Technology enables them to do it faster, more efficiently, and more frequently resulting in better outcomes.

The idea is to be smarter, efficient, and have more targeted selling activities. This should include tools and processes to engage and sell to a customer. It’s engaging in things like digital presentations, videos, digital sales collateral, email campaigns, AI, automation, your CRM, etc. Want to learn more? Listen to this episode of Sales Reinvented with Justin Zappulla!

Outline of This Episode

• [1:13] The difference between digital selling and social selling
• [2:28] How to improve your digital selling capabilities
• [3:05] Justin’s perfect digital selling strategy
• [4:15] The attributes + characteristics of a successful digital seller
• [5:28] Focus on the virtual sales call
• [6:53] Top 3 digital selling dos and don’ts
• [9:01] Justin’s […]
  

Episode #251 – Julie Hansen

Improve Digital Selling by Making Powerful Connections

MEET

Julie Hansen

Julie Hansen is the creator of the Selling On-Video Master Class and the author of a new book on virtual selling, Look Me In the Eye: Using Video to Build Relationships with Customers, Partners, and Teams Nearly everyone has moved to digital selling for the last year or so. Even though things are opening, there will continue to be a digital component or hybrid model in play. Plus, organizations are enjoying the cost-savings from doing virtual meetings. Julie Hansen points out that Gartner predicts that by 2025, 80% of B2B sales will take place virtually.

Organizations need to have a strategy in place to handle the continued transition. How can they improve it? According to Julie, organizations need to focus on making a human connection through technology. How can you connect with people on the other side of the screen? Julie shares her thoughts in this episode of Sales Reinvented!

Outline of This Episode

• [1:04] The difference between digital and social selling
• [1:38] Why is digital selling so important?
• [3:50] Julie’s digital selling strategy
• [7:29] Attributes + characteristics of a great digital salesperson
• [9:13] Tools + techniques + strategies
• [11:25] Top 3 dos and top 3 don’ts
• [13:53] Julie’s favorite digital selling story

Improve digital selling by forming connections

Most companies have enough technology and […]

Episode #250 – Shane Gibson

Shane Gibson’s Digital Selling Blueprint

MEET

Shane Gibson

Shane Gibson has delivered sales keynotes to over 200,000 people on 5 continents on the topics of B2B sales and social selling. He is #5 on the Forbes.com list of the Top 30 Social Salespeople in the World and co-author of the new book “Real Results in a Virtual Economy – How to Future-Proof Your Business.” Many organizations are revising their go-to-market strategies to include digital and social selling. But what should that process look like? How can you find success if you’ve only known a world of traditional sales? Shane Gibson—the co-author of Real Results in a Virtual Economy—shares some of his tips and strategies in this episode of Sales Reinvented. Check it out!

Outline of This Episode

• [1:10] The difference between digital and social selling
• [2:45] Why digital selling is important in today’s world
• [5:15] Shane’s blueprint for a digital selling strategy
• [9:33] The virtual sales competency map
• [13:48] Tools + techniques + strategies to improve digital selling
• [17:59] Top 3 digital selling dos and don’ts
• [22:28] Shane’s favorite digital selling story

Why is digital selling important in today’s world?

What can organizations do to improve their digital selling capabilities? Everyone was forced to sell remotely because of the Coronavirus pandemic. We’ve had seven years of digital adoption happen in a […]