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Episode 122: Tim Hughes

Episode #122: Tim Hughes

Could Social Selling be Your Legacy?

MEET

Tim Hughes

Tim Hughes is universally recognised as one of the world’s leading pioneers and exponents of Social Selling and he is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. He was responsible for a large-scale sales transformation within Oracle, the result of which delivered in excess of $100m in sales uplift. He is currently leading a number of sales transformation programmes in large B2B organisations. He is also Co-Founder and CEO of Digital Leadership Associates and co-author of the bestselling books “Social Selling – Techniques to Influence Buyers and Changemakers” and “Smarketing – How To Achieve Competitive Advantage through blended Sales and Marketing”. Both published by Kogan Page. [01.36] Tim defines Social Selling – it isn’t selling over social. It is the way sales people need to change or react to the way buyers have changed the way they buy.

[02.25] Why haven’t some companies embraced social selling –Tim relates the reluctance of embracing social media to the way people embraced e-mails when they first appeared, people don’t want to change with the times.

[03.28] Which social media platforms should a modern sales professional be active in – Tim relates to B2B enterprise and feels that here you have to be in LinkedIn and that you need a buyer […]

By |2019-03-20T09:32:03-06:00March 20th, 2019|Sales Reinvented Podcast|0 Comments

Episode 121: Kurt Shaver

Episode #121: Kurt Shaver

Always Be Connecting

MEET

Kurt Shaver

Kurt is the Chief Sales Officer and a co-founder of Vengreso – a digital sales training company. He frequently speaks about digital/social selling at sales kickoffs and conferences like Dreamforce, Digital Sales World, and Sales 3.0. [00.50] Kurt defines Social Selling – it’s using social networks to sell, which can be further broken down into two halves – outbound prospecting and inbound marketing.

[02.44] Why haven’t some companies embraced social selling – Kurt feels one of the biggest reason is because leaders don’t understand it or they misunderstand it.

[04.33] Which social media platforms should a modern sales professional be active in – The ones that your customers are on. For most B2B professionals that is LinkedIn – a business network. Kurt shares how some business constituents could lean towards different networks.

[06.49] Are there any tools that you recommend as part of a successful social selling strategy – Kurt relates the outbound prospecting activity towards LinkedIn Sales Navigator however for inbound marketing, sharing content online Kurt recommends many tools such as the Buffer ap, Hootlet to help individual business owners and Everyone’s Social and GaggleAMP as enterprise level content sharing tools for companies.

[09.09] Kurt shares his top three social selling do’s and don’ts – Do upgrade your profiles – change it from a resume to a customer resource, do […]

By |2019-02-15T14:43:32-06:00March 13th, 2019|Sales Reinvented Podcast|0 Comments

Episode 120: Daniel Disney

Episode #120: Daniel Disney

Don’t Stalk Your Customers!

MEET

Daniel Disney

Daniel Disney has been called the real king of Social Selling, with an audience of over 450,000+ followers and millions of pounds of sales generated via social selling, Daniel is now on a mission to help as many people as possible leverage social to its full potential to sell. • [01.01] Dan defines Social Selling – as any form of selling or sales activity that utilises or includes social media.
• [01.25] Why haven’t some companies embraced social selling –Dan feels that it is because it is a change and change isn’t easy. In sales we’ve been doing cold calling and other traditional sales methods for such a long period of time that integrating something that is still so new such as social selling is going to take a few more years before it becomes as common practice as other methods.
• [02.32] Which social media platforms should a modern sales professional be active in – It’s whichever social media platforms their prospects or customers are using.
• [03.04] Are there any tools that you recommend as part of a successful social selling strategy – Dan shares that one of his most crucial tools he uses at present is Auto-Scheduling, which helps to make sure that his social presence is consistent by creating and scheduling content on a regular […]

By |2019-02-15T14:17:14-06:00March 6th, 2019|Sales Reinvented Podcast|0 Comments

Episode 119: Viveka Von Rosen

Episode #119: Viveka Von Rosen

Don’t Be Like Blockbuster!

MEET

Viveka Von Rosen

Viveka von Rosen is Cofounder of Vengreso, the largest provider of full spectrum digital sales transformation solutions. Known as the @LinkedInExpert, she’s author of the best-selling LinkedIn Marketing: An Hour a Day & LinkedIn: 101 Ways to Rock Your Personal Brand!”. She is a contributing expert to LinkedIn’s official Sales and Marketing blogs and their “Sophisticated Marketer’s” Guides and is often called on to contribute to publications like Fast Company, Forbes, Money, Entrepreneur, The Social Media Examiner. Viveka takes the LinkedIn and social selling experience over the past 12 years and transforms it into engaging and informational digital sales strategies, tactics, and tools including personal branding, social selling training, and content for sales. [01.15] Viveka defines Social Selling – is the combination of your brand that you create online, the content that you share to position yourself as an expert and thought leader amongst your audience and the conversations you have in order to build that audience and to further position yourself as an expert within it.

[02.11] Why haven’t some companies embraced social selling  – it’s a combination of fear of the tools themselves, and the time investment to learn the tools . Viveka also feels that some people are hesitant as they still think that social selling is social media, they still think […]

By |2019-02-27T09:19:29-06:00February 27th, 2019|Sales Reinvented Podcast|0 Comments

Episode 118: Mark Williams

Episode #118: Mark Williams

You Can’t Automate Relationship Building

MEET

Mark Williams

Mark Williams is a LinkedIn trainer, a social selling speaker and coach. He is the founder of winbusinessin which is an online social selling and support training business based in the UK. Mark has been training people on the use of LinkedIn for almost 10 years and is widely known in the business as Mr LinkedIn. He is also the host of the LinkedInformed Podcast. [01.05] Mark defines Social Selling – Social Selling is the influencing of the decision making process through social media

[01.32] Why haven’t some companies embraced social selling  – Mark believes it takes people time to change, establish practices etc.  Social Media where your customers are which is why you should be too.

[02.45] Which social media platforms should a modern sales professional be active in – Mark suggests using appropriate Social Media channels where your prospects are.

[04.13] Are there any tools that you recommend as part of a successful social selling strategy – Mark shares that there are some tools to consider using in social media such as native video in LinkedIn.  Clips which is an IOS app for making short quick videos to post on LinkedIn.  (Apple App), Mark is not a fan of tools that automate your social media, as he feels that selling is about building relationships.

[08.07] Mark shares […]

By |2019-01-05T12:33:44-06:00February 20th, 2019|Sales Reinvented Podcast|0 Comments

Episode 117: Patrick Tinney

Episode #117: Patrick Tinney

Social Selling, Embrace Positive Risk

MEET

Patrick Tinney

Patrick Tinney is an author, a speaker and a sales and negotiation trainer. His two books Unlocking Yes and Perpetual Hunger are must-haves for anyone serious about their professional development in sales. Patrick is also one of the sales experts on the Sales Experts Channel and a keen social selling practitioner. [00.56] Patrick defines Social Selling – It’s a pop-up meeting with selling in the middle of it.

[01.28] Why haven’t some companies embraced social selling  – Patrick believes that there is a real reluctance for companies to step outside of the box.  Patrick believes that social selling is an amazing opportunity to convert more people over to your company faster.

[02.41] Which social media platforms should a modern sales professional be active in – LinkedIn, Twitter, YouTube and Podcasts.  Patrick’s go to social media platforms are LinkedIn, and Twitter although Patrick is leaning more and more towards YouTube.

[03.50] Are there any tools that you recommend as part of a successful social selling strategy – Patrick shares a golf analogy about scheduling tools, he suggests that he can’t be creative into the future, he is creative in the present to ensure that he is in step with the mood of the clients in the present.

[05.12] Patrick shares his top three social selling do’s and don’ts – Do’s […]

By |2019-01-05T12:04:40-06:00February 12th, 2019|Sales Reinvented Podcast|0 Comments

Episode 116: Jim Cathcart

Episode #116: Jim Cathcart

Lead With Their Need If You Want To Succeed

MEET

Jim Cathcart

Jim Cathcart is the bestselling author of Relationship Selling and 18 other books, and he’s been inducted into the Sales & Marketing Hall of Fame in London. He was also listed in the Top 100 Sales Influencers in 2017 by Tenfold and It’s been noted that he is the most award-winning professional speaker alive today. [01.00] Jim defines Social Selling – It’s just simply selling…selling is a helping profession.

[02.45] Why haven’t some companies embraced social selling  – It’s a mindset issue, Jim suggests that it was the same when the telephone came around.  We have more communication tools available today than we have ever had.  Jim suggests that with the rise of social selling we have added responsibility to think of your social presence in the world that you manage intentionally and intelligently.

[04.18] Which social media platforms should a modern sales professional be active in – It depends…on where your audience is.  Know your customers PMOC, preferred mode of communication.

[06.15] Are there any tools that you recommend as part of a successful social selling strategy – Jim suggests that images rule!!  Keep your ‘I Content Low’ and your ‘You Content very high’, Lead with their need if you want to succeed.

[08.43] Jim shares his top three social selling do’s and don’ts […]

By |2019-01-05T11:47:53-06:00February 6th, 2019|Sales Reinvented Podcast|0 Comments

Episode 009: Tony Hughes

Episode #009: Tony Hughes

Leading with Value

MEET

Tony Hughes

Tony Hughes is a B2B Sales Leadership Expert, Keynote Speaker, Sales Enablement Facilitator and the best selling author of The Joshua Principle: Leadership Secrets of Selling. Tony is also an award winning blogger in LinkedIn with more than 80,000 followers and he has been recognized as the #1 influencer in Asia-Pacific for professional selling.

Key Takeaways From This Episode

[1.40] ‘Confidence is the feeling you have just before you understand the situation’ – Advice from Tony’s Flight Instructor, which Saved Tony’s life, a story for another episode.

[4.33] ‘Lead with Value’ – Buyers are not lonely they are stressed and time poor. Sellers need to lead with Value.

[6.20] ‘Selling is Not a Profession’ –  Here’s Why – There is No Peak Standards Body, No Consequences for Malpractice, Very Few Universities offering Sales Related Degrees.

[8.12] ‘Key Attributes of a Successful Sales Professional’ – Naturally Inquisitive, Proper Diagnosis, the Ability to Write, If you can’t write you can’t sell!

[10.40] ‘Tony’s Top Three Sales Do’s and Don’ts’ – Lead with insight, Build Strong Personal Brand, Map the power base stop leading with who we are.

[15.43] ‘Tony’s Advice to his Younger Self’ – Just relax and don’t be too hard on yourself.

More About Tony

What is your all time favourite sales-related movie?
The Pursuit of Happiness

Favourite sales related quote?
You can get everything in life you want if […]

By |2016-12-08T06:03:25-06:00December 8th, 2016|Sales Reinvented Podcast|0 Comments

Episode 008: Jill Konrath

Episode #008: Jill Konrath

More Sales, Less Time

MEET

Jill Konrath

Jill Konrath is an international sales speaker and bestselling author of 4 books, Including, notably SNAP Selling, Agile Selling and Selling to Big Companies. Jill’s latest book More Sales, Less Time is out soon. Jill was also recently named by Salesforce as one of the top 7 sales influencers of the 21st century.

Key Takeaways From This Episode

[00.54] The First Woman on Mars – Jill tells us about her childhood dreams.

[02.27] The Key Attributes of a modern successful sales professional – Continuous Improvement, Grit, Constantly Experimenting, Pushing yourself to the edge of your comfort zone.

[04.40] Jill’s Top Three Sales Do’s and Don’ts – Do realize that you make a difference, always be experimenting, use your time well during the day, Avoid Task Switching.

[07.45] Jill’s most satisfying Sales Pursuit – Think systems, build on your messaging and keep moving forward.

[10.33] More Sales Less Time – Jill tells us about her new book and explains how it will help you take better control of your time.

[12.40] Thought Disintegration – Multi-tasking reduces your IQ by 5 points for Women, for men it’s catastrophic. The digital world is helping and hindering us. Take the More Sales Less Time Challenge.

More About Jill

All time favorite sales-related movie?
I hate them all. Everyone single one portrays salespeople in a bad way.

Favourite sales related quote?
“Never believe in Never.” Robert Schuller

Which sales book […]

By |2016-12-06T10:42:51-06:00December 6th, 2016|Sales Reinvented Podcast|0 Comments

Episode 007: Jamie Shanks

Episode #007: Jamie Shanks

Create Buyer Centric Social Profiles

Meet

Jamie Shanks

Jamie Shanks is the author of the new bestseller ‘Social Selling Mastery’, he is the CEO of Sales for Life, which is a Toronto based professional sales training and coaching company. Jamie holds an MBA from the University of South Australia, he also managed to get an honorable mention on the Forbes Top 30 Social Sellers list.

Key Takeaways From This Episode

[00.54] How does a Stockbroker become a Sales Professional? – Sales found Jamie, after he completed his MBA in Australia.

[03.48] Full Digital Selling Departments  – What’s coming next, Complete Sales & Marketing alignment, Team Revenue.

[04.54] The Changing role of Outside Sales – Team revenue goal alignment, Demand generation waterfall process, Studio Sales reducing cost of sales.

[11.18] The Key Attributes of a modern successful sales professional – The ability to learn, change and adapt and most likely to align to positive sales outcomes.

[13.40] Jamie’s Top Three Sales Do’s and Don’ts – Go into your Social Profiles and walk a mile in your customers shoes, Content curation, Sphere of Influence Triggers.

[20.25] Jamie’s advice to his younger self – Treat your support team as equals.

More About Jamie

What is your all time favourite sales-related movie?
Groundhog Day (Not a Sales Movie) but the secret of life is contained in this movie

What is your all time favourite sales-related movie?
Glengarry Glen Ross, Pursuit of Happiness

Favourite sales […]

By |2016-12-05T17:17:35-06:00December 1st, 2016|Sales Reinvented Podcast|0 Comments
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