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Episode 115: Mario Martinez Jr

Episode #115: Mario Martinez Jr

Hyper Personalize

MEET

Mario Martinez JR

Mario Martinez JR is the CEO and Founder of Vengreso. He spent 83 consecutive quarters in B2B Sales and Leadership. He is one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” launched in 2018 and named in the Top 10 Sales Influencers by The Modern Sales Magazine in 2018. Mario is the host of the popular Selling With Social Podcast. [01.14] Mario defines Social Selling – is using social networks to digitally prospect.

[03.10] Why haven’t some companies embraced social selling  –Some older leaders have not experienced how to buy or sell in a different way.

[05.19] Which social media platforms should a modern sales professional be active in –It’s important to find out which platforms your customers and prospects are active on.

[06.46] Are there any tools that you recommend as part of a successful social selling strategy – Mario shares that his most valuable tool is the LinkedIn Sales Navigator, if leveraged properly, as well as other beneficial tools being onemob.com, Grammarly, Seamless.ai and Crystal Knows

[08.59] Mario shares his top three social selling do’s and don’ts – Make sure that you do share valuable content, make sure you have a profile that speaks to your buyer and buyers journey and do hyper personalize. Don’t ‘spray and pray’, don’t generalise […]

By |2019-01-05T11:19:08+00:00January 30th, 2019|Sales Reinvented Podcast|0 Comments

Episode 114: Barb Giamanco

Episode #114: Barb Giamanco

You Keep Waiting and The World Keeps Passing You By

MEET

Barb Giamanco

Barb Giamanco is the earliest evangelist of Social Selling and the author of The New Handshake: Sales Meets Social Media. She’s won numerous awards for her commitment to excellence in selling and contributes her expertise and content to the Sales Experts Channel, Top Sales World, Women Sales Pros and through her blog and popular Conversations with Women in Sales and Razor’s Edge podcasts. [01.04] Barb defines Social Selling – The integration of social media as another set of tools into our overall selling process.

[02.32] Why haven’t some companies embraced social selling  –There is some confusion about the different platforms and what they do.

[03.59] Which social media platforms should a modern sales professional be active in –You don’t need every platform, just the platforms where your potential buyers are likely to be.

[05.26] Are there any tools that you recommend as part of a successful social selling strategy – Barb shares the tools that she would recommend including a strategy, a plan, LinkedIn and Twitter. Barb uses content curation tools like Feedly and Anders Pink, as well as Hubspot CRM for her own social selling activity.  Barb believes that your toolkit should be small and focussed.

[08.50] Barb shares her top three social selling do’s and don’ts – Do be friendly, relationship orientated […]

By |2019-01-05T11:03:43+00:00January 23rd, 2019|Sales Reinvented Podcast|0 Comments

Episode 113: Steve Hall

Episode #113: Steve Hall

You Need to Be Where Your Customers Are

MEET

Steve Hall

Steve Hall, Steve is Managing Director of Executive Sales Coaching Australia, co founder of Executive Sales Forum International and a founding member of Sales Masterminds APAC. He specialises in helping his clients sell more effectively at executive level using social media among other approaches.

Key Takeaways From This Episode

[00.58] Steve defines Social Selling –Steve suggests that it depends on who you are and what you sell.  There is true social selling and social influencing.

[01.40] Why haven’t some companies embraced social selling  – Relevance and people being slow to the table.

[02.45] Which social media platforms should a modern sales professional be active in – Steve suggests you need to be where your customers are.

[03.50] Are there any tools that you recommend as part of a successful social selling strategy – Buffer and Social Bee.  Although Steve suggests that some things are better not automated

[04.57 Steve shares his top three social selling do’s and don’ts – Do: Be yourself, be polite and nice (be on your best behavior), be consistent. Don’ts: Connect then sell, don’t be afraid to disagree or be controversial,

[08.50] Steve shares his favourite social selling story – Steve shares a great social selling story about a conference he was promoting through social selling.

[10.45] What advice would you give to a CEO […]

By |2018-11-23T08:28:39+00:00January 16th, 2019|Sales Reinvented Podcast|0 Comments

Episode 112: Dave Byrnes

Episode #112: Dave Byrnes

The Who and the Where

MEET

Dave Byrnes

Dave Byrnes is an award-winning speaker, an author and a trainer. He is passionate about teaching sales to people who hate selling, Dave was featured in the ultimate guide to LinkedIn for Business by Ted Prodmorou, he is the Introverted Networker.

Key Takeaways From This Episode

[00.50] Dave defines Social Selling – Social selling is an access tool to allow salespeople to gain access to customers

[01.18] Why haven’t some companies embraced social selling  – Overwhelm, people pushing too many options and platforms.  Proof of ROI is another reason.

[03.33] Which social media platforms should a modern sales professional be active in – Dave suggests its all about where your audience is.  Intent, what is the audience using the platform for.  Who and where. LinkedIn is Google for Professionals.

[05.35] Are there any tools that you recommend as part of a successful social selling strategy – Dave suggests the most basic tool is just having a plan.  Social post scheduler, content aggregators like ‘pocket’, text expander which helps you to quickly create keyboard shortcuts, SEO support tools.

[08.00] Dave shares his top three social selling do’s and don’ts – Don’ts: Don’t immediately sell after connecting, Do: treat prospects like human beings. Don’t: Post content that screams buy my stuff. Do: Give people value in those posts. Don’t: Treat linkedin like […]

By |2018-11-22T12:29:10+00:00January 9th, 2019|Sales Reinvented Podcast|0 Comments

Episode 111: Ian Moyse

Episode #111: Ian Moyse

You’ve Gotta Earn the Right in Social

MEET

Ian Moyse

Ian Moyse is Sales Director at Natterbox which is a cloud-telephony-provider, he is a sales leader who is widely recognized in the cloud industry and as a social seller. Ian has been recognized by LinkedIn with a Power Profile and was awarded UK Sales Director of the Year by the Institute of Sales Management, he is also a non-executive director for Digital Leadership Associates, who were winner of the Best Social Media management consultancy in 2018.

Key Takeaways From This Episode

[01.02] Ian defines Social Selling – Ian disagrees with the term Social Selling, Ian suggests that social selling is using social media platforms to start a sales engagement.

[01.52] Why haven’t some companies embraced social selling  – Politics, brand control, corporate marketing, lack of understanding, where it fits, thinking it’s a toy to name but a few.

[04.10] Which social media platforms should a modern sales professional be active in – Ian suggest that the answer varies based on your products and services and target market.

[06.54] Are there any tools that you recommend as part of a successful social selling strategy – Buffer as a scheduling software, photo feeler, DLVR.it and Grum.

[08.50] Ian shares his top three social selling do’s and don’ts – Do’s: Get your BIO right, You need to be Sherlock, You’ve gotta […]

By |2018-11-22T11:56:11+00:00January 2nd, 2019|Sales Reinvented Podcast|0 Comments

Episode 110: Mark White

Episode #110: Mark White

Don’t get the Digital Door Slammed in your Face

MEET

Mark White

Mark White is an independent LinkedIn Trainer and consultant, he has been helping company’s to use LinkedIn more effectively to increase sales and improve inbound marketing efforts for almost ten years now. He is a huge advocate for social selling and delivers LinkedIn sales training for his company LinkedIn Training across Europe and the UK.

Key Takeaways From This Episode

[00.58] Mark defines Social Selling –is the use of social media to educate, engage and inform customers with the ultimate goal of selling.

[01.55] Why haven’t some companies embraced social selling  – some people don’t like change, have a lack of knowledge and fear.

[04.27] Which social media platforms should a modern sales professional be active in – LinkedIn, Twitter and You Tube are some of Mark’s favourites.

[05.53] Are there any tools that you recommend as part of a successful social selling strategy – Mark shares three tools that he uses, LinkedIn Sales Navigator, Hootsuite and ACT a small CRM.

[09.21] Mark shares his top three social selling do’s and don’ts – Do’s – listen, be patient and be organised. Don’ts – wait to be contacted, pitch immediately and give up.

[14.05] Mark shares his favourite social selling story – Mark shares a story of how social selling allowed a client of his to leverage an […]

By |2018-11-22T11:33:57+00:00December 26th, 2018|Sales Reinvented Podcast|0 Comments

Episode 109: Matt Heinz

Episode #109: Matt Heinz

The Drive-by Mailbox

MEET

Matt Heinz

Matt Heinz is an Author, a Keynote Speaker and a Consultant. Matt is the President of Heinz Marketing which is a Greater Seattle based marketing consultancy as well as the host of Sales Pipeline Radio. With more than 150K followers in social media, its fair to say that he is a social selling practitioner.

Key Takeaways From This Episode

[00.57] Matt defines Social Selling – Social channels allow salespeople to increase the frequency and intimacy of communication.

[01.58] Why haven’t some companies embraced social selling  – Perhaps there has been a concern in terms of relinquishing control to sales representatives.

[04.27] Which social media platforms should a modern sales professional be active in – No one size fits all.  Matt suggests that the channels you should be using will be based on where your target clients are active.

[06.14] Are there any tools that you recommend as part of a successful social selling strategy – Matt shares some of the tools that he uses as part of his successful social selling strategy.

[07.27] Matt shares his top three social selling do’s and don’ts – Do’s, spend more time listening and learning, develop a system of regular engagement, know your audience and know what they care about. Don’t talk about your products and services, don’t talk about religion and politics and don’t be […]

By |2018-11-22T11:57:11+00:00December 19th, 2018|Sales Reinvented Podcast|0 Comments

Episode 108: Jack Kosakowski

Episode #108: Jack Kosakowski

Getting Visible, Valuable and Connected

MEET

Jack Kosakowski

Jack Kosakowski is a Sales Practitioner who is changing the negative image of millennials, He is the Global Head of B2B Social Sales Execution for the Creation Agency which is a Sales Training and Marketing Agency and is a renowned sales blogger and podcaster, Jack is also on the Social Media Marketing Top 100 Influencers and Brands list by Onalytica.

Key Takeaways From This Episode

[01.05] Jack defines Social Selling – Getting visible, valuable and connected to your buyers.

[01.55] Why haven’t some companies embraced social selling and why should they  – Most companies don’t know how to sell, you can’t teach an old dog new tricks, it takes time and effort.

[03.40] Which social media platforms should a modern sales professional be active in – You should know your buyers and where they are. Pick the channels where you know your buyers live and stick to them.

[04.25] Are there any tools that you recommend as part of a successful social selling strategy – LinkedIn sales navigator, listbuilder, Lead IQ are some of the tools that Jack recommends

[05.18] Jack shares his top three social selling do’s and don’ts – Don’t connect and pitch, don’t think that sharing your companies content, don’t social sell if you don’t have a strategy. Do post regularly and share great content with your […]

By |2018-12-19T07:38:31+00:00December 12th, 2018|Sales Reinvented Podcast|0 Comments

Episode 107: Elinor Stutz

Episode #107: Elinor Stutz

The Buy, Buy, Buy becomes Bye-Bye

MEET

Elinor Stutz

Elinor Stutz is the bestselling author of ‘Nice Girls DO get the sale – Relationship building that gets results’. Elinor is an inspirational speaker and educational trainer with Smooth Sale which is a professional training and coaching organization based in Virginia. Elinor has gained prominence by being voted as one of the brightest minds in sales to follow on Twitter from CEO World Magazine in 2015.

Key Takeaways From This Episode

[01.04] Elinor defines Social Selling – Is being your natural self in a professional manner, the opportunity to build your personal brand.

[01.38] Why haven’t some companies embraced social selling and why should they  – They are afraid of their shadow, lawsuits being afraid of embracing the new. Social selling levelled the playing field.

[03.25] Which social media platforms should a modern sales professional be active in – Elinor shares her preferred go to social media platforms.

[04.35] Are there any tools that you recommend as part of a successful social selling strategy – Elinor suggests that you need to use common sense and respect, these are the tools that a social seller should be using.  Be careful about what you automate. Professionally Personal

[05.42] Elinor shares her top three social selling do’s and don’ts – Do put out your insights or tips. Do answer people who message […]

By |2018-12-05T06:39:45+00:00December 5th, 2018|Sales Reinvented Podcast|0 Comments

Episode 106: Tom Hopkins

Episode #106: Tom Hopkins

You have to Teach them, to Reach them

MEET

Tom Hopkins

Tom Hopkins is a world-renowned Sales author, Keynote Speaker and Sales Trainer. Tom has trained more than 5 million sales professionals across five continents since 1974. He has authored 18 books, his first book How to master the art of selling has sold more than 1.7 million copies, Tom has also mastered the art of Social Selling . Check out Tom Hopkins New Book Fill Your Funnel.

Key Takeaways From This Episode

[01.08] Tom defines Social Selling – Using online resources to network your way to success, here I am lets connect

[01.38] Why haven’t some companies embraced social selling  – They don’t understand the power of using them, social media platforms are like fishing holes, if you want to catch fish you have to go where the fish are.

[02.25] Which social media platforms should a modern sales professional be active in – Do you research and find out which platforms your ideal clients are using. Tom shares which platforms he feels might be best for both b2b and b2c

[05.07] Tom shares his top three social selling do’s and don’ts – Do proof read every message twice, write your posts from the clients perspective, include graphics and keep messages brief. Don’t post buy, buy, buy messages “teach them to reach them”, don’t ignore clients […]

By |2018-11-28T07:48:09+00:00November 28th, 2018|Sales Reinvented Podcast|0 Comments
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