Episode #112: Dave Byrnes

The Who and the Where

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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 […]

Episode #111: Ian Moyse

You’ve Gotta Earn the Right in Social

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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 […]

Episode #110: Mark White

Don’t get the Digital Door Slammed in your Face

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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 […]

Episode #109: Matt Heinz

The Drive-by Mailbox

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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 […]

Episode #108: Jack Kosakowski

Getting Visible, Valuable and Connected

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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 […]

Episode #107: Elinor Stutz

The Buy, Buy, Buy becomes Bye-Bye

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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 […]

Episode #106: Tom Hopkins

You have to Teach them, to Reach them

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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 […]

Episode #105: Andrew Jenkins

The Importance of Social CEO’s

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Andrew Jenkins

Andrew Jenkins is the principal at Volterra which is Toronto based professional services firm, specializing in social selling training, social media strategy and outsourced social media management, He is committed to helping companies grow revenue and compete to win, through the use of social selling and social media strategies, Andrew is also #38 on the Social Selling Supremos Index, #36 on the Top 100 Influencers and Brands by Onalytica and one of the Top 30 People Rocking Social Selling by Pipeliner CRM.

Key Takeaways From This Episode

[01.10] Andrew defines Social Selling – the use of social tools to identify prospects and nurture them along their decision making journey to a closed sale.

[01.38] Why haven’t some companies embraced social selling  – it’s hyped and looks like work, some demographics see it as a social tool not a work tool.

[04.05] Which social media platforms should a modern sales professional be active in – Andrew shares the must use social media platforms and two new emerging social platforms to look out for.

[07.25] Are there any tools that you recommend as part of a successful social selling strategy – Andrew talks about the free Chrome extension called ‘Discoverly’.

[08.35] Andrew shares his top three social selling do’s and don’ts – Do customize messages, Don’t use the default messages.

[11.20] Andrew shares […]