Episode #117: Patrick Tinney

Social Selling, Embrace Positive Risk

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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 […]

Episode #116: Jim Cathcart

Lead With Their Need If You Want To Succeed

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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 […]

Episode #115: Mario Martinez Jr

Hyper Personalize

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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 […]

Episode #114: Barb Giamanco

You Keep Waiting and The World Keeps Passing You By

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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 […]

Episode #113: Steve Hall

You Need to Be Where Your Customers Are

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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 […]