Sales Reinvented Podcast

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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

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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!

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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!

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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

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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

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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 […]

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 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 |2019-01-05T11:19:08-06:00January 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 |2019-01-05T11:03:43-06:00January 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 |2018-11-23T08:28:39-06:00January 16th, 2019|Sales Reinvented Podcast|0 Comments
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