Episode #110: Mark White

Don’t get the Digital Door Slammed in your Face


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 existing client to influence a prospective client, which they would not have been able to do otherwise.

[16.35] What advice would you give to a CEO who hasn’t made the leap of using social selling – Mark suggests that we learn the lessons from companies such as Kodak and Blockbuster.

More About Mark

What was the last book you read?
Mythos (The Greek Myths Retold) – Stephen Fry It’s a new take on some classic stories – always good to learn from the past to build for the future

Who / What inspires you?
Any athlete performing at the highest level Why? Because it’s relatively easy to be good at something but to make those 1% or 2% gains which makes you exceptional takes such perseverance and such mindset that it just has to be admired.

What aspect of your own Social Selling program are you most focused on improving at the moment?
Consistency particularly in writing. I have over 30 articles on LinkedIn topics that I have started to map out and want to write yet there’s always other things to do! I need to ensure that these are forthcoming as they cover topics that the “listening” part of my work has indicated that potential clients are interested in hearing about.

Hobbies, Interests?
Sports fanatic still, although the balance is much more towards watching rather than playing nowadays and exploring more of the wonderful East Anglian countryside! All quite mundane really. Oh and world peace of course … !

How can our listeners contact with you?
LinkedIn is always a good start point at: www.linkedin.com/in/thelinkedinprofessional Alternatively, my website and blog is at: www.linkedintraining.com