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Sales Reinvented

We at Sales Reinvented are on a mission to change the negative perception of sales people. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is a profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.
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Now displaying: July, 2021

At Sales Reinvented, we are on a mission to change the negative perception of selling. Welcome to the Sales Reinvented Podcast.

Jul 28, 2021

When you’re selling on LinkedIn—or any other social platform—you’re creating conversations. Maybe you’ve made a connection, had a Zoom call, and take the relationship to a trade show, conference, etc. With virtual selling, you may do the entire sales cycle online. The B2B buyer is at a point where they prefer this. So salespeople need to be primed on social selling skills and able to take it to the next level. You have to learn the best way of engaging with customers if you continue to sell virtually. Viveka von Rosen shares some great tips in this episode of Sales Reinvented!

Outline of This Episode

  • [1:34] Social selling versus digital selling
  • [3:42] How to improve digital selling capabilities
  • [4:53] Viveka’s digital selling strategy
  • [7:57] Necessary attributes + characteristics
  • [8:49] Tools + techniques + strategies
  • [10:33] Top 3 digital selling dos and don’ts
  • [12:35] Understanding the pain point you solve

How to improve social selling capabilities

Digital selling isn’t going away. Viveka emphasizes that you must move beyond “Let’s get on LinkedIn'' and “Let’s shoot a couple videos” to teach sellers how to be charismatic online. They need to learn how to move past images and insert their voice. You can do video cover stories that play where your cover photo would normally go. You can record voice introduction videos. Your profile needs to come to life. But your sellers need to know how to use those features. Viveka points out that your competitors will understand the necessity and are becoming savvy. 

Viveka’s digital selling strategy

Before you reach out and engage with people to fill your pipeline, you need to make sure you look good. Many companies in the social selling space need help. Anyone customer-facing needs a good strong brand. From there, they need to be taught how to engage—not connect. You need to learn how to build face-to-name and top-of-mind awareness so when they are invited to connect they’re more likely to say “yes.” 

Then you need to prove value before you try to take the person home. People somehow think they can get on LinkedIn, connect with someone, and start selling their wares. LinkedIn is about creating strong conversations and building know, like, and trust. You nurture those relationships by sharing valuable content. You need to put this all together in an easily repeatable cadence.

What are the attributes + characteristics necessary to succeed? Listen to hear Viveka’s thoughts!

Tools, techniques, and strategies to embrace

Viveka always recommends that you use LinkedIn Sales Navigator. Unfortunately, she points out that a lot of salespeople don’t understand the best ways of using the tool. She also recommends a good CRM—whether it’s Salesforce, Hubspot, or Nimble—that works. Viveka is a huge fan of selling with video. They use OneMob but there are many great email video tools out there. Using video in messages, emails, and texts gives people a great sense of who you are. There are strategies that you can put in place to be more charismatic online. With a little practice, you can use it well and be effective. Listen to hear Viveka’s top 3 digital selling dos and don’ts!

Your buyer needs to experience the pain point you solve

When Viveka started training salespeople how to sell on LinkedIn (in 2009), most people didn't even know what it was. They didn’t understand the value in it. She had flown to New York to speak to a law firm. She can still see them staring at her with their arms crossed, brows furrowed, questioning the validity of selling on LinkedIn. She started to explain the features and watched their eyes glaze over. She finally just told herself to stop talking. She switched gears and asked them how they would buy a car. They all said that they would do research first. 

So she asked them to Google their names. The first thing that came up was the company website. But halfway down the results page would be LinkedIn. So she pointed out that a potential client will look at their profile to make sure they’re a good fit. So she asked them to click on their profile. What they saw was the most bare-boned pathetic example of a profile. She could immediately see their walls come down. Everyone started to listen. 

The moral of the story? You need to get your buyer to experience the point of pain that you solve, to physically experience it. That will move you toward the sale more than anything else.

Resources & People Mentioned

Connect with Viveka von Rosen

Connect With Paul Watts 

Subscribe to SALES REINVENTED

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Jul 21, 2021

Ryan Kugler believes you have to embrace both digital selling and old-school ways of selling, such as sending emails and making cold calls. How does he find success with both strategies? Why does he believe persistence pays off? Listen to this episode of Sales Reinvented for a completely different take on digital and social selling. 

Outline of This Episode

  • [1:10] How are digital and social selling different?
  • [1:36] Why is digital selling so important? 
  • [2:04] Ryan’s blueprint for digital sales
  • [3:01] The attributes of a great salesperson
  • [3:44] Tools + techniques + strategies
  • [4:59] Ryan’s digital selling dos and don’ts
  • [8:35] Why persistence pays off

Ryan’s blueprint for digital sales

Ryan has found that email is the easiest way to connect with someone—as long as you do it right. He always asks a question in the subject line so the prospect wants to open your email. Then you give them the answer to the question you asked in the subject line. It can be a few simple sentences, then you pitch your product. He’s also a huge fan of jumping on the phone. 

Ryan notes that social networking depends on what product or service you’re pitching. If it’s to a consumer, Ryan recommends Instagram or Facebook. If you’re in the B2B space, LinkedIn is the way to go. Ryan has three businesses, none of which are consumer-based, so he doesn’t spend a lot of time on Instagram or Facebook. 

What are the attributes of a great salesperson? Listen to hear Ryan’s thoughts. 

Motivation begins with you

Ryan believes something as simple as listening to great podcasts and being able to hear others’ experiences is extremely helpful. Secondly, you need to educate yourself on sales and find a way to motivate yourself. You have to have the intention to sell. 

If you are a true salesperson, you want to read books about sales, find a coach, a mentor, or something that motivates you to wake up every day and do it. It’s all about investing in personal development. After that, it’s a numbers game: get your name out there. Make sure your product or service is something that people want. 

Ryan’s digital selling dos and don’ts

What rules does Ryan follow to find success with digital sales? He shares some thoughts:

  • When you send an email, your email platform is saving those email addresses. That gives you an address book of people you’ve connected with. Ryan recommends that you go through those contacts once a month and email each person to check-in. 
  • Make sure you’re keeping every email address. 
  • Call and set up an email blast so they get a monthly email pitching your product. 
  • Always reply to every email you get (by the end of the day or within 24 hours). If you don’t return a call or reply to emails, that customer will assume you’re too busy for them and you’ll lose their business.
  • Don’t just sit on your laurels. Just closed a big deal? Great. Celebrate, and get back at it again the next morning. 
  • Always be creating. Don’t get distracted by social media or other tasks. When you’re at work for those 8–10 hours, do the work

Why persistence pays off

Ryan points out that sales involve prospecting, right? You need a base of customers to call. Ryan has a customer he’s been calling for 15 years (leaving messages and sending emails). This person would see his email or hear his name somehow. In March of 2020, COVID hit. This person finally called him back and said “I need this right now.” That phone call led to the biggest sale he’d ever made—it was the same amount of sales he’d done for 25 years. The moral of the story? Don’t give up. The persistence will pay off eventually, even if it takes 20 years. 

Connect with Ryan Kugler

Connect With Paul Watts 

Subscribe to SALES REINVENTED

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Jul 14, 2021

Bill McCormick believes that relationships are the most important difference between digital selling and social selling. To Bill, digital selling encompasses all mediums. It’s email, SMS, chat, direct messages, phone calls, video, etc. It’s larger numbers and more impersonal outreach. Social selling is social. It’s about establishing a relationship and a connection with a person and moving that relationship along until there’s an opportunity for a sales conversation. Hear his complete thoughts on digital and social selling in this episode of Sales reinvented!

Outline of This Episode

  • [1:13] The difference between digital and social selling
  • [2:12] Why digital selling is so important today
  • [3:55] Bill’s ideal digital selling strategy
  • [7:13] The attributes you need to reach success
  • [9:44] Tools + techniques + strategies to improve
  • [12:14] Digital selling dos and don’ts
  • [15:17] Why consistency and persistence are key

How to improve digital selling capabilities

Things can change in a moment. Even as things begin to open, Bill doubts that we’ll return to how things used to be. He believes we’ll be looking at a hybrid model for companies where many more people will work from home. McKinsey reported that 75% of buyers are saying that when they get back in the office, they’d prefer initial meetings to be conducted virtually. 

People need digital communication to set up meetings and have the meetings. Companies need to support their reps with decent technology (camera, microphones, laptop, etc.) and teach them how to use it so they’ll be successful. 

Bill’s ideal digital selling strategy

Bill implores salespeople: Don’t try to build relationships with mass outreach. Use social selling to build relationships. You use digital outreach—like an email campaign—to get valuable information out. The second part—using social selling to build relationships—means you need to slow your outreach to increase your outcome. You have to go fast to go slow. 

So you have to identify social tactics that will build relationships and credibility and build a cadence around that. Don’t just blindly connect with people and pitch your product because they’re your ideal client. You need to identify them, view their LinkedIn profile (or other social platforms), and engage with their content. That gives you a reason to connect with them. Once you’ve done that, you need a well-crafted welcome message with a piece of content that’s educational and ready to send them if they want it. 

When you do this consistently, it builds relationships that lead to more sales conversations. It takes time—but you don't end up burning people. When you do mass outreach and you get a conversion rate of 5–10%, that’s considered successful. But what are you doing to the other 95% of people? When you slow your outreach, you aren’t burning those that aren’t responding. 

Tools + techniques + strategies to improve

Bill believes that much of digital selling will have to be video, which means you have to be comfortable in your own skin. You also have to be authentic and comfortable talking about yourself in a way that shows people that you’re human. You have to be open to learning new technology, tactics, and strategies. You have to be adaptable. Lastly, you must be consistent with digital and social selling. People have to get used to you. It develops a relationship and credibility—that is what makes a difference in your digital selling efforts. 

Video isn’t the future—it’s the here and now. If you’re not using it, you’re being left behind. If you hate the way you look and sound in a video, guess what? You look and sound the same in a physical meeting. It’s not different and you have to get used to it. Treat the camera as someone’s face and look them in the eye when you speak. Eye contact builds trust and it’s no different with virtual communication. All prospects, clients, former clients, etc. are all people. Digital selling can seem impersonal, but you can really create a connection across a screen. 

Digital selling dos and don’ts

Bill shares a few things to keep in mind with digital and social selling: 

  1. Make sure that you’re authentic no matter what medium you’re using. Don’t mislead or manipulate. Don’t give false compliments 
  2. You must understand the difference between synchronous and asynchronous communication. In Jeb Blount’s book, “Virtual Selling,” he shares that asynchronous communication is the giving of information. Synchronous communication is a conversation. You have to know the difference between the two and you have to earn the right for a sales conversation. 
  3. Stop practicing the golden rule and practice the platinum rule. Part of virtual selling is passing along valuable information. Bill notes that “We always tell people what we want to say, not what they want to hear.” The platinum rule? Do unto others as they want to be done unto. It essentially means you need to find out what your prospects care about and tell them what they want to know. 

Bill shares a digital sales story that demonstrates the need for consistency and persistence. Listen to the whole episode to learn more!

Resources & People Mentioned

Connect with Bill McCormick

Connect With Paul Watts 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com

Jul 7, 2021

How do you supercharge your social selling? According to Janice B Gordon, one of the steps is keeping your social selling content relevant to your customer. You also have the freedom to showcase your personality and form connections. Listen to this episode of Sales Reinvented to hear the 7 strategies Janice uses to supercharge social selling effectiveness!

Outline of This Episode

  • [1:03] Keep your social selling content relevant
  • [2:22] How to improve digital selling capabilities
  • [4:32] 7 strategies to supercharge your social selling effectiveness
  • [8:07] The attributes that help a social seller succeed
  • [11:12] Tools + techniques to improve digital selling
  • [13:22] Top 3 digital selling dos and don'ts
  • [16:22] You never know who’s reading your content

How to improve digital selling capabilities

As the world is coming out of the pandemic, everyone is online. Janice points out that if your customers are in the digital pond, you have to be right there with them. 89% of top-performing salespeople find great success on platforms like LinkedIn and Twitter. Janice also shares that 75% of B2B buyers and 84% of executives use social media to make buying decisions. They’re influential, they have large budgets, and they buy frequently. That’s why it’s important to sell online.

Organizations need to train and coach alongside the seller. They often just give them training on selling and shove them off and say “Go and do it.” Janice emphasizes that it just doesn’t work. There needs to be a fundamental mindset shift, especially for an older person. It can take them longer. You need to develop and move people from where they are one level at a time. You’ve got to walk alongside the salesperson until they get it. 

7 strategies to supercharge your social selling effectiveness

Social selling is about finding relevant people to have a relevant conversation to serve them more efficiently. Relevant people are ideal customers, stakeholders, and influencers. You have to understand your target market so you know they are relevant to your particular goal. A relevant conversation demonstrates that you understand what they’re looking for, what’s useful to them, and what will help move them forward. In this episode, Janice shared 7 things that can help you do that.

  1. Nail down your ideal customers (the people that love what you do).
  2. Define and optimize your personal profile for sales. Your profile is the window to your expertise and personality. 
  3. If you have a website, people can find you through content on LinkedIn, which might drive them to download something on your website. People spend far too much time on their websites, not enough on their social profiles. If that profile doesn’t represent you, they won’t travel through it. 
  4. Engage and connect rather than connect and engage. You do this with your personality. Engaging comes with understanding your audience and getting on their radar.
  5. Create visibility through your content that both engages and educates. It’s got to be relevant to them and help move them forward.
  6. Turn social conversations into sales opportunities. Social selling is about developing relevant conversations with relevant people. Ultimately, you want it to lead to sales. Take the social conversation offline (or online) to a targeted meeting with them where they know you’ll talk about a solution with them.
  7. Create a social selling customer growth plan. Once you understand your customers, you need to systemize the process so it is scalable. You want to attract more people to have more conversations to create more sales opportunities. 

The attributes that help a social seller succeed

Social selling is about building opportunities to have relevant conversations. But you have to have confidence in your abilities. That’s why someone needs to walk with you to help develop the skills and confidence you may not have yet. 

Janice believes that you have to engage with personality. Use your humor, your quirky stance on the world, and make it personal. You need a tribe of people that identify with your core values and your interests. It gives you a great starting point. You need to confidently talk about personal things that will engage other people. You have to do this to show that you’re three-dimensional. Janice recommends that you: 

  1. Share three pieces of content and ask questions over a couple of weeks. Why? To engage with the people that answer. A question develops into a conversation
  2. Co-create with the customer. Understand that you don’t have the answer to everything. But by developing your listening and questioning skills, you’ll co-create a solution to get more buy-in. 
  3. Lastly, you must love what you do. If you do, you’ll make a difference. 

What are some tools and techniques to improve digital selling? Keep listening for Janice’s thoughts!

Top 3 digital selling dos and don'ts

What are Janice’s dos and don’ts? 

  • Never contact anyone unless you’ve done your research on them. You must have a feel of who the person is and what they’re about—even if you have to speak to someone else first. Why? First impressions count.
  • Always use that sense of someone in your connection. Connect with them using your personality. 
  • Never connect and sell immediately on LinkedIn. No one wants to hear a pitch immediately. 
  • Don’t wrap a pitch telling someone about yourself. They never asked.
  • Instead, ask them a question about something you’ve already read on their blog. Ask about them and their interests. Let them know you want to learn more. 
  • Do not connect and engage—engage and connect. 

Read their blogs and posts, like and comment. When you comment intelligently, you’re demonstrating an interest in them. You can start a conversation. When you connect with them, they’ll recognize you and be excited for the conversation. 

In this episode, Janice also shares a story that drives home the point that you never know who’s reading your content—so keep them coming. 

Resources & People Mentioned

Connect with Janice B Gordon

Connect With Paul Watts 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com

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