Social Selling

Social selling posts from nationally recognized sales training and enablement expert, Gerry Moran.

Blog More To Sell More.

How To Measure Your Blog Success

86% of customers say they would engage with vendors if they provided insights or knowledge about their industry, states LinkedIn. Blogging is an excellent selling strategy and platform to provide these insights. You are in charge of your personal brand and your sales success. You don’t have to be an expert content marketer. You don’t have to be a social selling savant. You just have to take ownership and find a way to connect with your customer on their terms. You are in charge of your destiny. You Are In…
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Are You Smarketing or Smelling?

Great organizations’ sales and marketing teams converge to create a strategy, an approach, a culture called smarketing. The ones who do not do it so well are, well, are smelling. And your Modern-Marketer customers don’t like smelling, This convergence is a natural evolution led by a better-informed and more-empowered customer.   Johann Wrede, a customer engagement specialist for SAP states, “Customers have less tolerance than ever for content-free interactions, and sellers are struggling to connect early enough in the buying journey to exert influence on the decision. To adapt, marketers…
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Content Is The Key To Open The Door To Social Selling Success

Content Marketing Is Key To Social Selling Success

Content marketing is the key to open the door to your social selling success. And, to walk through that door, you need slide content through the customer’s ‘mail slot’ to make a connection, build a relationship and help close the deal. Yes, helping to frame the business opportunity and presenting features and benefits are essential. However, we do all of that with content. Successful sellers are writers and publishers! Don’t See The Connection Between Content Marketing and Social Selling? Don’t you see the content and selling connection? Well, your customers…
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The Cure For The Common Cold Call Is Social Selling

No Cold Calling

Are you coughing up excuses why you missed your sales quota? Are you working at a feverish pace to get through your call list with no luck? Or, are you feeling depressed and alone since your calls and emails go unanswered? If you are experiencing these symptoms which prevent you from making a successful connection with a new sales prospect, then you have a case of the common bad cold call. The Common Cold Call Is An Epidemic Problem Face it, the impact of the common cold is an epidemic…
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How To Use LinkedIn’s Most-Viewed Connections

Personal Branding | MarketingThink.com | @GerryMoran

My great-grandmother Michelena used to say “If you are going to have people over to your house for a party, then make sure you know who are the most popular, who you need to get to know better, and who can help you. If you are handing out cake, you want to make sure your most influential guests get a piece!” Her advice can help you understand how to use social currency to plan accordingly – investment, influencer planning, sales focus, and content creation to name a few. Do you…
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10 Social Selling Lessons From Gil Gunderson

Social Selling | MarketingThink.com | @GerryMoran

Duh! I should have used social selling! That quote is close to a Homer Simpson quote, but it is truly inspired by his friend and most unlikely Springfield salesman, Gil Gunderson! Today’s sales person is being replaced by the self-educating customer using content and input they find on social media networks and via search. Some are becoming as useful as a highway toll collector. Unless, they figure out how to get ahead of the buying journey! I Should Have Used Social Selling | Gil Gunderson’s Guide To Social Sales from…
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Stop Using Social Media To Drive Sales

You can lead a customer to your brand with social media, but you can’t make them buy from you using social media. This is my B2B marketing advice. In other words, social media does not fit neatly into a B2B marketing strategy and last-touch attribution. So, don’t think  you can tweet and directly cause a million dollar sale. However, you can get on the customer’s radar and start to build a relationship with relevant content and messaging. Get Your Customers To The Watering Hole First So, if want your customers…
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Teach Instead Of Sell

Be A Social Selling Teacher

89% of buyers search on Google, Bing, etc. when planning to make a purchase, according to the Fleishman-Hillard research. There is a social selling lesson here. So, what can you learn from this simple statistic? Today’s selling and marketing lessons are influenced by this customer native behavior. They are learning and educating themselves with or without our help using digital and social sources. We’ve all had customers tell us they have narrowed down their decision to a handful of vendors or products based on their own research. Even worse, we’ve…
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Is Your Sales Team Fishing Where The Fish Are?

Fishing Where The Fish Are | Social Selling

Who needs social selling? If 67% of the buyer’s journey is now done digitally, according to SiriusDecisions, then you do. This buyer research indicates that customers are using the search capabilities and content at their fingertips. They are self-assessing their needs, conducting their own research and making some level of a decision before they ever connect with your company. Essentially, your customers are visiting digital ponds, called LinkedIn, blogs, communities and various social media channels, and schooling themselves. So, are you fishing where the fish are? Or, is your sales…
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Is Your Competition Out Social Selling You On LinkedIn?

Tweet Our RFP | marketingthink.com | @GerryMoran

Why do we talk so much about the new buyer journey and avoid pointing out how the new selling journey is also changing? It’s true many customers are moving as much as 70% of the way through the sales funnel before directly engaging with sales executives. To establish a relationship before you, your competition is also trying to engage with your customer earlier. And, many times beating you to the punch because you have not embraced a social selling strategy. LinkedIn is one of the key social selling tools for…
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