Social Selling

Three Social Selling Methods to Help Your Sales Team Make a Great Impression

Three Social Selling Methods to Help Your Sales Team Make a Great Impression
By January 17, 2013 Social Selling

Social engagement is an opportunity to redefine how you find and serve your customers, and it’s changing the way people connect with companies–as well as how sales teams work.

Your target customers are getting up to 70% of the information they need to make a buying decision before your salesperson even knows they’re looking. On their journey they are gathering information all the way along–from the trigger event that caused the initial interest, up through what Gartner calls the “peak of inflated expectations,” down into the “trough of disillusionment.” By the time your prospect is heading up the “slope of enlightenment” to the “plateau of productivity,” you want to have made a positive, and lasting, impression. Read more ›

New @Nimble #CRM App for @HootSuite Closes the Loop on #SocialSelling

New @Nimble #CRM App for @HootSuite Closes the Loop on #SocialSelling
By December 11, 2012 Social Selling

Today is a big day for us folks at Nimble. Earlier this morning we announced our new Nimble app for HootSuite – available free to all Nimble and HootSuite users. This strategic partnership is significant to our goal of becoming the primary source of consolidated contact insights, and the most effective tool to engage and nurture business relationships. But this integration is important to you too. As a business professional, you know how important it is to track all of your activities – especially conversations that you and your team have with key prospects. The Nimble app for HootSuite makes it easier for you to grow your business network, track social conversations, realize measurable value from your social media investments, and finally close the loop on social selling.

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Is Your LinkedIn Profile Producing Leads?

Is Your LinkedIn Profile Producing Leads?
By October 24, 2012 Social Selling

A recent revamp of LinkedIn’s Profile pages tightens them up. Here’s the new look – and some tips on generating sales leads there.

When you’re consulting expert sources for help acquiring leads online, you’re probably getting advice on subtle sales techniques for Facebook and Twitter. LinkedIn, possibly the best web-based venue for business networking, gets short shrift. Something about it just isn’t as flashy. Or sexy. Or something.

It might surprise you, then, to hear the results of a study of more than 5,000 businesses that our partner HubSpot conducted earlier this year. The survey indicated that LinkedIn generated the highest visitor-to-lead conversion rate (2.74 percent). Twitter (.69 percent) and Facebook (.77 percent) trailed considerably.

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5 Ways Nimble Makes Contact Management an Effective Social Sales Tool

5 Ways Nimble Makes Contact Management an Effective Social Sales Tool
By September 7, 2012 Social Selling

Still using a traditional CRM system? Social selling requires the management of relationships, not just contacts. Here’s how Nimble facilitates this.

Good contact management software – desktop software like Goldmine, ACT! and Maximizer – was a godsend in the 90s, and it’s still being used successfully today.

But social selling demands more. Customers now do their own research about you by asking questions and sharing information within their online networks. Your job as a salesperson has become less about describing the features and benefits of your products or services and more about exploring social venues and building relationships.

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Low on Leads? Revamp Your Landing Pages

Low on Leads? Revamp Your Landing Pages
By August 17, 2012 Social Selling

Getting prospects to click on a link to claim a free trial or other offer is only half the battle. How do you get them to fill in the blanks?

Social selling – identifying sales leads through social media — is rooted in the process of building customer relationships. There are countless unstructured ways to accomplish this customer management, a lot of which depends on your own personality, passions and style.

Landing pages, on the other hand, offer a more direct, cut-and-dried method. Someone who has filled out a form on your website or blog – or in response to an email – is interested in your company, perhaps intrigued by the offer of a free sample or trial, a white paper or a contest, and could be a solid lead.

The internet landscape is littered with partially-completed forms, though. How do you keep prospects from abandoning you halfway through?

Common Sense Guidelines

As with relationship management, there are numerous approaches to crafting effective landing pages, a variety of ways to coax visitors into telling you what you want to know and clicking the button at the bottom of the screen. So experiment – but start by employing best practices that have been successful for other companies. Here are some of them: Read more ›

Specialty Forums: Zero in on Your Target Market

Specialty Forums: Zero in on Your Target Market
By August 13, 2012 Social Selling

“Shopping” is sometimes just that: looking around, browsing, gathering information and opinions about a product. Today’s customers do a great  deal of this before they buy. If they want to see a product, they might go to a gargantuan superstore, but they might also prefer to go to a specialty shop where they could more easily chat with someone who’s an expert in their field.

Richard Young Social Forums

There should be room in your social media plans for interacting on community forums. It’s easy to get lost on Facebook and Twitter, and more specialist discussions often yield better results. Sometimes called groups these sites provide opportunities for you to establish yourself as a friendly expert, which  could lead to sales.

Look for forum rules and follow them to the letter. Many forum managers want their discussions to be ad-free, though they sometimes will set up a special space for vendors. If it’s not spelled out in the rules section, email the manager and ask if you can include a link to your blog or website in your signature line. Establish yourself as an expert by providing answers to questions.

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