Social Selling

Time To Turn Your Sales Team Social?

Time To Turn Your Sales Team Social?
By May 23, 2013 Social Selling

In May of last year, Aberdeen Research Group released a study on social selling in which they revealed that sales reps who have leveraged social selling in their sales process are 79% more likely to attain their quota than those who don’t use social selling in their sales process (15%). The study also cites that the industry average of reps who hit their goal is only 43%.

Recently, Lattice Engines sponsored a study done by CSO Insights in which they looked at Sales Performance Optimization: Sales Strategy and Key Trends Analysis. In the report, they discover that less than two-thirds of sales reps hit their own quota last year and only 57% of companies reached their targets for revenue. One of the key findings is that sales reps spend 20% of their time doing qualifying research (approximately 1 full day out of the work week). Read more ›

Interacting with Sales Teams : The Four Zones

Interacting with Sales Teams : The Four Zones
By May 9, 2013 Social Selling

Have you ever talked to your team and noticed how differently each person listens?

I’ve found that people usually fall into one of four “zones” that influence the way they listen and learn. Interacting with coworkers and employees requires you to know which zone each person is in so you can communicate effectively. Read more ›

Social Intelligence: 3 Reasons To Think Like the CIA

Social Intelligence: 3 Reasons To Think Like the CIA
By April 29, 2013 Social Selling

Social media is a popular topic at just about every company these days. Enterprise, SMB, and even very small companies understand that social media is a key competitive differentiator.

Major players like Facebook, Twitter, and LinkedIn have played a critical part in helping drive the social media phenomenon, and rising subscribership is proving that social business is here to stay. Read more ›

7 Critical Skills of the Social Seller

7 Critical Skills of the Social Seller
By April 11, 2013 Social Selling

The market is evolving.  The Social Seller is replacing the traditional prospector. No more are the days with five hour time blocks to cold call. Successful Reps now spend their five hours tapping into social networks to win business. Why? Because Buyers spend more time online, gathered around their social networks. Today’s Buyer finds influence in Twitter and LinkedIn, not their email or voicemail. Read more ›

Influence Marketing Beyond Social Scoring – Part 1 of the Danny Brown and Sam Fiorella Interview

Influence Marketing Beyond Social Scoring – Part 1 of the Danny Brown and Sam Fiorella Interview
By April 3, 2013 Social Selling

2012 will be remembered as the year social influence scoring became a mainstream conversation among marketers and public relations professionals. It will also be remember as the year that this subject became a lightning rod for heated debate across social platforms, blogs, and at conferences around the world.

Can you accurately measure someone’s influence over social media channels? If so, can it be defined by a numerical score? What value would that score have to people or marketers when achieving high social influence scores can be so easily gamed?  These were just a few of the key points being argued by those early adopters and critics of social influence scoring platforms such as Klout, Kred and PeerIndex. Read more ›

Three Ways To Engage As a Truly Social Business

Three Ways To Engage As a Truly Social Business
By March 20, 2013 Social Selling

1. Tune In

The customer experience is ever evolving and so are customer expectations. To prepare themselves for this, social businesses need to be more responsive and able to react “in the moment” on all channels where customers are communicating. Read more ›