Social Selling

5 Foolproof Ways To Build Your Personal Brand

5 Foolproof Ways To Build Your Personal Brand
By July 11, 2013 Social Selling

The Very Important Equation of Jon Ferrara

Lately our CEO, Jon Ferrara, has been speaking in webinars and in person about the importance of the “personal brand” that every employee needs to build. Yes, it’s crucial for every professional to have a personal brand that acts as a sort of social résumé to show the world their character, mission, beliefs, and ethics. This is the new transparent world we inhabit. Our lives are an open book across cyberspace and, according to Jon, an opportunity to “share our hearts and souls” every day.

Taking this idea up a level, Jon goes on to say that when you augment a personal brand with your professional network, you are creating an asset that he calls “professional net worth.” Read more ›

Step By Step: The Process of Social Selling

Step By Step: The Process of Social Selling
By July 8, 2013 Social Selling

Editor’s Note: It’s a revolution — buying habits have irreversibly changed. The internet has revolutionized the way customers discover and consume information, and social media has transformed the way people communicate. It means buyers could be 60-70% through their buying cycle before they talk with you. As a result, smart businesses are embracing social selling, as Richard detailed in the first of 3 articles. In Part 2, he talked about the importance of engaging and curating to build personal brand and professional net worth. Now, in Part 3, he moves on to the process of social selling: Read more ›

The Buyers Were Liars: A Cautionary Tale

The Buyers Were Liars: A Cautionary Tale
By July 5, 2013 Social Selling

“Well the buyers,

were just liars.”

Recently I was riding Amtrak up to Boston when a cell-phone toting sales person sitting in the row of seats behind me uttered this deathless couplet. It was the last day of the sales month and my fellow passenger, who I will call Jon, clearly was attempting to rationalize his failure to close a much-needed piece of business to one of his bosses. Read more ›

Dive into Social Selling with These 3 Techniques

Dive into Social Selling with These 3 Techniques
By July 1, 2013 Social Selling

Sales organizations are in the midst of big changes. The new customer mandates a new kind of sales. People are networked, doing their own research, talking to each other instead of companies, and ignoring your ads. Sales professionals need to immerse themselves in this ecosystem or they’ll become obsolete. Here are three ways to dive in without an embarrassing belly flop. Read more ›

Consistency: The Key to Building Strong Customer Relationships

Consistency: The Key to Building Strong Customer Relationships
By June 25, 2013 Social Selling

“Success is neither magical nor mysterious. Success is the natural consequence of consistently applying basic fundamentals.” – Jim Rohn (“rags to riches” American entrepreneur)

The Goal: Strong Customer Relationships

Savvy business people understand the role excellent customer service plays in their success. They understand that winning customers and building loyalty doesn’t happen overnight and that building strong customer relationships requires a consistent and ongoing effort to retain their customer’s hard won loyalty.

They know that while pricing is important, loyalty earned through delivering on promises and taking care of customers will often win the sale and keep the customer, even where pricing may be a bit higher.

Read more ›

Pillars of Social Selling: Engagement and Curation

Pillars of Social Selling: Engagement and Curation
By June 24, 2013 Social Selling

In Part 1 of Richard Young’s Social Selling Series, he detailed the 4-step routine that can help “systematize” success. Here is Part 2:

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If you want to succeed with social selling, you need to lay solid foundations.

You can’t just connect or follow and expect people to listen. Instead you need to share intelligent, insightful content that gives your audience a reason to WANT to engage with you. Read more ›