The Social Selling Podcast by Linking into Sales

Pre-show Important Note: Greg Hyer passed away suddenly in his sleep on the night of August 15, 2018, leaving a wife and five children. This show was recorded before Greg’s passing and we both were excited about having Liesl Mathis from Red Hat on the show for the second time. Something came up the day of the recording and Greg was unable to join us at Red Hat to record it but we talked before and after the show. I felt it was a good show and he was excited to both hear it and get it out. After Greg passed I chose to release the show with an intro explaining what occurred and asking people that have enjoyed the show to contribute to his family’s Go-Fund-Me site: https://gf.me/u/kq62pa  . I also plan on doing a tribute show and welcome people that gained value from Greg or the show that want to contribute, to please contact me at [email protected]  

I hope you enjoy this show and reflect on the contribution Greg Hyer made in our lives.

The way we are selling is changing! You can’t expect the old ways to work and this is why the value of social selling that we are discussing on this show is so important to understand. Liesl Mathis explains how they work as a team at Red Hat to use tools, content and insights to correctly build relationships with the customers that lead to sales.

Topics covered include:

How to use automated support and technology and have the customer feel like it is an authentic connection, especially when a team is working on the sale and the customer has a team deciding on the sale                                           

The difference between thinking of just being a thought leader vs. showing true insight into the customer’s world and challenges

An inside look at what Red Hat is doing in sales that can be applied to your company

We also talked about “I can’t believe they did that” from professionals online,

highlighting the following points of what to do and what to avoid:

Make sure you are NOT that person

Good tips to make you visible

Including having a picture visible outside your network

A good summary and more

Plus, the podcast (not the video) has a discussion about using Twitter in Social Selling.

Connect to Liesl Mathis online

On Twitter: https://twitter.com/lieslmathis

On LinkedIn: https://www.linkedin.com/in/lieslmathis/

Connect to Martin Brossman

On Twitter: https://twitter.com/martinbrossman

On LinkedIn: https://www.linkedin.com/in/martinbrossman/

Thanks again to all that donated to the Go-Fund-Me site for Greg Hyer’s family (remember, even though the goal was reached, you can still donate) https://gf.me/u/kq62pa

If you are open to contributing by being interviewed for a tribute to Greg Hyer, please contact me directly at [email protected] and please add to the subject line. “Tribute to Greg Hyer”.  My intention is to collect things people have gained and learned from Greg Hyer and the show and to produce this as content for the next show.

Will end with this slideshow of Greg Hyer and I working together over the years:

B2B Social Selling Training Online

Visit SocialSelling.Training to access the most comprehensive online social selling training available. Start your training off for with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduct...

Yes, Sales Pros need to be familiar with GDPR. Martin Brossman talks with Tim Hughes, author of “Social Selling: Techniques to Influence Buyers and Changemakers,” about GDPR (General Data Protection Regulation) and it’s impact on anyone doing international sales.  If you do any business international sales you need to understand how this can affect your business and the liability risk .

Some questions relating to sales and marketing we discussed:

* Is cold calling banned? What is the impact on cold calling?

* Is cold outreach (emails, letters, DMP, email marketing, etc) banned?

* What is the impact on Linkedin? Teamlink? Sales Navigator?

* What is the impact of using subcontractors?

* What about the data in a CRM or the data a salesperson may hold on a spreadsheet on their PC?

* What is the impact of GDPR on social selling?

We will discuss how this is a fundamentally changes sales and marketing.

Learn more about Tim Hughes, an expert on Social Selling, at: 

LinkedIn: https://www.linkedin.com/in/timothyhughessocialselling/

Twitter: https://twitter.com/Timothy_Hughes

Tim Hughes’s blog, packed with useful information:  http://www.social-experts.net/blog/

Link to Tim Hughes’s Social Selling book: “Social Selling: Techniques to Influence Buyers and Changemakers”

B2B Social Selling Training Online

Visit SocialSelling.Training to access the most comprehensive online social selling training available. Start your training off for with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today.

Audio Run-time: 57:09

The Social Selling Podcast by Linking into Sales is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support sales and buying cycles and help them become more proficient in social selling.

* Follow us on Twitter: Twitter.com/linkingin2sales

* Join our LinkedIn Group: https://www.linkedin.com/groups/2450586

* Add us to your Google+ Circle: https://plus.google.com/+LinkingIntoSales

* Subscribe to us on YouTube: https://www.youtube.com/LinkingSales

* Talk with us on Facebook: Facebook.com/linkingintosales

 

David Amerland joins us exploring the connection with what he learned over the last three years writing his book “The Sniper Mind: Eliminate Fear, Deal with Uncertainty, and Make Better Decisions”.  Join us on a journey about what David learned by interviewing and researching top military snipers and how that applies to business, social selling and personal success. As David explains the military sniper carries a great responsibility to make sure to hit the right target and only the right target. These people have nothing biologically over the rest of us but have to get results with massively challenging and changing environments.

Topics explored include:

How over the years military analogies have been used in business but few business people have live bullets shooting back at them. But their are dynamic similarity that can be useful to understand. The competitive advantage of borrowing the right strategies.

What are real things David learned in his 3 year research that we all can use to be more effective in complex changing environments such as in business-to-business Social Selling.

David’s journey of interviewing 100 military snipers and earning their trust.

And much more!

Here is a link to David Amerland’s latest book on Amazon: The Sniper Mind: Eliminate Fear, Deal with Uncertainty, and Make Better Decisions  

Additional Links

* David Amerland’s website

* David Amerland’s LinkedIn Profile

* David Amerland’s Twitter Profile

Guest Co-host for this show was Tricia Lucas of Lucas Select.

B2B Social Selling Training Online

Visit SocialSelling.Training to access the most comprehensive online social selling training available. Start your training off for with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today.

Audio Run-time: 01:00:12

The Social Selling Podcast by Linking into Sales is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support sales and buying cycles and help them become more proficient in social selling.

* Follow us on Twitter: Twitter.com/linkingin2sales

* Join our LinkedIn Group: https://www.linkedin.com/groups/2450586

* Add us to your Google+ Circle: https://plus.

“Put your money where your mouth is.” That’s how Brandon Ansel came up with the idea for pitch Me. This social platform helps connect providers and deciders. In exchange for 15 minutes of time with a decision maker, a sales rep donates to their non-profit of choice. Listen and found out how you can use this platform to improve your social proximity and help a charitable cause at the same time.

About three and a half years ago, Brandon was asked to innovate for his insurance agency. One day a sales rep got a hold of him after lying to his assistant. In that conversation, Brandon asked the sales rep to make a $50 donation to a his preferred charity and he would give him an hour. The sales rep gladly said yes. The problem was how to facilitate the transaction. This is how pitch.Me was conceived.

In this episode you will discover how respectful commerce showing sales reps and decision makers how they can connect to do business while helping non-profit organizations with funding their mission. Over $600 Billion is spent on prospecting every year. That’s a lot of wasteful spending when you consider a platform like Pitch Me can help improve your social proximity by getting you direct access to a decider and help a charitable cause. It’s an approach more and more executives are taking to make a big impact in their work and for their selected non-profit.

To connect with Brandon, reach out to him on pitch.Me.

Social Selling News

LinkedIn CEO, Jeff Weiner, says they’re open to the idea of original video content. https://www.geekwire.com/2017/linkedin-ceo-jeff-weiner-says-theyre-considering-original-video-content-possibly-even-bidding-nfl-game-rights/

Serving Top Comments in Professional Social Networks – A look at how LinkedIn’s “Comment Viral Updates” work https://engineering.linkedin.com/blog/2017/09/serving-top-comments-in-professional-social-networks

Twitter officially expands its character count limit to 280. https://techcrunch.com/2017/11/07/twitter-officially-expands-its-character-count-to-280-starting-today/

B2B Social Selling Training Online

Visit SocialSelling.Training to access the most comprehensive online social selling training available. Start your training off for with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today.

Audio Run-time: 00:44:47

The Social Selling Podcast by Linking into Sales is a professional development podcast geared towards sales and...

Convincing Someone to Hire You is Sales

How should a sales professional sell themselves to a sales recruiter and get submitted for that six-figure sales opportunity? In this episode of the Social Selling Podcast, Martin Brossman talks with Tricia Lucas of Lucas Select, a sales, marketing, and tech recruiting agency based in Raleigh, NC.

Tricia Lucas offers some great insights for sales professionals considering a transition.

1.  Understanding Market Value

A strong sales candidate knows how to converge passion, strengths, and market value when selling a product or service as well as their own career. They can’t be successful at sales if they don’t. I look for this convergence when I explore the social profile of sales candidates.

2. Demonstration of Thought Leadership

I also continue to emphasize the value of Thought Leadership. Sales experts maximize their strengths by staying relevant to mentors, thought leaders, and others that are successful in their field. They connect with them through community networks and industry conferences and they take advantage of the access to professional development opportunities, continuing education, relevant networking opportunities. They are high achievers and never stop their professional and network development and seeking “best practices” just because they are employed. This is easily identifiable in online activity. Who do they follow? Who are they connected to? Who do they communicate with?

3. Additional Traits: Intellectual Curiosity, Resilience, Critical Thinkers, Emotional Intelligence, Coachability, Flexibility

My Clients are made of fast growing innovative technology companies. They are often small to mid-size or startups. These entrepreneurial organizations need top talent to solve problems and build new solutions that will give them a competitive advantage. They need insightful sales professionals to analyze large amounts of data about their customer’s business practices, buying habits, stakeholders, competitors, and marketplace trends to make sense of the bigger picture in order to map out and execute a sales strategy for each customer. I look for candidates that demonstrate intellectual curiosity and can understand, in depth, their client base and the critical needs of that base. These folks are imaginative, curious, intellectual, and creative with the ability to motivate their prospects to speak openly and freely about their true needs. They need to be critical thinkers and fast learners to stay ahead of the technology, not just keep up. They need to adapt to change quickly and have the emotional intelligence to navigate corporate hierarchies and get past office dramas to work with all co-workers and clients for the end game. These are the traits that I piece together when evaluating a candidate’s online journey.

Social Selling News

Married businesswomen reveal they’ve been forced to add ‘Mrs’ to their names on LinkedIn to ward off unwanted advances from ‘creepy’ men http://www.dailymail.co.uk/femail/article-4973536/Businesswoman-forced-add-Mrs-LinkedIn-name.html

InsideSales, InsightSquared, SalesLoft Partner with LinkedIn http://www.destinationcrm.com/Articles/CRM-News/CRM-Across-the-Wire/InsideSales-InsightSquared-Partner-with-LinkedIn-121041.aspx

In this episode of the Social Selling Podcast by Linking into Sales, Martin Brossman talks with Jon Ferrara of Nimble.com and shows an example of connecting to someone on Twitter that lead to an important breakfast meeting. He also shows how we gain more information from text, to phone, to face to face. When you sit across the table and break bread, just listen and you will build a deep connection.

Jon also talks about the process he uses to build relationships before going to a conference.

Also hear how Jon scaled Goldmine to $100 Million in revenue without taking any venture capital.

A few quotes from the show.

“The more digital we get the more human we need to be.” – Jon

“It’s the basics that wins games.”

“If you teach people to fish they will figure out you sell fishing poles!”

“Contact info is like a loaded gun and you just don’t go shooting people.”

Tip: Don’t send generic invites, responses or replies if you are serious about building lasting business relationships of value. Use tools, like Nimble, to learn something more about them.

Resources referenced on the show:

* Meet Nimble Prospector – The Simply Smarter Way to Prospect

* About Nimble Prospector

* Effortlessly Import Twitter Lists to Nimble From the Web

B2B Social Selling Training Online

Visit SocialSelling.Training to access the most comprehensive online social selling training available. Start your training off for with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today.

Audio Run-time: 56:30

The Social Selling Podcast by Linking into Sales is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support sales and buying cycles and help them become more proficient in social selling.

* Follow us on Twitter: Twitter.com/linkingin2sales

* Join our LinkedIn Group: https://www.linkedin.com/groups/2450586

* Add us to your Google+ Circle: https://plus.google.com/+LinkingIntoSales

* Subscribe to us on YouTube: https://www.youtube.com/LinkingSales

* Talk with us on Facebook: Facebook.com/linkingintosales

The Social Selling Podcast brings back Kevin Thomas Tully to discuss buyer intent and why is the new standard in sales data. It enables both the social and non-social sales professional to personalize and leverage real-time conversations wherever and whenever they occur.

Kevin Thomas Tully is a globally-recognized Social Selling and Big Data strategist who employed the principles of Social Selling long before the term entered the popular business vernacular.

A Johns Hopkins-trained scientist, Kevin has applied predictive analytics and data mining to the sales process for more than a decade to gain a strategic marketplace advantage for leading brands worldwide. In his current role as Global Director of Social Selling Operations at Creation Agency, Kevin drives sales and marketing enablement strategies and revenue growth throughout digitally-savvy organizations.

5 Buyer Intent Data Behaviors to Avoid:

* IP or Cookie-Based “Intent Data” Providers. If you ever hear the word “surging” – Run. Run Fast.

* Buyer Intent Data that cannot be delivered LIVE. “If it takes too long, you know it’s wrong.”

On this show we take a deep dive in enhancing your customer’s experience that leads to greater sales with Barbara Giamanco. Her expertise includes Sales, Social Selling, Customer Experience. She is a best selling author, Speaker, Corp Webcast & Podcast Host. Be the curator of top information for your customer. You need to be always committed to learning.

Some of the questions explored on this show:

* What do you mean by the experience factor in sales?

* Buyers have pretty high expectations of sales people these days. What do buyers expect sellers to bring to the table?

* One of the most crucial elements of creating great sales experiences is that first interaction and beyond. Why does message matter so much?

* What is the right way to put together a message that will pique buyers interest?

* If there was one piece of advice you would offer salespeople today, what would it be.

* What about the customers that only care about price?

One of the tools mentioned was InsideView.

One of the books mentioned on the show: Selling To Zebras – The Untold Story…For Salespeople Kindle Edition by Chad Koser (Author), Jeff Koser (Author)

 Learn more about Barbara Giamanco at:

* LinkedIn https://www.linkedin.com/in/barbaragiamanco/

* Social Selling Blog: http://barbaragiamanco.com/

* Hear her podcast show, The Razors Edge: https://itunes.apple.com/us/podcast/the-razors-edge/id1011899021

B2B Social Selling Training Online

Visit SocialSelling.Training to access the most comprehensive online social selling training available. Start your training off for with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today.

Audio Run-time: 55:45

The Social Selling Podcast by Linking into Sales is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support sales and buying cycles and help them become more proficient in social selling.

* Follow us on Twitter: Twitter.com/linkingin2sales

* Join our LinkedIn Group: https://www.linkedin.com/groups/2450586

* Add us to your Google+ Circle: https://plus.google.com/+LinkingIntoSales

* Subscribe to us on YouTube: https://www.youtube.com/LinkingSales

* Talk with us on Facebook: Facebook.

Guest Brandon Bornancin of Seamless.AI talks with Greg Hyer, Martin Brossman and Elyse Archer about social selling, AI, bots and things that make Elon Musk nervous.

Some of the topic explored in this show include:

If AI is not even as smart as an amoeba why is Elon Musk so concerned? What does he gain by feeding AI fears?

Using AI and Machine Learning to help with building authentic connections with customers.

How are tools like Seamless.AI helping support a sales professional’s success? Using thousands of data points to get you the info you need, like a “google for sales information”

How can sales professionals stay relevant with more and more AI taking over part of their roles?  What’s our competitive advantage 5 or 10 years down the road?

How do you know if an AI or Machine Learning product is the real deal or not?

How the commonly accepted auto pitch on LinkedIn is NOT Social Selling!

The three areas that sales professionals should be focusing to stay competitive.

Connect with Brandon on LinkedIn at: https://www.linkedin.com/in/brandonbornancin/  and Twitter at https://twitter.com/BBornancin.

Also learn more about seamless.ai at http://www.seamless.ai/

And a number of free education resources form seamless.ai at http://www.seamless.ai/university/

Check out the special offer promo code from Seamless.ai on the show and pick up some free credits you can add to your Seamless.AI account!

Social Selling News

LinkedIn – hiQ lawsuit – hiQ wins!

http://fortune.com/2017/08/14/linkedin-judge-data/

LinkedIn rolling out notification in messenger to let you know when a connection is online.

http://www.eweek.com/cloud/linkedin-messaging-s-active-status-feature-shows-when-it-s-ok-to-chat

LinkedIn Native video

https://thenextweb.com/insider/2017/07/14/linkedin-jumps-on-video-sharing-bandwagon/

Social Selling Podcast Sponsor

FINALLY! Our Fundamentals of Social Selling course is available on SocialSelling.training! This course is the culmination of 7 years worth of research and classroom instruction. The Fundamentals of Social Selling is not just a course for those new to social selling, it sets the sales person on the correct path to success with social selling. We show students the right way to use social selling techniques to build relationship and open new business through the social selling sales journey.

This course contains 10 modules, 67 lessons and over 5 hours of in depth training content. You will learn about buyer personas, gain a deep understanding of how Social Engagement, Social Capital, Social Proximity and Social Listening, learn how to measure Social Selling Metrics and KPIs and much more.

We have a very special limited time promo code for new students. All you need to do is connect with Greg or Martin on LinkedIn and mention you’d like the coupon code in your invite message. Yes, you need to send a personalized invite. Trust us,

Your reputation is on the line! Whether you’re paying attention to it or not.

A powerful interview with reputation expert Andy Beal, on what sales professionals need to pay attention to in social selling for building and maintaining a result driven reputation.

Andy Beal is the CEO of online reputation management firm Reputation Refinery and Trackur.com a social media monitoring tool. An expert in online reputation, Andy Beal is the author of Repped: 30 Days to a Better Online Reputation and coauthor of Radically Transparent, Monitoring and Managing Reputations Online.Other roles include editor award-winning Marketing Pilgrim blog, founder of online diary Journalate, and photographer for Go Visit Hawaii. Andy Beal also serves on the board of directors for the Raleigh Rescue Mission.

Topic explored included:

Why should a sales professional focus on building and supporting his online reputation? Shouldn’t they just focus on sales and their job! Promoting only the product or brand?

What do you see as the connection with Reputation Building and Social Selling, for Sales professionals?

What are some mistakes you see happening with sales professional related to their reputation?

Are there any apps or tools you recommend for Sales Professionals to use in regards to their reputation, reputation of their company and monitoring the competition?

Exploring the relationship between character and reputation.

What are the benchmarks we should look for to know when we’ve created amazing content?

What’s more important – quality or quantity?

When should you respond vs. not to respond to a negative review?

Resources mentioned on the show and how to learn more about Andy Beal:

* Andy Beal’s Podcast: Reputation Rainmaker

* Andy’s book: Repped: 30 Days to a Better Online Reputation Kindle Edition

* Andy’s reputation management and social media monitoring platform: Trackur

* Andy Beal on LinkedIn and Andy Beal on Twitter

Social Selling Podcast Sponsor

FINALLY! Our Fundamentals of Social Selling course is available on SocialSelling.training! This course is the culmination of 7 years worth of research and classroom instruction. The Fundamentals of Social Selling is not just a course for those new to social selling, it sets the sales person on the correct path to success with social selling. We show students the right way to use social selling techniques to build relationship and open new business through the social selling sales journey.

This course contains 10 modules, 67 lessons and over 5 hours of in depth training content. You will learn about buyer personas, gain a deep understanding of how Social Engagement, Social Capital, Social Proximity and Social Listening, learn how to measure Social Selling Metrics and KPIs and much more.

We have a very special limited time promo code for new students. All you need to do is connect with Greg or Martin on LinkedIn and mention you’d like the coupon code in your invite message. Yes,