This social selling keynote seminar is from a talk I did at the Social Media Mastery conference I did a few months ago. The premise of the talk is focused on helping people shift from being pitch artists and outbound sales people and marketers to becoming Thought Leaders who attract the business they want. This is a more condensed version of my one-hour keynote and full-day social selling bootcamps.
I was interviewed by Louise Uwacu for her U&I Talk Show, we talked about the Professional Sales Certificate Program, becoming a professional speaker, social selling and more. So if wonder what the path could look like to become a sales trainer, speaker and author this is a good start. Enjoy!
Today’s podcast is an interview with Sanjay Mehta, Joint CEO of Mirum India. The digital space in India represents over 300 million connected citizens and 100 million active social media accounts. In 2012 when I was in India speaking at the World Brand Congress I met Sanjay Mehta who at the time was CEO and Co-founder of Social Wavelength. Since then they have grown to over 170 staff and were recently acquired by Mirum (becoming Mirum India).
As a social media trail blazer and digital marketing thought leader Sanjay Mehta offered a wealth of insights into social media and major trends that will impact us in 2016 and beyond. Some of the key topics covered in this podcast were:
- The digital marketing landscape in India
- Best practices and creative social media campaigns
- How digital transformation can revive traditional industries
- How social media monitoring can be used for deep insightful business intelligence
Do you ever wonder if you’re missing some of the insights around success in today’s very digital and social business climate? This week’s guest Jim Keenan claims if you’re over 30 there are many things you have likely not been taught about the new rules of success and prosperity.
Jim is one of my favourite social selling thought leaders and long time friends in the business – although we have yet to meet in person! I had an opportunity to read Jim’s new book “Not Taught – What It Takes to be Successful in the 21st Century that Nobody’s Teaching You” and asked him to be on the show. Here are five of my favourite quotes from the interview:
“Your social presence has to be 6 months to year ahead of where you are today.”
“You don’t have to take 6 months to find a new job or wait for a publisher to give you permission to publish your own book anymore (if you get good at creating content).”
“We have moved from experience to an expertise based economy.”
“Social media gives you the ability to demonstrate expertise.”
“Employers don’t want your time, they don’t care how hard you work, they care what you have done.”
Today’s blog post and podcast is about the 9 C’s of Social Sales Success. Their are many attributes, attitudes and strategies required to effectively harness the power of online social networks for sales and relationship building. I have taken them and broken them down under 9 core areas that start with the letter C.
Following are the 9 C’s of Social Sales Success:
Those that are successful in social sales are always looking for new ways to succeed and improve. They see obstacles and problems as pathways to opportunity and are inquisitive and investigative in nature.
Great sales people and entrepreneurs understand that Mind Share = Wallet share. They become a resource through curation and sharing of relevant content for their target market.
Through the act of evaluating and sifting through content they also improve their industry insights daily.
Is the next step where we move from resource to social selling thought leader in our industry vertical. As a social sales person your goal it to develop magnetic content that is value specific to your audience. Creation or value can also be creating events or pulling people together offline or online.
Great social salespeople strive to move beyond cooperation to collaboration with their team members within all departments of their organization. They also use relevant online collaboration tools like slack, hangouts, Slideshare, and mobile CRM apps to leverage their efforts and the expertise of their network. Great social sales people foster partnerships that amplify their work and help them reach new markets.
As a salesperson your community is your long-term financial security. What your community says about you sells. Your community can also be your partners in innovation and product creation. Tools like HeroX can help you innovatively partner with your community.
It’s not LinkedIn versus Twitter, cold calling versus email or online networking versus in-person. If you’re successful in sales you are most likely combining it all to maximizes your success.
7) Calendar Driven
Motivation and inspiration are temporary, calendars keep you consistent in your activity and results. Prioritize your social sales activities based upon ROI. Plan out your social/content media calendar a month in advance so that you have your social sales content and communications strategy broken down to daily disciplines.
Gary Vaynerchuk’s big success came after video blogging 5 days a week until he hit video 148 and then he kept going! 81% of the time you convert a competitors client it happens after 5 to 12 value-added contacts, follow-up and then follow-up some more. And remember… It’s not over until 11:59:59 on the last day of the month.
Use Customer Relations Management tools like Nimble CRM or SalesForce. Your CRM organizes and aggregates all of your communications channels. CRM gives you feedback, it’s a dashboard that maps all of your sales data helping you make better decisions. If used successfully your CRM tells you exactly where you are on your road to success. It also enables you to collaborate with your team and manage an infinitely larger number if relationships than previously possible.
If you can apply all 9 C’s of Social Sales Success you will be well on your way to building a magnetic personal presence that naturally drives new business to you.
If you’re looking to improve your sales performance, you and/or your team member may want to check out my Online Professional Sales Certification Program.