Category: social selling

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Networking in the 21st Century on LinkedIn with David JP Fisher #395

David Fisher LinkedIn Sales

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Networking in the 21st Century on LinkedIn with David JP Fisher

David Fisher LinkedIn SalesAre you using social media to build your sales funnel? Is online networking a staple of your selling process? If not you might want to read David J.P. Fishers just published book, “Networking in the 21st Century on LinkedIn”.   In this episode we go live, and visit Dave’s book launching/anniversary party at Sketchbook brewing. Dave shares insights in networking using LinkedIn while sharing a well brewed Oktoberfest.

Just a reminder next week I’ll be announcing great changes here at Sales Babble and Habanero Media.  Stay tuned you won’t want to miss it.

LinkedIn Networking

Sellers struggle with putting themselves “out there”, be it, social media posts, email or cold phone calls. Dave recommends starting with social media. He believes it’s a digital 1st world, but not the only world.

In his new book he shares examples to bootstrap sellers. These examples includes scripts that can be crafter to mirror your personality.

Take Action Today

Be a Sales Sherpa.   Become the trusted advisor for buyers. When they are ready to shop, you will be top of mind. LinkedIn helps sellers build credibility  which is the foundation of trust

How To Find David Fisher

Dave is all over the internet ….

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Power Formula For LinkedIn Success with Wayne Breitbarth #372

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Power Formula for LinkedIn Success with Wayne Breitbarth #372

As you know. LinkedIn is the place to go where you virtually meet potential networks of clients and leads.  By doing what’s natural with real world, in person,  habits  you can snag opportunity from the jaws of obscurity. Our guest is author Wayne Breitbarth who shares the Power Formula for LinkedIn Success. We babble about his processes and formulas for referrals based prospecting.  o

LinkedIn Success Best Practices

LinkedIn is the #1 B2B Business development tool, especially when you use it to get referrals.  The way to do this is simple. Pick a person in your network who will be your referral source.  Next go to CONNECTIONS  click  “Connection of NAME” and then filter for the people you want to connect with.

In the title box enter keywords for people you’re searching. For example we mentioned “CMO” or “VP marketing” or “Director of marketing”.  Then ask your referral about the list you generated. Ask if  there any people on the list you don’t know? Cross them out. Of the remaining people, have  your referral partner help qualify the list.

When you get a match ask your friend, “Can I use your name if I reach out to one of these people in your network?”   Most likely they will say yes and you now have a qualified lead. Review the attached Worksheet to learn how to work with your referral source.

LinkedIn Free, Premium, and Sales Navigator

All versions of LinkedIn have some lever of searching and filtering to aid networking.

    • Free – Regular LinkedIn Platform
    • Business Premium  – everything in Regular LinkedIn platform PLUS enhanced – better filtering – you see 90 days of stalkers
    • Sales Navigator  – Different website but same database -better filtering with a zip code or mile circle

Wrong LinkedIn Profiles

People don’t explain how they can help customers on their profile. It confuses the act of selling and earning new  business from the act of getting hired. This is the big mistake:

    • Looks like you’re looking for a job
    • Doesn’t look like you’re looking for customers

Show how you solve pain points instead.   Put this in the ABOUT section and HEADLINE.

Fill out the FEATURE SECTION.  You can add links to whitepapers, sign up, worksheets, guests, YouTube videos, or your website for example.

How to Promote Content on LinkedIn

Like all social media, you can make posts on LinkedIn.

    • Have a network of your ideal clients. Post only go to your network.
    • Create posts that add value and  your network would appreciate
    • Share marketing content from your company
    • Stay on top of engagement, like and comment all those to comment on your posts for LinkedIn success

The way to turn a post into money is to follow up on everyone who likes or comments on your content.

Download Your LinkedIn Contacts

You have the ability to grab all your contacts and import them into a spreadsheet or your CRM. Wayne recommends that once on a quarterly basis, go to settings, click on  download your data, click on connections, and you will get a spreadsheet in 10 minutes.

Name –  Title – Company – Date Connected

LinkedIn is free so it’s a good idea to get this information in your hands every so often.

How To Find Wayne Breitbarth

Thank Our Sponsor Outreach

Today’s podcast is brought to you by Outreach.io   Outreach helps Sales Reps to not only close deals but to close more deals, faster.  Their platform offers a suite of automation, workflows, efficiency tools, and insights that help teams engage with leads more effectively.   Outreach is the #1 Sales Engagement Platform on the market today for a reason. It’s a must-have software solution for any Revenue Team looking to optimize and scale their business. Visit the link to  schedule an exclusive demo with Outreach today!

https://click.outreach.io/salesbabble-demo

 

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Virtual Selling In Person with Jeffrey Gitomer #355

Jeffrey Gitomer Sales Babble

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Virtual Selling In Person with Jeffrey Gitomer #355

Jeffrey Gitomer Sales BabbleThis week Jeffrey Gitomer returns to the podcast to discuss his new book  “Go Live” just  published this year and being released in time for our economic and COVID sales recovery.  Jeffrey and Pat talk about webinars, video email, Youtube channels, podcasts and how to succeed at virtual selling during sales calls.

Multi-faceted Virtual Selling

Given the pandemic, face-to-face meetings and in-person sales presentations are no longer the only or the best practice to find business, conduct business, hold seminars, or make sales. COVID-19 has changed the rules of connecting, meeting, selling, and doing business.,  changes that are not going away.

Virtual selling is the solution to overcome out inability to meet prospects in person. Examples of virtual selling include:

    • Use online tools like YouTube, LinkedIn Live, and Facebook Live to connect with prospects and develop leads
    • Get your message to the right people in the right way using Twitter, Instagram, and other social media platforms
    • Create podcasts that have limitless marketing and sales value
    • Promote and repurpose your content to make a powerful impact on your audience
    • Sell your service or product from anywhere in the virtual world

In this new normal, sellers must create a new  playbook for transforming offline sales strategies into online profits.

How To Find Jeffrey Gitomer

You can find Jeffrey all over the web:

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes with Jeffrey Gitomer

Go here to see the past interview regarding Jeffrey’s book on Napoleon Hill

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Do and Don’t of Social Media Marketing with Joe Sanders #328

Do and Don’t of Social Media Marketing with Joe Sanders #328

Today we meet  Joe Sanders of Relevant Elephant. In the interview Joe shares common mistakes businesses make when attempting social media. Then he shares a 5 step strategy for promoting your brand and closing the prospects. Great stuff and dare I say, quite relevant. 

Digital Social Media Marketing

Many businesses attempt social media marketing but do it poorly. When they don’t see the results, they assume social media marketing doesn’t work for them. This  isn’t true. Common mistakes include:

    • Random post irrelevant to the business
    • Lots of work that seems like a waste of time
    • Failing to post relevant content that reflects the brand

Social Media Strategy

A good social media strategy has five points:

    1. Define your audience
    2. Create content
    3. Promote business as a brand
    4. Use ample resources
    5. Analyze and evaluate your post campaigns (number/quality of reaches)
    6. Close the prospects with a “call to action” 

How To Find Joe Sanders

You can find Joe Sanders and Relevant Elephant  social media marketing here:

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Get a free account at Sharetivity and tell them you listen to Sales Babble

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust. Find us at Habanero Media.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes Social Selling

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How Personalized Prospecting Generates More Leads with Ankesh Kumar #324

Sharetivity

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How Personalized Prospecting Generates More Leads with Ankesh Kumar #324

Ankesh Kumar is a serial entrepreneur who has taken 2 companies from zero to $20m, raised over $50 million in venture funding and sold patents to Google. He was born in India, raised in London and now lives in Palo Alto with his wife and 2 daughters. In this episode Ankesh explains how personalized prospecting can be used to generate highly qualified leads and set appointments using his Sharetivity tool.

The Prospecting Challenge

It’s difficult to stand out from all the noise on the internet. Prospects are flooded with pitches for all kinds of products and services. This is where sales people  get it wrong. Sellers need to standout  which requires them to better understand buyers.

Sellers who take the time to look at buyers social media footprint and craft their message to help it stand out get it right. When you look at LinkedIn, Twitter, YouTube, the company website and Facebook you can discover the whole person. It can take a long time to do this by hand, Productive sellers can prospect 20 leads a day with this process doing it by hand. Unfortunately, it’s a  time consuming process to find an icebreaker. It’s a challenge despite the fact that personalized outreach converts significantly higher than canned emails.

Personalized Prospecting Solutions

Sharetivity is launching an  outbound personalized prospecting service. With one click you get the social footprint of your prospect. This footprint accelerates personalized outreach.
Sharetivity is a chrome extension in the Chrome store. Click a button and it does a
    • Google search
    • Find the Twitter account
    • Personal LinkedIn post
    • The company LinkedIn account
    • Company website

This creates the possibility for personalized messages with context ;   a recommendation they shared or the college they attended. Templates can be built into the system, but they are all personalized. Creates an opportunity to create playbooks for new SDRs.

How To Find Ankesh Kumar and Get Sharetivity

You can find Ankesh here :   https://www.linkedin.com/in/ankeshkumar/

This is Sharetivity

    • https://sharetivity.com/
    • https://twitter.com/sharetivity
    • https://www.linkedin.com/company/sharetivity/?viewAsMember=true

To get Sharetivity click here

    • https://bit.ly/Sharetivity

…. then send an email mentioning “Sales Babble” to ankesh @ sharetivity.com

Thank Our Sponsor Sharetivity

Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker.

Start Your B2B Podcast with Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Digital Prospecting vs Cold Calling with Ken Guest #267

ken guest sales babble

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Digital Prospecting vs Cold Calling with Ken Guest #267

ken guest sales babbleToday’s guest is Ken Guest, an associate at the Ruby Group.  Ken  has extensive experience in sales and is the author with Mike Jones a new book titled “Digital Prospecting – Finding, Nurturing, and Closing Sales with Social Technologies”.  Ken and I talk about ways to use social media to learn about prospects and then use referral selling to make connections.

Social Prospecting not Social Selling

Ken believes it’s difficult to sell with social media. Better to leverage the information in social media to better understand the buyer.   He believes in connecting with all the people you already know in LinkedIn. Once connected, look if they know anyone who might be a qualified prospect. If they do ask for an introduction.

Ken found that on average, 7 out of 10 people will know the person well enough they will agree to an introduction. Also, 4 out 7 will  agree to a first time conversation. Not all clients will not give you referrals. But that’s OK, the vast majority will.

Make the introduction through an email.  When you get it,  “reply all”, taking ownership to set up a chat. The follow up emails should look like you typed them. To your best ability,  customize the email for the reader.

Two Week Cadence

Ken believes you should wait two weeks between sending emails.  Don’t look too needy. People are busy, give them time to agree and chat. You will get a response.  Digital prospecting via referral selling is the foundation of Ken’s entire prospecting process.  He even sends prospects homework (cross-out the topics you don’t want to talk about) to ensure their time is respected.

Cold Calls and Cold Emails

There is a very low response rate when coldly reaching out. In some situations you have no other recourse. But if you can avoid it, do.

  • Make sure the emails look personal.
  • Speak a bit about your value proposition.
  • Benefits they will experience.
  • Reference people and companies they MIGHT know.
  • Share how prior to working with us, companies have found some good experience.
  • At the end of the email, “…it would be disrespectful of me to presume anything about your business. If you would be open to a conversation  I would certainly welcome it and if you have no interest feel free to let me know that too.”   

Again use the two week cadence. Expect a 11% response rate. Not all bought. Forward back the original email and get a 17% response rate.   In two weeks,

“I’ve sent you a few emails, I haven’t heard back  and have the feeling you simply have no interest. in learning about me or how I work with companies and you’re too polite to tell me that. If you could be kind enough to confirm my suspicions I won’t bother you anymore. ”  The response rate is 71%   Less than 10 people would say “don’t bother me”.  Most would be apologize why they’re not responding due to time.

How To Connect with Ken Guest

This is Ken’s email:   ken,guest @ sandler.com

Connect with Ken on LinkedIn: https://www.linkedin.com/in/kjguest/

To get his book “Digital Prospecting”  you can find it at shop.sandler.com

Lead Generation Strategies

Overcoming Sales Fears

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How To Grow 10K LinkedIn Connections with Jess Tiffany #250

Jess-Tiffany-sales babble

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How To Grow 10K LinkedIn Connections with Jess Tiffany #250

Jess-Tiffany-sales babbleOur guest today is Jess Tiffany, public speaker and author of the book  Growth Hacking: Strategically Grow Your Business Connections from Zero to 10K in 365 Days. Jess has over 18K LinkedIn connections in LinkedIn and leverages those connections daily to grow his digital marketing agency, book sales and speaking engagements. Now get this, he grew nearly half of those in just one year. In this episode Jess will share his process on how to grow 10K LinkedIn connections with practical advice on how to take action.

Grow Connections from Connections

The process for growth is really quite simple. It’s not a hack. The three steps include:

  1. Leverage the relationships you have
  2. Add new people strategically based on what you want to do
  3. Grow your business

But before we start,  this is question we must all ask. Why are you on LinkedIn?

If you’re trying to keep up on friends and past colleagues, that’s all well and good. But if you’re trying to build a business you need a different approach. Consider the people you wish you knew. Who are your ideal clients, dream mentors, possible employers, possible hires you want to meet in the future. Now is the time to take action. Build it BEFORE you need it.

Over 10K in One Year

Jess currently has over 18K LinkedIn connections. This is how he did it and recommends:

  • Personalize your messages
  • Have your profile stand out
  • Professional photography
  • SEO your LinkedIn
  • When they look at your profile they will see value
  • Send 10-30 invites a day, religiously

Personalize Your Reach

When you reach out grow your LinkedIn connections,  personalize your message. Answer

  1. why you want to connect
  2. what’s your purpose to connect

Use the term “open to connect”.    For example are you oen to connect with other top business professionals.

The less “pending” connections you have the less likely you will be put in LinkedIn Jail (Blocked from sending too many spammy connection requests). When you personalize (I see you’re in Boy Scouts too) the more likely they will connect. Then start a conversation.

Engage in LinkedIn Posts

Jess recommends not only posting but engaging in other’s post to build up some familiarity. Both Jess and I met this way. It was through a common conversation via comments in a post that we started communicating. Then we took the conversation offline onto a phone call and then eventually to this podcast episode.

Take Action Tips

Set aside some time every day. Use search tool and look for people with a common interests. Use the QR code to connect with people in the real world. Click the Find nearby and in LinkedIn and get large groups of people to connect with you quick!

How To Find Jess Tiffany

This is Jess’s book:  Growth Hacking: Strategically Grow Your Business Connections from Zero to 10K in 365 Days

Jeff’s speaker page:  https://jesstiffany.com/speaker/

Resources:  

Social media:

Social Selling

Let’s keep the conversation going. Check these other episodes out today!

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How To Generate Leads with LinkedIn Posts with Kevin Appleby #245

Kevin Appleby Sales Babble

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How To Generate Leads with LinkedIn Posts with Kevin Appleby

Kevin Appleby Sales BabbleSince August, Sales Babble has been a member of a group managed by our guest Kevin Appleby.  The group has been commissioned to leverage and promote Linkedin posts.  LinkedIn posting is a way of marketing your profile and your brand. If you post great content, more people will connect with you. When you can grow your connections, you widen your pool of prospective leads. If you’re you’re looking to grow your authority to get a job, get promoted or earn new customers, this is the episode for you. Learn how to generate leads with LinkedIn posts.

LinkedIn’s Goals

LinkedIn wants visitors to stay within the LinkedIn ecosystem. If there is a post that others find engaging, they will promote it to your first degree connections. It will show up more often in their feed.   LinkedIn doesn’t want anything that looks salesy. It want’s posts that are commented and liked.

How We Do It

Kevin has a simple 5 step process for promoting posts on LinkedIn:

  1. Become a member of a back channel Whatsapp group
  2. Write a “quality ” post (see details below)
  3. Post on LinkedIn
  4. Post on Whatsapp that you posted on LinkedIn
    • Two groups: one for links of  the post, one for chat about the post
  5. Friends in the Whatsapp group will “like”, “comment” and “share”  the post within an hour

What Makes for Quality Post

It’s critical that the post contains value to  the reader. The post should be an example of your skill and knowledge. The post may also be used to deepen an understanding of your personality. With that said, this isn’t Facebook. Remember to stay professional when you generate leads with LinkedIn.  Make sure:

  • The post  stimulates comments, likes and shares.
  • Skip the links or pictures elsewhere(LinkedIn wants you to stay in LinkedIn)
  • Ask  questions to stimulate conversation. Make it easy for readers.
  • Share links in comments if you want to reference some content
  • Use #hashtags to brand your posts

Take Action

Network on  LinkedIn like you would live….ask questions, comment, like and share.   Don’t forget to look for the tag #salesbabble

Sign up for Linked Professionally here 

Folks heads up, this is an affiliate link. But as sales professionals appreciate the fact that Pat may profit from this venture 🙂

How to Find Kevin Appleby

Kevin can be easily found across the internet!

  • linkedin.com/in/kevin-appleby-295417a

Join the New Slack Channel

We’ve created a new slack channel title “Sales Babble”.  Click the Babble Me button and request access. 

Social Selling Secrets For You

You too can leverage the internet for lead gen. Listen today:

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Nimble Social Sales and Marketing with Jon Ferrara #238

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Nimble Social Sales and Marketing with Jon Ferrara #238

Jon Ferrara believes the more people you can help grow, the more you grow. It’s one of the reasons he pioneered contact management and CRM with GoldMine in the 90’s, a company he sold for $125 million, and then he came back to invent the Nimble social CRM for nimble social sales and marketing.

Jon’s core values include building products that help others achieve their

  • passion,
  • plan,
  • purpose

to drive success. Don’t rely on your company to build your network. You own that. In this episode we learn how.

Sustainable Garden

Establish an identity in places where your prospects congregate. Share content often and talk about how they can personally grow. People buy a better version of themselves. Be that version and they will see you as an expert.  Don’t talk about you, talk about them. People are going to hire you based on your network. So, make sure and take good care of your personal CRM.

How To Stand Out

The more digital we get, the more human we need to be. You can get past traditional social sales and marketing by picking up the phone and sending handwritten notes.

5 Fs of Life

This list shows how you get connected and stay connect. Talk about these topics to find the softer side and deeper connection with others.

  • Family
  • Friends
  • Food
  • Fun
  • Fellowship

5 Es of Social Selling

Use this list to build your brand and stand out from the crowd:

  • Educate
  • Enchant
  • Engage
  • Embrace
  • Empower

The more people you grow, the more you grow  – Zig Ziglar

Take Action Today

Sales is the new Service. Service is the new sales.

How To Find Jon Ferrara

To connect with Jon here are the links for nimble social sales and marketing mentioned in the podcast.
This is Jon on LinkedIn and on Twitter 

The CRM we spoke about is Nimble.com  and you can email Jon at jon @ nimble.com

After the Two Week free trial use the discount code  jon40 (40% off)

We are both fans of Hardcore History with Dan Carlin

Social Selling

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Honesty Sells with Colleen Francis #223

Colleen Francis Sales Babble

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Colleen Francis Sales BabbleHonesty Sells with Colleen Francis #223

Colleen Francis is the Founder and President of Engage Selling Solutions and the author of Nonstop Sales Boom and Honesty Sells. Colleen is a successful sales leader for over 20 years, well versed on the challenges of selling in today’s market. She is a Certified Sales Professional (C.S.P.) and an inductee into the Speaking Hall of Fame.  In this episode we discuss the necessity of honest selling and advice on how sellers can build trust with transparency.

What Makes for Honesty Sells

  1. Trust is built on honoring your word in all you do. Keeping promises matters.
  2. Prove honesty through voice mail e.g., promise you will call them back at a set time, then do it
  3. If you made a promise and have no news, make the call and share you have no news
  4. Customer experience is the key differentiator
  5. Have a culture of honesty in your organization. It will spread to your client interactions.
  6. Always apologize when you make an error. Coddle them with kindness. Own it.
  7. The top performers (upper 10%) have a culture of honesty.
  8. Don’t over promise and under deliver
  9. Don’t under promise and over deliver
  10. Honor your word

Take Action Advice

Make sure you’re creating an open transparent organization, both inside a team and outside of the team. Next make sure the sales team starts telling customers exactly what they are going to do, then doing it. Meet your committments!

How To Find Colleen Francis

Books Mentioned 

Nonstop Sales Boom and Honesty Sells. 

Consultative Selling

Here are some previous episodes on the power of honest selling.