Category: social selling

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The Transparency Sale Part 2 with Todd Caponi #222

Todd Caponi Sales Babble

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Todd Caponi Sales BabbleThe Transparency Sale Part 2 with Todd Caponi #222

This is the second of a two part series interviewing Todd Caponi, the former Chief Revenue Officer at Chicago’s PowerReviews. Todd is in the process of authoring a new book titled “The Transparency Sale”. This book is in response to the changing influence of social media in selling and the failure of former challenger sale strategies. Todd has held leadership roles with three tech companies, including ExactTarget, where he helped the organization to a successful IPO and a $2.7B exit to Salesforce.com.

Reality of Decision Making

Customer decisions are filled with imperfection, tied to subconcious decision making and feeling. People make decisions with feelings and back them up with logic. Sellers who understand this fact quickly learn to focus on feelings first to snag interest and then generate desire.

Negotiation Strategy

Negotiating policy commonly recommends holding your cards close. Todd disagrees. Play your cards immediately at the start of the negotiation. Consider the following values and leveraging them for discounts.

  • How much you buy
  • How fast you pay
  • How long you commit
  • When you sign

Discounts are based on what you’re willing to agree. Each buyer can optimize their deal by applying the levers in tandem. This is a very tranparent way to negotiate. Never use any one lever by itself.

Presentation Mistakes

Consider the thinking of the audience attending your sales presentation:

  1. Ugh I don’t want to go
  2. I hope they can help my problems today
  3. Ugh they are only talking about themselves (First three slides talk about the vendor)
  4. I think I’ll check my Facebook account and see what my friends are doing

Have empathy for the people you’re talking to. Start with their problems and find out their challenges. Provide no NASCAR slides showing what a great vendor you are, Nobody cares. What they want to know is HOW you can help THEM.

Transparent Contracts

If you have terms and conditions in a contract, lead with transparency. Point out sections in the contract where some customers have had an issue. It’s very honest to call these out. This will speed up the signing the contract. If you hide stuff it chips away at trust e.g. auto renewal (explain the value to your company honestly).

Parting Thoughts

We can no longer be bartenders and serve people what ever they want. The Challenger Sale recommended  we become personal trainers with advice on how to be better. Now we need to be doctors and neuro scientists to understand root causes. Lead with transparency.

How To Connect With Todd Caponi

Books Mentioned:

  • The Transparency Sale is slated to be published in Fall 2018

The Power of Social Selling

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

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The Transparency Sale with Todd Caponi #221

Todd Caponi Sales Babble

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Todd Caponi Sales BabbleThe Transparency Sale with Todd

Caponi #221

Todd Caponi Is the former Chief Revenue Officer at Chicago’s PowerReviews. Todd is in the process of authoring a new book titled “The Transparency Sale”. This book is in response to the changing influence of social media in selling and the failure of former challenger sale strategies. Todd has held leadership roles with three tech companies, including ExactTarget, where he helped the organization to a successful IPO and a $2.7B exit to Salesforce.com.

Challenger Sale No Longer Effective

There is a false narrative that consumers have all they need online to make buying decisions. Sellers still have tremendous value adding insight and help to enable the purchase at the end.

The Challenger Sale  teaches the following:

  • Recommends sellers to provide insights and challenge prospects thinking
  • Demands sellers to become industry experts
  • Challenges buyers to think a different way but……

Due to Social  Media, sellers need to be on top of what buyers are saying about them. Now there is a need to add transparency sale processes.

Social Media in Sales

Sellers must look at feedback from social media and control that conversation. Sellers must be awake to what’s being said about their companies, products and services. The Internet provides a feedback economy. Control the feedback

Take Power Reviews finding:

  • People read reviews first
  • Sales goes up for reviews at 4.2-4.5 ranking
  • Sell as if your NOT perfect. You can’t be FUD’d (Fear Uncertainty and Doubt) with transparency
  • Sellers need to sell as they are NOT perfect.

Neural science is starting to get applied to sales. People make buying decisions with feelings, then back it up with logic. Sales process is too focused on the close. Should be focused on the opportunities of buyers to lose interest and regain momentum. When buyers reach 100% trust, they stop asking for more information. When buyers don’t trust and keep searching, deals never close.

Email Take Action Tactic

Create a feeling with an email subject line then the first few sentences.   Don’t say I and Me but You.   Your email needs to speak specifically to the reader. It must be short. Think Twitter!  Have an easy link for more information below your signature.

How To Connect With Todd Caponi

Books Mentioned:

The Power of Social Selling

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

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All Sales Start With a Why with Michael Manzur #205

Michael Manzur Sales Babble

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Michael Manzur Sales BabbleAll Sales Start With a Why with Michael Manzur #205

Michael Manzur is founder and CEO of Flood Me Social LLC, a social media marketing agency. He helps companies find qualified leads and convert them into prospects. Michael is an unofficial LinkedIn Influencer and Host of LinkedIn Local Aventura in south Florida. Today we discuss common mistakes sellers make in social media and the process to turn leads into conversations.

Ineffective  Social Media

Too often companies have no idea why or what they’re doing on social media. All they know, is that they’re supposed to do it.

  • The word Why is the driving force for selling according to Michael
  • Too often businesses fail to base objectives around their Why
  • Social media is merely a tool, doesn’t supplant effective communication
  • People can see a marketing campaign a mile away
  • Without a clear Why, campaigns fall flat

Your Why comes from your Value Proposition. First define that.

Effective Social Media

Now that you have your Why, do the following:

  1. Set a business objective
  2. Craft social media goals around that objective

Example: I want to increase my B2B sales in 30 days

Goals: Create a content calendar, with sales, promotions, content to refine social media marketing funnel.

Michael believes that the how informs, but the why transforms.

Social Media for Startups

Fully complete your LinkedIn profile, know what you can get for free. Much is available.

  1. Add a prospect on LinkedIn
  2. Like and comment on their LinkedIn activity
  3. Send a note about things you have in common to build rapport
  4. Take conversation offline
  5. Speak offline and share the value proposition over the phone

Use Linkedin to meet people and then move the conversation offline. Next, as you grow clients, word of mouth marketing creates growth.

Note: May McCarthy (The Purpose of Sales) spoke to the same topic back in Episode 203

Where to Find Michael Manzur

Linkedin: https://www.linkedin.com/in/MichaelAManzur/

Instagram: https://www.instagram.com/MichaelAManzur

Gift for Listeners:

Interact daily on Linkedin!

https://www.linkedin.com/in/MichaelAManzur/

 

Social Selling

We’ve talked often on the topic of social selling. Here are past episodes that dive deep. Listen today!

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The Art of the Help with Larry Levine #182

Larry Levine Sales Babble

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Larry Levine Sales Babble The Art of the Help with Larry Levine #182

In this episode we start by discussing the confusion of social selling. The root issue is not so much how to twiddle the knobs and bells of LinkedIn Facebook and Twitter. The true issue is the failure of sales professionals understanding WHY they have chosen the profession of sales  Then secondly we talk about the Art of the Help for success.  Larry Levine is a social selling expert, podcast host and long time B2B sales expert.

Self Awareness in Sales

Most sellers don’t reflect on their lives, what motivates them and why they do what they do. They aren’t self aware. During the discussion Larry and I chat ….

  • Why are you in sales?
  • Larry believes there is a ton of confusion with social selling
  • It’s the Art of the Help he shares….. giving back to the community and your clients
  • Sellers must brand themselves Larry recommends. This will differentiate you.
  • Larry reminds us that “Selling is 24×7 job”

Why Sales is a Great Profession

  • Get to run your own business
  • Freedom
  • Good money
  • Can have a positive impact on your company
  • Can influence your customers

Social Selling is NOT New

Not a new thing, back in the day it was all analog but still the same thing. Connecting with people and relationship building. Just like we used to do with handshakes and phone calls. You do the same thing  on social media. It’s the art of the help, not the deal.

Take Action Today

If you want to have any success opening up new conversations you need to learn how to build a brand. Your personal brand differentiates you. You are broadcasted across the internet, manage that story.

 

Complete the Selling Survey

Click HERE!

How To Find Larry Levine

Twitter – @larry1levine
instagram – @larry1levine

Other Links Mentioned

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Selling Mindset

Here are other past episodes that cover the topic of mindset. Listen today!

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7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176

Janis Pettit Sales Babble

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Janis Pettit Sales Babble

7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit

If you’re running out of leads, this week’s episode is exactly what you need. Janis Pettit is an expert on the new LinkedIn interface. Today  we dig in and uncover 7 LinkedIn strategies for generating qualified leads. Janis takes us from setting up your profile, finding prospects, connecting, engaging,  moving them to a webinar presentation and on your email list. Not only does this work, but you can do the same thing on Facebook . Of course this assumes that’s where you’re prospect hang out! Stop the cold cold calling and start leveraging social media today!

Lead Generation Today

When it comes to B2B sales and marketing,  LinkedIn is the bomb. 41% millionaires are on LinkedIn with the  average income at $75K.  Members of LinkedIn are buyers. Janis gave us 7 strategies to turn those buyers, into prospects.

  1. Make sure your LinkedIn profiles clearly states who your are. Only  focus on people who have issues that you can provide solutions.
  2. Identify your ideal prospect, find them using advanced search, send a note to connect. Expect 40% will accept. Once they accept, engage them in a conversation and ask a strategic question.
  3. Keep track of your messaging in your CRM. This engagement can take weeks per prospect. Stay organized and follow up.
  4. Find active groups and become visible by offering valuable content.  Janis gave an example of an eBook she authored. Cross post on your “status update” on LinkedIn.
  5. When people view your status update, reach out to them and connect.
  6. Create a high converting funnel, get their email and place it on an email list. From that list offer webinars to engage and convert them into clients.
  7. Work on it 30 minutes a day

Get a free Slidebean account today!

SlideBean Free Trial

Facebook for Prospecting

The above process can be used on Facebook too. It’s all dependent on the market niche you serve. If you’re interested in:

  • restaurants
  • retail
  • small businesses

How to Find Janis Pettit

Janis can be found at her company  Small Business, Big Results

Get a free copy of her eBook “How to Get More Business Leads From The New LinkedIn” to LinkedIn Strategies for Generating Qualified Leads

Connect with her on Facebook

Connect with her on LinkedIn 

Slidebean Examples Created for Sales Babble

As I mentioned here are  couple slide decks that I created for two Sales Babble presentations. Enjoy!

https://app.slidebean.com/p/hggYElvrRX/Tips-For-Selling-Success

https://app.slidebean.com/p/tvielUvSqi/Selling-With-Confidence-for-Startups

Get a free Slidebean account today!

SlideBean Free Trial

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How To Generate Leads with Relationship Selling with Michael Ross

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how to generate leads with relationship sellingHow To Generate Leads with Relationship Selling with Michael Ross

Today we meet a seller in the trenches. Michael Ross is a business owner, sales manager and sales guy who believes that relationships are the bridges where value is transferred. In this episode Michael shares practical advice on who, what, where and how to connect with others in the marketplace. Michael has just published his second book “A Clear View” and today he’s going to share concrete advice on how to generate leads with relationship selling .

Bringing value to the marketplace

You want to make money. That’s the goal of business. But you want to help people along the way.  How can we do this?Answer the following:

1. What is your target market?
2. Who should you reach out in that market who has influence?
3. Who can you partner in the market to mutually help one another?

Michael share the Zig Ziglar quote:

“If you help enough other people get what they want about of life, they will help you get what you want out of life.”

This is so true. Move from a getting standpoint to a giving standpoint.

How To Generate Leads

Start with local meetups. Pick a vertical market and find out where they hangout. e.g. credit union summits for IT services  as a sponsor or vendor.  Ask good quality questions. You will find two types of people: the qualified and the not qualified. Ask questions about the business, staffing, what’s working, what’s not.  If you meet someone in person try  to get them on the calendar ASAP.

J Abrams  the king marketer says that most businesses undersell their clients by 65%. Ask for recommendations and introductions. Don’t hesitate to ask your circle of influence to help you. They too can show you how to generate leads with relationship selling.

Social Selling for Lead Generation

Marketing campaigns should be tied around social media. Cold calling gives you self-efficacy, confidence, and gives you progress  forward.  If I can do this now, you can do it later. Address your fears and prove you can do more in the future. Note that Social selling conversion rate is very very low. Meeting people creates conversions, visibility and trust.

He quotes Tom Hopkins…

“you’re job is to alleviate pressure.”

Michael’s not meeting with people just to sell a product, but to build relationships that can create greater opportunities.  Be intentional how you connect with people. Virtual relationships have their limits

Take Action Advice

Focus on activity over “sales”. Take an analytic perspective e.g. 10 appointments for 2 closed sales. Focus on the 10, not the 2. Do the best job you can and you’ll like the results. Process not Results.

How To Find Michael Ross

You can find Michael on the web:

If you send an email, with “Pat Helmers” in the subject line

Two books “Overcoming the Character Deficit” (synopsis on lack of character in society) or “A Clear View” (on self image) for guidance on how to generate leads with relationship selling.

Other Sales Babble Episode

Michael mentioned the sales giant Tom Hopkins in a quote. Tom was on Sales Babble!   Tom Hopkins “When Buyers Say No” episode is well worth a listen. Check it out today!

 

 

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Take Command of the New LinkedIn User Interface with Brynne Tillman #151

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Take Command of the New LinkedIn User Interface

In this episode we dig into the new LinkedIn user interface.   To acquires some insight in this new user interface a past guest immediately came to mind. Brynne Tillman transforms the way professionals grow their business by leveraging LinkedIn and Social Selling. In this episode Brynne walks us through a profile and points out what’s changed, what’s stayed the same and actionable things you can to grow your social selling skills.

Visual Examples of the New Linkedin User Interface

Brynne use her profile and step-by-step we walked through the new LinkedIn user interface.

  • Desktop interface mimics mobile app
  • Most functionality still exists, just in a different place
  • Click the show more at the right for phone numbers, websites, emails etc….

  • Advanced searches and saved searches have been removed
  • Boolean searches still work in LinkedIn.

 

 

 

  • Posts from your home page cannot be cross posted across LinkedIn groups. You can share with people.
  • To share and cross post content across LinkedIn groups, you will need to create a LinkedIn Pulse article. From there you can share across groups.
  • The Microsoft acquisition probably had nothing to do with this new interface
  • The order of your profile is locked in place.
  • The summary is only two lines, you must click  on “more to read” thus it must be optimized for a “Call To Read” to create interest in the reader (potential employer, client, or partner).

  • The job description is now the hot spot for describing yourself. I must speak about your clients experience. Include philosophy and deliverables.
  • Your job description must convey your value. Answer the question why would someone hire you.
  • Only the top 3 skills now show up.
  • People can only endorse you skills you recommend.

  • Recommendations still exist and can be sorted by you. Place the best ones on top.

 

  • Accomplishments are still in your profile. However only one shows in full. You have to click see more to review the rest.

 

  • The banner on the desktop is shared with mobile, but make sure it looks good in both situations.

Why LinkedIn is Relevant

Each LinkedIn profile is a micro webpage for all employees in an organization. The goal is to get buyers to raise their hand and reach out. You may not prospect but your buyers will search for you. Don’t leave money on the table!

Permission Based Selling

 

  • Warm up people buy connecting on LinkedIn
  • Always provide value
  • If you set up a call to share insights, add value. Don’t sell them.
  • The first call don’t pitch
  • Qualify them on the call, to see if you can provide killer insights
  • Close is to recap the value you gave them. Tell them you some more insights, ask permission to share (may need another call). Now you’re getting them ready for the pitch

 

 Take Action Advice

When asked what you can do to take action this week, Brynne was quick to answer:

  1. Don’t be afraid to play with the new LinkedIn. You won’t break it.
  2. Build a playbook for want you want to do with your profile before starting to update.

How To Find Brynne Tillman

Brynne mentioned two articles she authored in LinkedIn Pulse regarding the new LinkedIn User Interface:

Social Selling Episodes

 

 

 

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Myths on Social Selling with Mark Hunter #142

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mark-hunter-myths-on-social-sellingMyths on Social Selling with  Mark Hunter

In this episode we meet Mark Hunter the author of the new book High Profit Selling.  Mark discusses the myths on social selling and practical things you can do to get social and connect deeply with a half dozen prospects and close them. Mark is a master at prospecting with a wealth of advice.

Skeptical on Social Selling?

The myths on Social Selling is built on first creating content, publishing it and then waiting for leads to flow into your sales funnel. Mark famously says, “You can’t eat click and likes.”  So true!

High profit sales is about connecting one-on-one with a few prospects. It’s more productive to work a few qualified prospects versus a hundred leads. Mark made some important points debunking the myths on social selling:

  • Your passion must be to help others see and achieve what they didn’t think was possible. That was the theme of last weeks episode when we talked about how master sellers have HEAT.  H is Helpful.
  • Your job is to bring prospects information they can’t find on the internet. If they can find it online, they don’t need you.  Your buyers need an advocate.
  • If you can get prospects to say “That’s a good question” you’re on the right track to connecting. Every conversation with a prospect must add value.
  • Few sellers have the fortitude to keep following up. Trying once or twice is not enough. People are busy, keep calling and sharing that you have some insights you think can help their business.
  • Use voice mail to share your message. Consider each voice mail a billboard. You only have a few seconds of their time to get your message across. When they are ready, they’ll connect.

Mark said it doesn’t matter what you sell, what matters is your desire to help. This is a reoccurring mantra here at Sales Babble.

Cold Call Script

Mark shared a great non-pushy cold call script:
Hi Pat, this is Mark Hunter. I have some great insights on what’s happening next year in Chicago in the business community. Give me a buzz 4024452110 Mark Hunter 4024452110. Thanks. 

Where To Find Mark Hunter

You can find Mark and his books here:

How to Prospect and Generate Leads Using Social Selling

As mentioned in the podcast, Social Selling has been a hot topic for quite some time. Here are some episodes that can help you better leverage social media and connect with prospects.

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How to Power Prospect with LinkedIn Groups with Liam Austin #135

Liam Austin LinkedIn ExpertHow to Power Prospect with LinkedIn Groups with Liam Austin

Our guest today is Liam Austin from the LinkedIn Success Summit and owner of the Small Business Network LinkedIn group. His group is focused on connecting and networking entrepreneurs in small business. With over 400 million members LinkedIn is the number one social media site for business professionals. In this episode we talk about how you can engage in LinkedIn groups and ways to power prospect and generate new leads.

Why Join a LinkedIn Group

You can join up to 50 LinkedIn groups to power prospect. There are many  benefits being partof a group. Liam recommends that you:

  • When you join give value and earn credibility
  • Look for  potential partners, colleagues and even prospective clients
  • When you do join, don’t SPAM
  • Seek people asking questions and looking for help, and then give them help
  • Build relationships by creating a real conversation
  • Once you get to know a prospect,  it’s much easier to reach out and connect

LinkedIn Profile Intel

When first scouting out a prospect, do the following:

  • Look at their profile
  • Look at their engagement
  • Comment on their recent activity
  • See if they fit your market niche
  • Only focus on qualified prospects
  • Use the  advanced search tool. It’s great for finding those similar to your current best clients
  • After commenting,  reach out and connect

Connect Request

Once you have a prospective client on your radar:

  • Click on their profile
  • Author a personalized message
  • Mention previous conversations you’ve had
  • Explain the benefit you might be able to add
  • Once you get a response, ask to meet in person or on the phone

How To Connect with Liam Austin

You can find Liam across social media.

Sales Babble LinkedIn Group

This is the group I spoke about in this episode. Join us!

Social Selling

Here are some past episodes providing terrific social selling advice!

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How To Be An Awesome Sales Professional with Thomas Ellis #102

Thomas Ellis Portrait

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Thomas Ellis PortraitHow To Be An Awesome Sales Professional with Thomas Ellis

Thomas Ellis, the pleasantly persistent sales coach, returns to Sales Babble to chat about his new book, “How To Be An Awesome Sales Professional in the 21st Century”.  Thomas is a sales management veteran with over 25 years’ experience in coaching, consulting, developing sales personnel and sales managers.  He has worked in  telecom, office products, hospitality, non-profits and a sales adviser for the Bowie Business Incubator in Bowie,  Maryland.

You can find Thomas’s previous episode on www.salesbabble.com/15

How To Be An Awesome Sales Professional

Effective sales people need to master the basics and close more sales.  Prospect by looking for people that match the profile of your ideal client:

  • Use LinkedIn to create content and become known. This will attract prospects.
  • Find the “triggers” to engage a prospect. e.g. see what they say and do that matches your ideal client
  • When you see the trigger, reach out and see how you can help
  • “How can I help you to achieve you goals…..” is the attitude to have when communicating with your prospects.

How To Overcome the Fear of Sales

Many people fear sales. Here are three tips to overcome sales reluctance.

  • Sales Professionals must passionate and curious
  • Ask prospects probing questions about goals and challenges
  • Always remember, it’s never about you, it’s about your prospect.  How can I help you?

What is the Sales Process?

There are only four steps to the sales process:

  1. Getting to know the customers, build rapport
  2. Qualifying the prospect, understand their needs, how they buy
  3. Gathering information and bringing back a solution/recommendation
  4. Closing the sale

Know where the customer is in the sales process. Then you can advance the sale to the next stage.

  • Have a top of mind strategy, keep them aware of you.
  • Follow up is the secret sauce of success
  • Pleasantly persistent 3 day rule – send an email to remind you.

To find Thomas Ellis

Thomas is a prolific writer on LinkedIn. Don’ miss his articles:

https://www.linkedin.com/in/thomaseellis

On the web you can find Thomas here:

Free Resource Guide

As mentioned in the podcast, Thomas is offering a free sales resource guide.  You can Download the Ultimate Sales Resource Guide here.

Overcoming Sales Fears

Let’s continue the conversation. You can learn more about overcoming sales reluctance in previous Sales Babble episodes.  Here is just a few that you will find of value. Enjoy!