Tag: Tools & Tips

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Social selling is about utilizing your social network to find valuable prospects and establish trusted relationships to achieve sales goals. This method eliminates the need for cold calling by building rapport and confidence through connections on social media platforms.

The following are the four key steps to leveraging social selling and adopting them into your organization’s sales and marketing strategies.

1. Create a Professional Brand

B2B buyers are understandably careful with who they do business with and will only work with sellers they can trust. A strong professional brand proves you are relevant in your industry which will result to more inquiries from quality leads.

Complete your profile 100% with a professional profile picture, headline, summary, and experience. Keep the customer in mind and publishing meaningful and relevant content that identifies you as a thought leader.

According to LinkedIn, 81% of buyers are more likely to engage with a strong professional brand while 92% of B2B buyers engage with sales professionals if they are known industry thought leaders.

2. Focus On The Right Prospects

Social selling allows you to search and connect with prospects more effectively than traditional methods. Through LinkedIn, over 76% of buyers feel ready to have a social media conversation and classifying prospects through established criteria such as role, function, and industry.

Sales reps who exceed quota on LinkedIn with their prospects 39% more than other sales professionals. And LinkedIn revealed that sales reps who viewed the profiles of at least ten people at each of their accounts were 69% more likely to exceed quota.

Salespeople should distinguish who the decision makers are who have purchasing power.
LinkedIn is a powerful tool to search and target the right prospects. Even at the 2nd degree, cold outreaches can be transformed into warm introductions by finding commonalities. 73% of B2B buyers prefer sales professionals who have been referred by someone they know.

3. Engage with Insights

Positioning yourself as an industry expert by sharing relevant industry content and commenting on prospect’s published content allows you to optimize your professional brand. Share meaningful and relevant resources so that you can become a trusted source.

Stay up-to-date on the latest news on your industry. Leave constructive comments on content published by your prospects so that you can engage in insightful discussions. Over 62% of B2B buyers respond to salespersons that connect with relevant insights and opportunities.

Nearly 64% of B2B buyers report that they appreciate hearing from a salesperson who provides knowledge or insight about their business. And you are 70% more likely to get an appointment or an unexpected sale if you are a member in LinkedIn Groups.

4. Build Trusted Relationships

Establish trust with prospects by sharing your perspectives and providing meaningful information that focuses on the problems the prospect faces within their business. Cover the needs of the prospect first without overselling.

Focus your attention on genuine interactions. Building relationships can take time and developing them is similar to how people connected with one another before social media. It was about engaging at appropriate times and providing relevant information and solutions to the prospect’s business pain points.

Do you plan to start leveraging social selling in your organization and feel you need more information on how to start? I’m Pam Swingley, founder of Savvy. Our marketing services help B2B technology companies succeed. We connect product marketers to customers for market validation. Fill sales pipelines with qualified leads. And, supercharge anemic social media accounts. Results are backed by decades of tech marketing success with Fortune 1000 companies (ADP and Oracle), startups, and mid-sized software firms. Say hello to savvy marketing.

www.savvyinternetmarketing.com.

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As a B2B marketer, what are the key trends that you should be acting on in 2017? What techniques should you be focusing on to align your organization with the B2B sector and what are the latest technologies that you should be leveraging?

Here are the top strategies that B2B marketers should be focusing on based on past trends and industry research:

Influencer Marketing

Influence marketing has been around for a while, and it’s importance will grow in 2017 for B2B marketers.

According to a Linquia survey of 170 marketers revealed in the The State of Influencer Marketing 2017, “In 2016, 94% of marketers found influencer marketing to be effective. As a result, influencer marketing budgets are set to double in 2017.”

Influencer marketing has always been important for selling software. Once you have those first few happy clients, you have a story to tell. Genuine stories from “people like me” that cover the problem, evaluation, selection and ROI in a business environment are golden. Even better if your customer will speak with prospects on the phone, and offer a site visit. With marketing fluff saturating the Web, these influencer clients are more valuable than ever. In many ways, they are the future of your business. Take good care of them.

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Google Keep just keeps getting better. Make Google Keep central to your life. Use it obsessively. When you do that, it becomes a mirror to your mind, an extension to your thought processes that never forgets — a nursery for your best ideas, projects, goals and plans.

Google Keep is probably the best Google service that most people don’t use.

Services like Keep, Evernote and Microsoft OneNote are often called “note-taking apps.” But it’s an obsolete label. They’ve grown beyond their roots, now offering collaborative workflow, reminders, checklists, geofencing, optical character recognition, voice transcription, sketching and more.

A few years ago, I would have recommended Evernote. But over the summer, Evernote took a wrong turn. The company changed its pricing structure in a way that practically forces users to pay or quit. Specifically, Evernote added limitations to the free version, called Evernote Basic. It’s now accessible via a maximum of two devices per year — a total deal-killer, as far as I’m concerned. They limit uploads to 60 megabytes per month, which is absurdly low. And they raised prices on premium tiers. The paid versions of Evernote now cost $34.99, $69.99 and $120 per year.Continue Reading..

We live by our To Do list. A simple tool that is often not used successfully. Here’s Five simple to-do list steps that will increase your productivity while decreasing your negative mind chatter. It’s a win/win.

As an entrepreneur, how can you be productive and ensure that you are focusing on the right areas?

Every entrepreneur is a self-starter; it tends to come with the territory. Being an entrepreneur also means that you don’t necessarily have a daily playbook to follow. Many entrepreneurs are breaking new ground and learning through trial and error. It can be daunting, and even a bit scary, to determine where to focus your energy on any given day.

Should you have your team spend the day creating marketing copy for that new product, or reaching out to customers to get feedback on an existing product? It can feel as though there is never enough time to meet all the demands of the business.

One tool many entrepreneurs use to get organized and improve focus is to create a To Do list. This can be a very helpful tool. Unfortunately, in my opinion, about 85% of the population is using the To Do list in a completely ineffective manner. Here’s why: most people are using their To Do list as a measure for self-worth…and this is a huge mistake.

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