Are you looking to harness the power of digital influence and human connection, but don't have the bandwidth to add another book to your "to-read" list? Don't worry, I've got your back: Just check out a podcast about it. I am a huge podcast fan. I love listening to them, I love making my own (check out Beer, Beats, & Business), and I love joining other hosts on theirs. With the release of Networking in the 21st Century and Hyper-Connected Selling, I've had a lot of great conversations with podcasters about how professionals can leverage relationships to find professional success. While they can't replace the depth and nuance … [Read more...]
Using Video for Selling? You Need to Avoid 5 Basic Miscues
According to the song, video killed the radio star. But the recent explosion of easy-to-use video tools has also made video a killer opportunity for salespeople to create content and share with prospects and customers. It captures all of the nuance of in-person communication with the ease of on-demand access. You don’t need to go through the hassle of uploading videos to YouTube anymore (although you still can). Facebook Live and the new embedded Linked video app make it easy to put video on social platforms. And new services like Vidyard and Bombbomb let you easily send personalized videos right to contacts, prospects, and … [Read more...]
Are You a Salesperson Who Hates Writing? Here’s How to Still Create Powerful Content
We live in an information-soaked world right now. It used to be that articles were only found in magazines and newspapers, but now anyone (and any company) can start a blog and start writing. "Content marketing" has become a key tool for companies trying to capture shares on social media and better Google rankings through their articles. And professionals trying to share their personal brands have also jumped on the bandwagon. But what about content marketing for people who aren't writers or marketers? In talking with many salespeople and entrepreneurs, I hear a lot of push back against creating content. They say that it takes too … [Read more...]
5 Basic Principles Entrepreneurs Should Follow to be a Sales Sherpa™
When looking at how to sell their services, most entrepreneurs and business owners think that they either have to pound relentlessly or wait patiently. Either they send out tons of emails, spend lots of marketing dollars, and attend every networking event in their area in an attempt to find business, or they "work by word of mouth" and take a passive approach, hoping that an existing client will email with a hot lead for them. And in both cases, they find themselves struggling. Guiding Prospects These days the sales process has changed. Access to online content has put most of the buying process firmly in the hands of prospects and … [Read more...]
5 Ways to Stop Wasting Your Work Time On Social Media
Like most things in life, the rise of social media platforms has been both a blessing and a curse for professionals. There is a host of new opportunities to create meaningful engagement...and lose hours of productivity. Our approach to these platforms goes a long way to determining whether they really help us in our professional lives. For example, my wife surfs Facebook after a long day to connect with her friends and see what people have posted. I play video games. Both are totally valid forms of relaxation. But I don't play video games in the middle of the day. And you shouldn't mindlessly surf social media and pretend that … [Read more...]
The #1 Reason Why Your Sales Network Sucks: You Only Network When You Are Desperate
In a hyper-connected world, the new opportunities that you are looking for in your career are going to come from the people you know. So if you want to expand your access to opportunities, you have to expand the number of people that you know. And if you want access to new opportunities, then you need to make some new connections. There's a trick to this, though. Instead of hastily reaching out to build new relationships only when you need something, you can plant seeds and cultivate new relationships before you even know where they are going to end up. That's right, you can start a new business relationship without a specific, … [Read more...]
The Linear Sales World is Dying: Embrace the 6 Steps of the Sales Matrix
I got my start in the sales world as a representative for Cutco Cutlery. It was a direct, in-home sales gig. The only challenge: I had never had a formal sales job before. And I wasn't the only one in the situation. Of the thousands of college students that work with the company every year, most don't have any sales experience. Heck, for many it's their first job. The way that the company became one of the top cutlery companies in North America was by teaching a simple, step-by-step sales process to all of these rookies. It had 7 steps and it was gospel for us, starting with "Number 1 - Building Rapport" and finishing with "Number 7 … [Read more...]
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