The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer show

The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer

Summary: Sales and Marketing professionals will discover social selling strategies they can apply to their social media marketing efforts. Martin Brossman and Greg Hyer discuss cutting edge techniques for using LinkedIn, Twitter, Facebook and Google+ to prospect for, support and grow your business.

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  • Artist: Greg Hyer, Martin Brossman and Elyse Archer
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 Social Selling Outlook for 2017 with Jon Ferrara – Ep. 105 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 50:24

Nimble.com CEO, Jon Ferrara joins Martin Brossman to discuss his outlook for social selling in 2017. They discuss Microsoft’s completed acquisition of LinkedIn and much more. Jon is the Founder and CEO of the Santa Monica, CA based CRM solution, Nimble.com. Jon has previously joined us in episodes 58 and 90. We wanted to bring Jon back to discuss what changes social sellers and marketers can expect in 2017 as it relates to the tools they use and the techniques they are using to prospect and develop business relationships. Jon shares some insights about his visit to Microsoft and announces first on the Social Selling Podcast, that Nimble will integrating with Microsoft’s Outlook mobile app in January 2017. In addition, there’s more integrations that Nimble will have with Office 365 in 2017. Martin and Jon discuss a number of other topics including what the future of social selling will look like, the job market and drones. All this in a fun episode with Jon Ferrara of Nimble.com. Social Selling News Microsoft completes its acquisition of LinkedIn. Expect to see LinkedIn integrated across a number of Microsoft’s online products like Office 365 and Dynamics 365, Microsoft’s entry level CRM solution. One area of interest is how Microsoft will integrate LinkedIn Learning into their product suite. Microsoft appears to be very focused on providing access to education that develops the technical skills of the middle class worker. Microsoft wants to integrate LinkedIn Learning into their Office 365 Suite of products in an effort to give everyone access to training. They are very serious about giving people the opportunity to pick up new skills as most people affected by the 2008 Great Recession have not invested in their education. B2B Social Selling Training Online Check out our new course: Establishing a Social Selling Routine. Visit SocialSelling.Training to access the most comprehensive online social selling training available. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today. Thank you to our Sponsor The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry. Audio Run-time: 50:24 The Social Selling Podcast by Linking into Sales is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support sales and buying cycles and help them become more proficient in social selling.

 Using SnapChat in Sales with Carlos Gil – Ep. 104 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 1:00:34

Carlos Gil, a top 50 SnapChat influencer and Global Head of Global Social Media at BMC Software. While attending the Internet Summit in Raleigh, Greg had a chance to sit down with Carlos to talk about using SnapChat in Sales and how social sellers can use this social platform to nurture relationships with customers. Before we get to the interview, Martin, Elyse and Greg catch up and discuss a couple social selling news items. The main focus was about Salesforce stressing to the EU to look closely at Microsoft’s acquisition of LinkedIn. As we get into the interview we ask you to listen for some of the things that Carlos talks about. He stresses that SnapChat is not for kids any more. More than half of those signing up for SnapChat are over the age of 25 and 38% of those between 25 and 34 with smartphones use SnapChat. Carlos talked about Twitter and how they are in a death sprial. Financially, Twitter is not doing well. Between the layoffs and the lack of innovation, Twitter has fallen from technology company status to media company. And we all know how well most media companies are doing. To learn more about and connect with Carlos please use the links below: * Carlos Gil’s Website * Carlos Gil on LinkedIn * Carlos Gil on SnapChat * Carlos Gil on Twitter * Carlos Gil on Instgram * Carlos Gil on Facebook * Carlos Gil on YouTube B2B Social Selling Training Online Check out our new course: Establishing a Social Selling Routine. Visit SocialSelling.Training to access the most comprehensive online social selling training available. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today. Thank you to our Sponsor The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry. Audio Run-time: 1:00:34 The Social Selling Podcast by Linking into Sales is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support sales and buying cycles and help them become more proficient in social selling. * Follow us on Twitter: Twitter.

 Thankful for Social Selling and More in 2016 – Ep. 103 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 51:34

What are you thankful for? In this episode of the Social Selling Podcast, Martin Brossman, Greg Hyer and Elyse Archer share what they are thankful for in 2016 as it relates to social selling. Also hear about a special “engagement” that Elyse got herself into. Happy Thanksgiving! B2B Social Selling Training Online Check out our new course: Establishing a Social Selling Routine. Visit SocialSelling.Training to access the most comprehensive online social selling training available. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today. Thank you to our Sponsor The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry. Audio Run-time: 51:34 The Social Selling Podcast by Linking into Sales is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support sales and buying cycles and help them become more proficient in social selling. * Follow us on Twitter: Twitter.com/linkingin2sales * Join our LinkedIn Group: https://www.linkedin.com/groups/2450586 * Add us to your Google+ Circle: https://plus.google.com/+LinkingIntoSales * Subscribe to us on YouTube: https://www.youtube.com/LinkingSales * Talk with us on Facebook: Facebook.com/linkingintosales

 Sales Enablement for Social Selling Success with Dr. Brian Lambert – Ep. 102 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 56:38

Sales Enablement is more than just content and training Dr. Brian Lambert is the Founder of the Sales Enablement Society and Managing Director at Oxygen Learning in Washington D.C. Dr. Lambert has spent his career helping salespeople become better at their job through the creation of the Compendium of Sales and his work at Oxygen Training. In this episode of the Social Selling Podcast by Linking into Sales, we will talk with Dr. Lambert about sales enablement and how it’s critical to #socialselling success. In this episode we start by asking Dr. Lambert to explain what sales enablement is. He sees sales enablement as a set of skills that address four business functions: * HR and Learning connection to sales (talent/ training/ learning) * Administration piece – admin workload is high on a sales professional, how can they be freed up? * Marketing and sales intersection with content * Operational view – forecasting, pipeline demand, etc We also ask Dr. Lambert how does sales enablement relate to social selling? He pointed out that sales enablement should be the ones to build a service to help sellers get in front of an executive and look at it end to eng. The must ask sales what do they need to know and do to get in front of CMO. They need to help sales understand empathy. This comes from a variety of inputs including social. Once a sales person has access, sales enablement can help by recommending what to say to prospects. Content is critical as well. Sales enablement must also track to know what worked and if the sales person was able to get in front of executives. Dr. Lambert mentioned the formation of the Sales Enablement Society. On November 18, they will be holding their first conference in West Palm Beach, FL. To lear more, please visit http://www.sesociety.org/. Social Selling News * LinkedIn Launches new Salary tool * Twitter is shutting down Vine and laying off 9% of their worldwide workforce. That’s about 350 people, mainly focused on their sales and marketing teams and closing multiple offices in Europe including Germany and the Netherlands. * LinkedIn rolling out an update to make Skills and Endorsement more relevant to profile visitors. Social Selling App to Check Out * Silk Prospector – Find anyone’s email address via their LinkedIn profile with this Google Chrome extension. 50 free emails per month, 300 a month at $25. 95% accuracy. B2B Social Selling Training Online Check out our new course: Establishing a Social Selling Routine. Visit SocialSelling.Training to access the most comprehensive online social selling training available. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson.

 Creating Amazing Buying Experiences with Matt Ruedlinger – Ep. 101 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 43:17

Buying Experiences are Important to Social Selling in Q4 In this episode of the Social Selling Podcast by Linking into Sales, we will be talking with Matt Ruedlinger of Triple R Marketing in Bloomington, Indiana. Matt’s experience in creating amazing customer experiences is a timely topic for Q4. Watch and listen as we invite him to share how social selling sales pros can create amazing buying experience in Q4. Social Selling News Twitter Opens “Moments” feature to all users How Snapchat Trumped Twitter at Presidential Debate Salesforce tries to block Microsoft’s LinkedIn Acquisition September 2016 LinkedIn Company Fact Sheet About Our Guest – Matthew Ruedlinger of Triple R Marketing Matt Ruedlinger hails from Bloomington, Indiana Area. As Founder and CEO of the marketing firm Triple R Marketing, Matt has been described as “highly creative with an unparalleled understanding of service”. With over 20 years’ experience in Marketing and Sales, Matt has helped small-local businesses and brand-name Fortune 500 companies alike become leaders in their industry. He has worked alongside world-renowned author and sales expert Jeffrey Gitomer, and has helped businesses promote their products at high-profile events such as the Sport Emmy Awards. Matt’s vision of Triple R Marketing is key to his core belief and operating principles, driving him to create distinguished customer experiences, “Customer experiences are not planned based on data, they happen when you empower the right people who love what they do, and I love what I do.” How to create amazing experiences in Q4? Matt offers these suggestions for creating amazing customer experiences. * Make a hand written note for each one thanking them for their business * Create a program to roll out through the year about creating an amazing customer experience.. * Look at your customers to see what the low point is in the process for your industry… how can you create a great customer experience around that time? * Bottom line – I want to deal with my friends before anyone else * Take the strong connections you have, branch off of that. Gift card for referrals * Start a group where people get together and help each other out with their sales Matt’s company, Triple R Marketing, has a 98% customer retention rate since 2005. He explains why speed has been critical and why eliminating procrastination is important in a world of instant gratification. Here is the link to the episode of the B2B Growth Podcast that Matt Ruedlinger was on. This Episode’s Social Selling Tips * Private YouTube Messages * Nimble.com 4.0 http://www.nimble.com/blog/meet-nimble-4-0-the-simply-smarter-social-sales-marketing-crm/ * Hashtags on LinkedIn Mobile * Stop being desperate – Don’t reply with a pitch * Follow up with a call to action B2B Social Selling Training Online Check out our new course: 

 The Social Selling Podcast Celebrates its 100th Episode – Ep. 100 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 1:11:11

The Social Selling Podcast by Linking into Sales celebrates its 100th episode with a look back at some of their favorite episodes. Here’s a few items of Social Selling News * LinkedIn Doubles Down on Education with LinkedIn Learning – TechCrunch * The Shocking Statistic That Will Make You Rethink LinkedIn – Inc.com * Move Over Salesforce and Google, Disney Might Bid for Twitter – Silicon Angle Here are a list of the episodes featured. Elyse Archer’s picks Three Skills a Sales Coach Focuses On – Linking into Sales Episode 77 Sales Prospecting and Lead Generation with Neal Isaacs – Ep. 092 The Social Selling Podcast Martin Brossman’s Picks Linking into Sales Ep 66: The Rog Bates Interview – How to be Funnier as a Sales Professional  Can Sales be a Distinguished Profession with Brian Lambert PhD – Ep. 093 Greg Hyer’s Picks Linking into Sales Social Selling Podcast Episode 47: The Pipeliner CRM Interview The Jill Rowley Interview on the Social Selling Podcast by Linking Into Sales EP. 089 Also check out our first episode, The Generosity of Transparency, Ep 001. We’ve come a long way since this episode. B2B Social Selling Training Online Check out our new course: Establishing a Social Selling Routine. Visit SocialSelling.Training to access the most comprehensive online social selling training available. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today. Thank you to our Sponsor The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry. Audio Run-time: 1:11:11

 Social Selling Vs. Social Commerce: How They are Not the Same Ep. 099 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 39:24

There is no social selling in social commerce. Martin Brossman, Greg Hyer and Elyse Archer discuss the confusion retailers and direct sellers are creating by adopting the term “social selling.” So, to set the record straight, Greg explains why simple transactions that happen as a result of an engagement between a retailer or seller with a consumer is social commerce and not social selling. You will understand why social selling developed to address relationship building in complex sales cycles and not simple transactions. Social Selling News Discussion LinkedIn adds Gmail and CRM Integration into Sales Navigator http://www.cio.com/article/3097195/social-networking/linkedin-adds-gmail-crm-integration-to-sales-navigator.html LinkedIn moves into video, starting with Quora-style Q&A from Influencers https://techcrunch.com/2016/08/02/linkedin-moves-into-video-starting-with-quora-style-qa-from-influencers/ Twitter announces #Stickers for photos https://blog.twitter.com/2016/au-introducing-stickers-on-twitter FullContact acquires Conspire http://finance.yahoo.com/news/fullcontact-acquires-conspire-130000235.html https://www.conspire.com/blog/2016/08/fullcontact-acquires-conspire/ Hubspot Post: What Sales Reps Should Be Doing On LinkedIn Every Day, Week, Month, and Quarter http://blog.hubspot.com/sales/what-sales-reps-should-be-doing-on-linkedin-every-day-week-month-and-quarter B2B Social Selling Training Online Visit SocialSelling.Training to access the most comprehensive online social selling training available. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today. Thank you to our Sponsor The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry. Audio Run-time: 39:24 The Social Selling Podcast by Linking into Sales is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support sales and buying cycles and help them become more proficient in social selling.

 Interview with Donnie Tuttle of the Sales Heroes Podcast – Ep. 098 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 43:43

In addition to his wife and eight children, Donnie Tuttle in love with B2B sales and marketing. He’s a teacher/trainer/manager of the next generation of sales superheroes listening to his podcast the Sales Heroes Podcast and working as the Level Up Sales Coach at Southwestern Consulting Group. Martin Brossman and Elyse Archer talk with Donnie Tuttle about creating stronger connections using LinkedIn. You will really enjoy his super hero metaphors and story telling in this episode. Donnie’s tips for staying in touch using LinkedIn include * Sharing content a few times a day * Write and post original content a couple times a week. * Actively tries to connect people Donnie shares his insights about the Hero’s Journey and how it relates to the Sales Person’s part in an organization. He mentions how a sales person is responsible for as many as 34 people in an organization. Donnie points out that there is a twist to this metaphor. The Sales person needs to be a hero to those that they need to become the hero in their organization. Elyse asks Donnie how a sales person might be able to leverage a podcast to connect with their best prospects and client. He recommends starting with the “WHY.” Make this part of your strategy. Remember that social media is a great way to introduce yourself but it is not a good place to make marriage proposals (asking for the sale.) Make sure that your social media profiles represent how great of a sales person you are. You must invest in yourself. Donnie mentioned Adobe Spark Video. This video app is available at no cost in the iTunes Store. Sorry, it’s not available for Android. Listen to the episode to discover what Donnie’s own Sales Super Power is. Visit SalesParrot.com/podcast.html to listen to the Sales Heroes Podcast. You can learn more about Donnie Tuttle by visiting LevelUpSalesCoaching.com Visit SocialSelling.Training to start your online training. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today. The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry. Audio Run-time: 56:51 The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.

 Social Selling – An Interview with Tim Hughes Ep. 097 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 56:51

Tim Hughes is the co-author of “Social Selling: Techniques to Influence Buyers and Changemakers.” He is a Social Selling Innovator and Pioneer who has become a global reference point for hints and tips in Social Selling. His 27 years as a quota carrying salesperson means he cuts the fluff and speaks in a no nonsense style. He was recently a senior business sales leader at Oracle and has recently left to start his own organization, Digital Leadership Associates. Greg Hyer, Martin Brossman and Elyse Archer have a very insightful discussion with Tim and uncovered a number of great points about social selling and using it in an international sales environment. Here are a few of this discussion topics we got to bring up with Tim. We discussed how social selling in the UK and Europe may be approached differently than how Americans approach it. in addition, we talked about some cultural considerations when sales reps from other countries sell to the UK. With regards to Tim’s new book, we discussed why he wrote the book, who is it for and what is something that you want readers to get from the book? He also discussed what the Changemaker Method is and why it’s important in social selling. We also discussed  how is LinkedIn received in Europe and are their other sites they are on instead. Tim introduced us to a new social network that is launching soon in the UK. * Tim Hughes on LinkedIn: https://www.linkedin.com/in/timothyhughessocialselling * Tim Hughes on Twitter: https://twitter.com/Timothy_Hughes * Website: http://www.theSocialSellingNetwork.com * Book: https://www.amazon.com/Social-Selling-Techniques-Influence-Changemakers/dp/0749478012/ref=sr_1_1?ie=UTF8&qid=1467982271&sr=8-1 At the top of the show, Greg mentioned a search platform you may want to consider using for prospecting. Qwory.com  is a search engine for finding businesses and their contact information. Use keywords and filter by available contact info, domain, size, location, social network and more. For example, Lets say I offer reputation management services. Search for large automotive businesses with a .com domain in California that have an email address and phone number and are on Facebook and Yelp. Search returns 7 businesses. Check it out and sign up for their free account level and see if this will help you with your social selling. Here’s the interview CNBC did with Reid Hoffman on why they sold LinkedIn to Microsoft. CNBC: LinkedIn co-founder Hoffman – Why we sold to Microsoft Visit SocialSelling.Training to start your online training. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today.

 Personal Influence in Social Selling with Stephanie Sammons Ep. 096 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 43:34

Creating Personal Influence for Social Selling In social selling, creating personal influence can be the difference between making quota and not making quote. Stephanie Sammons, a corporate renegade turned entrepreneur, talks with Martin Brossman and Greg Hyer about why influence is so important in social selling. About Our Guest: Stephanie Sammons Stephanie left her 15-year corporate financial services career in the midst of the global financial crisis at the age of 40 to pursue her dream of becoming an entrepreneur. As an entrepreneur, Stephanie went from being completely ‘unknown’ in the digital business and marketing industry to emerging as a top thought leader and influencer. She’s been named a Top 30 Marketing Thought Leader and Top 25 Social Media Expert by LinkedIn. Stephanie’s work with entrepreneurs and business owners across the globe combines her high-trust relationship marketing and selling experience with modern digital media and social networking strategies. In her book, Linked to Influence, Stephanie shares 7 powerful rules for LinkedIn success: How to power up your LinkedIn profile with precision How to build a smarter LinkedIn network How to grow your LinkedIn visibility through value How to network smarter on LinkedIn How to go ‘one-to-one’ with anyone on LinkedIn How to get LinkedIn to groups How to become a trusted thought leader on LinkedIn Stephanie’s three P’s of creating influence are: * Personality * Passion * Perspective Stephanie also recommends using LinkedIn’s messaging feature to make introductions rather than the Introduction tool. It’s similar to adding someone’s email address to the email field. Influence is the gateway to relationship building, makes your stock more valuable.  Links Mentioned Books: * “Linked to Influence” by Stephanie Sammons * “Invisible Influence” by Jonah Berger Twitter Chats * #TwitterSmarter * #LinkedInChat * #InfluenceChat Stephanie Sammons can be found on LinkedIn, Twitter and at her Website. Visit SocialSelling.Training to start your online training. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today. The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University –...

 Social Selling Success with Barbara Giamanco of Social Centered Selling Ep. 095 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 38:57

Social Selling Success Starts with Training Social Selling Success has to start somewhere. Martin Brossman, Greg Hyer and Elyse Archer talk with Barbara Giamanco of Social Centered Selling about how sales management and sales professionals can use social selling to be successful in sales. We start the conversation by asking Barbara what it takes for a sales organization to achieve social selling success today. She believes it starts by recognizing that the world has changed. You have to shift your approach to adapt to the buyer’s expectations. The second thing is you have got to get training. It also starts with a strategy that outlines what you want to accomplish on social. The foundation of a social selling strategy starts by defining the characteristics of the buyers. Personas keep sales on track and keep them from trying to sell to anything with a pulse. Secondly, you must have a social selling training strategy. Next you also have to focus on your messaging for each social platform you use. It’s not much different from the traditional sales approach. Organizations will eventually decide to take training internal and address the gaps they may have in their sales training. But some organizations can be naive when they think they understand social networks and fail to achieve social selling success. Focusing on the LinkedIn social selling index score will likely lead you on the wrong path. Training must be measured by tracking engagements that lead to sales outcomes. Training cannot be an event. It must be ongoing and coached all year along. One of Barbara Giamanco’s biggest pet peeves are pitch emails sent right after you’ve accepted a connection request. It’s like shooting yourself in the foot because it’s such a low quality way to make a first impression. It’s extremely hard to recover from if you try to come back around. Sales Management must stop letting their reps just check the boxes. Social selling is not a numbers game. We also hear Barbara’s perspective on investing in training for new sales reps. We have heard of sales management holding back from providing sales training to new hires because they fear they are going to leave in less than 12 months. Barbara believes that we need to invest in new hires as an effort to get them on boarded, productive and retained longer through training. Show Links * Video: How to Set Up 2-Step Verification on your LinkedIn Account * Password Tool: Last Pass * 2-Step Authentication Mobile App: Google Authenticator for Android or Google Authenticator for iOS “Are these 5 LinkedIn Mistakes Killing Your Sales Opportunities?” by Barbara Giamanco ebook: Message Matters – Improve your sales message to generate better results * LinkedIn ProFinder Visit SocialSelling.Training to start your online training. Register and we will start your training off for free with two ...

 Accelerating Trust in Social Selling – Drew D’Agostino of Crystal: Ep. 094 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 54:32

Drew D’Agostino is the founder of CrystalKnows.com. Martin Brossman, Greg Hyer and Elyse Archer talk with Drew about how his application helps accelerate trust by helping you discover your prospect’s personality based on their social media activity. Drew shares that most interpersonal problems are caused by a misunderstanding of communication. In Sales, this couldn’t be more accurate. He approached this problem by combining a few passions of his: the DISC assessment, machine learning and language processing. Drew explained why he built an application like Crystal. First, he realized that everyone has a certain personality online. By using the data we share, machine learning and language processing he was able to determine that people have distinct personalities online. By combining this data with inputs we and those that know us have, Crystal is able to build a personality profile that helps us use the right tone and style when writing to prospects we don’t know well yet. Crystal was not designed to prove an academic perspective. Matter of fact, very little academic insights fueled the creation of Crystal. It was designed for three purposes in mind: Understand yourself – Free Understand your friends and contacts to improve 1 to 1 communications Matching people and providing relationship advice – Similar to DISC assessment Try out CrystalKnows.com for free by visiting the link below. Be sure to add the Google Chrome extension to get the full effect of Crystal on Gmail, Twitter and LinkedIn. Show Notes Links CrystalKnows.com Crystal Google Chrome Extension for LinkedIn, Gmail and Twitter Social Selling News LinkedIn hackers release accounts and passwords from 2012 hack. Check out our latest video on how to set up 2-Step Verification to protect your account from unauthorized access. https://www.youtube.com/watch?v=iYOge2nseB8 Welcome Liam Haplin to LinkedIn Ireland as the new head of Sales Solutions for EMEA http://www.irishtimes.com/business/technology/linkedin-appoints-ex-dell-ireland-head-to-new-role-1.2644078 Visit SocialSelling.Training to start your online training. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today. The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry. Audio Run-time: 54:32 The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and...

 Can Sales be a Distinguished Profession with Brian Lambert PhD – Ep. 093 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 44:31

Martin Brossman talks with an old friend, Brian Lambert, PhD. They discussed a number of topics like if sales can be a distinguished profession like a doctor or a lawyer. Lambert draws correlation to the sales professional needed to become more like a lawyer or a doctor. They also discusses some of the biggest challenges for salespeople and customers: * Sorting through 1 million soundbites, can be hard to prioritize and sync up * Time management is key in order to find the time to sort through the sound bites for your customers and also stay in front of them with value-added follow up. * How do you create a shared vision of success with the customer? * Sales pros are finding it more difficult to focus and are becoming overwhelm by being bombarded with information and learning. * Salespeople don’t take enough time to dissect what’s going well and what’s not going well with their sales process.  Students of the game have to learn how to learn. * Hear the original recording of Martin Brossman talking about “Sales as a Profession” at a former United Professional Training Association (UPSA) meeting in the Triangle and referencing the Compendium of Professional Selling from 2007.  * The photo to the right is a picture of the Compendium of Professional Selling cover mentioned on this podcast. Following the interview Martin Brossman, Greg Hyer and Elyse Archer discuss the interview and call attention to a number of points in the interview. Visit SocialSelling.Training to start your online training. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today. The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry. Audio Run-time: 44:31 The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling. * Follow us on Twitter: Twitter.com/linkingin2sales * Join our LinkedIn Group: https://www.linkedin.com/groups/2450586 * Add us to your Google+ Circle: https://plus.google.com/+LinkingIntoSales * Subscribe to us on YouTube: https://www.youtube.com/LinkingSales * Talk with us on Facebook: Facebook.com/linkingintosales

 Sales Prospecting and Lead Generation with Neal Isaacs – Ep. 092 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 43:25

Today we talk with Neal Isaacs, an account executive at Time Warner Cable Media and creator of the Prospector’s Path online course, about sales prospecting and lead generation. But first, some odd news. We uncovered reports that a car crashed into LinkedIn’s Mountain View Offices. No one was hurt and it doesn’t appear this was someone upset about the changes to LinkedIn Groups

 Social Selling Best Practices with Jack Kosakowski – Ep. 091 - The Social Selling Podcast by Linking into Sales with Martin Brossman, Greg Hyer and Elyse Archer | File Type: audio/mpeg | Duration: 41:41

Jack Kosakowski, a very well respected practitioner of Social Selling, joins Martin Brossman and Greg Hyer to discuss his best practices in social selling. But first, the news: * Nimble.com’s new Gmail Tracking feature: https://www.youtube.com/watch?v=5yFKyvNSl1c. * Quuu.co hand curated content suggestions you can share using Buffer. Greg will be writing about his couple month’s using the service. * LinkedIn beat Wall Street expectations because of Talent Solutions, user growth and user activity on Mobile. Analysts want to see more from Lynda.com acquisition and Sales Navigator’s contribution to overall revenue performance. Read the report about LinkedIn here on Bloomberg.com. Jack Kosakowski is the Global Head Of B2B Social Sales Strategy at Creation Agency and the Co-Host of the Sales Tech Talk Podcast. He is a well respected member of the social selling advocate community. In his previous role as a senior sales executive at Act-On, the marketing automation company, Jack used social selling techniques to generate over $1 million in revenue. Here are some of the questions we asked Jack with parts of the answers he gave Q: Why did management not fire you for social selling? A; Management believed in him and his goal was to make quota. They didn’t care. Q: What was the most useful aspect of social selling? A: Get visible, get valuable. Getting connected. Social selling strengthens your sales process. Q: What does your routine look like and how do you stick to it? A: It comes down to focus. It’s about conversations. All starts and ends with a conversation. Buyer focused. Working to get them off-line. Q: What are your favorite social selling tools that are not social networks? A: Buffer and Crowdfire. On Twitter you have to follow people with a targeted following. For more, listen to the episode or watch the interview. There’s a ton more value inside. To connect with Jack Kosakowski you can find him on LinkedIn and Twitter. Visit SocialSelling.Training to start your online training. Register and we will start your training off for free with two courses; Linking Profile Fundamental for the Social Seller and Twitter Profile Fundamentals for the Social Seller. In addition, we will show you how the path to social selling was blazed in our “Introduction to Social Selling” lesson. These courses are free and will be updated as changes are rolled out to LinkedIn and Twitter. Visit SocialSelling.Training to register today. The Social Selling Podcast by Linking into Sales is sponsored in kind by North Carolina State University – Technology Training Solutions. Please be sure to visit to learn more about their professional continuing education opportunities so you too can sharpen your technology skills and remain competitive in your industry. Audio Run-time: 41:41 The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling. * Follow us on Twitter: Twitter.

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