7 Habits of Highly Effective (Social) Salespeople

7 Habits of Highly Effective (Social) Salespeople

Craig Rosenberg, Leader, Focus Expert Network (@funnelholic)

Chris Jablonski, Marketing Manager, Focus (@cjablonski)

June 2011

© 2011 Focus, Inc. All rights reserved.

@funnelholic@cjablonski

Who am I

Craig RosenbergLeader, Focus Expert Network

Funnelholic.com

@Funnelholic



Two reasons why I can help you today

I’ve built and seen numerous sales and marketing machines• Personally built 24 demand generation organizations and involved in the development of 50 • Executed 100s of sales and marketing campaigns of all kinds• Author of popular sales and marketing blog: www.funnelholic.com

Focus.com is my laboratory where I learn from other experts, including top sales pros



Buyer decisions are getting longer and more complex

time

leve

l of

bu

yer

act

ivit

y

“I’m just downloading

stuff”

“We have a project” “We’ve

made a decision”

“I’m just browsing”

“We’ve shortlisted vendors”

awareness consideration purchase

online



5 key facts about today’s buyer

1 90% say the internet is their preferred tool for making purchasing decisions

2 Suffer from attention scarcity

3 Is information overloaded, but more educated

4 Self-promotes by expressing him/herself online

5 Is more frugal than ever



Sales 2.0: Sales has more info than ever

Source: Nigel Edelshain, Creator of Sales 2.0



24% of buyers indicated that the sales reps are not prepared for presentations at all, 30% indicate that they are somewhat prepared , and only 29% indicate that they are well prepared. – IDC, 2010

But most sales people are not prepared



New formula for success: Combine traditional salesmanship with new information sources and online tactics to connect with today’s buyers



The 7 Habits



Fundamentals come first1



Social selling doesn’t exist without the fundamentals

Sales DNA

Process

Training

Tools

Social Selling



Build a circle of trust2



3 ways to build a reputation for trust

1. Practice active listening

2. Do unexpected things that show that you’ve listened

3. Pay attention to the details that matter



Realize that you are a brand

3



The most unique thing is not always the company or the product; but it is always you



Make your social bio meaningful, unique and memorable (not “unrelenting closer”)

Link to relevant sites, like your blog, Twitter, etc.

Use a picture; keep it professional



NOT THIS (actual Facebook profile image)



4 Be present and aware



Always come prepared5


@funnelholic@cjablonskiSource: Jacob Morgan, Principal, Chess Media Group



It’s a social world: Understanding your buyer (the person)

What the organization cares about VS. What your prospect cares about



6 Always be prospecting and pay attention



How to do it

Tools for trigger eventsTools for prospecting

Source: Nigel Edelshain, Creator of Sales 2.0



LinkedIn Pro: personal “inbound marketing”



Always be helping so that you are always closing

7



• How can you be interesting to your customers if you’re talking about the exact same things as your competitors?

• Differentiate by speaking about issues relevant and important to them

• Give useful information away for free (that’s how HubSpot got so successful)



The new sales guy: The facilitator

Prospect with a problem

You

Customer provides input



Thank You

7 Habits of Highly Effective (Social) Salespeople

Business

Transcript of 7 Habits of Highly Effective (Social) Salespeople