Making Social Sell

Jeff Molander is the authority on making social media sell. He co-founded the Google Affiliate Network in 1999, and has been selling for 18 years. Jeff is adjunct digital marketing faculty at Loyola University’s business school, a social sales trainer and author of the first social selling book, Off the Hook Marketing: How to Make Social Media Sell for You. Most social selling trainers teach the value of engaging customers and providing relevant content. Then they demonstrate the technology. But no one tells you exactly how to produce leads and sales—using a proven, systematic approach to content. Until now.




Is LinkedIn Sales Navigator worth it for sales prospecting? And how can you measure the investment — and end it if it's not? I've consulted my most trusted resources — and clients — on the answer. Because what we need is an honest answer from people who are interested in growing their business — not just LinkedIn's! Here are the results I've found in guideline format. The consensus seems strong. In 95 percent of cases you may not need a Sales Navigator or Premium level account.

Earning a reply to your initial email is simple. Spark the prospect's curiosity. But what comes next? How do you follow-up effectively once invited to do so? What do you write and how — so potential buyers will reply again?

Should you measure yourself and your team based on LinkedIn's Social Selling Index (SSI)? I say no. Because your and your team's productivity matters more than simply using LinkedIn — which is what the SSI is all about.

There is no bigger buzz-phrase in sales than “social selling.” But what if the core idea behind it was bogus? What if the term was nonsense? What if there is no revolution in how buyers buy — and how we must now approach selling?

Canadian sales professionals are confused and frustrated. Rightfully so. The Canadian Radio-television and Telecommunications Commission is guiding marketers, while neglecting to help sellers understand and adapt to the law's new consequences.

Your cold email (first-touch message) is most likely too much, too fast. Remember, your goal is NOT to book a meeting when making first contact with a prospect. Using InMail? Standard email? Connecting on LinkedIn first?

More Blogs