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.

 

 

 

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?

Looking to hire a sales trainer for LinkedIn? Beware. Instead, consider hiring a sales prospecting coach who knows if (and when) to apply LinkedIn. Put you/your team's prospecting skills ahead of LinkedIn skill development.

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