The 7P’s to Social Selling – The Bitter Business. About The Bitter Business is a sales and marketing strategy partner based in Ireland. We help companies Grow. FREE Sales and Marketing Consultation FREE 1 hour – no obligation – sales to social selling and social media marketing consultation for your business! We offer a free consultation and we are always happy to have a no obligation chat with potential new customers about helping them to improve their search rankings, boost their marketing results and grow their business. Working mainly with early stage companies to drive revenue via social media,social selling and sales strategy.
Helping companies with social selling, social media marketing, SEO, lead generation, content marketing, revenue development, product to market fit strategy, sales management, customer acquisition strategies plus implementing “Go to Market” programs/tactics My passion is helping people and companies succeed. The Digital Sales and Social Selling Training institute. Social Selling – The Bitter Business. If I were to ask you who your ideal customer is, what would you say? When I ask most new founders this question, I usually get an answer like, “Any technology company between 2-200 employees.” I appreciate the optimism, but I have some bad news: When you try and sell to everyone, you end up selling to no one. New businesses especially need a more focused, specific market than “any technology company.” The problem is, they don’t know how to accurately define their ideal customers, so they just guess. But guessing doesn’t cut it.
Selling to the right customers is too important to gamble on. If you already have one, read on anyway. What is an ideal customer profile, and what does it do? An ideal customer profile describes the fictitious individual or organisation that gets the most value out of your product, and provides the most value back to you. This profile helps you find qualified prospects and protects you from selling to the wrong customers. 1. 2. 3. For example, are they all: » Social Selling Training Programs. Today’s buyer is digitally-driven, mobile, socially-connected, empowered with unlimited access to real-time information about business problems, products, companies, competitors — about all sorts of things.
Also, buyers don’t have to rely on brands, interruption marketing or companies or salespeople for information, because they can find that freely on the web. Prospects can compare your product or service and buy from the competition without you even knowing they exist. The buyer’s journey has changed so business owners, sales leaders, managers, marketing and sales professionals need to understand how they can connect to and leverage these habits. The DSI courses covering “Social Selling”, “Content Marketing”, “Social Media Marketing” and “Account Development Using Social Networks” have been developed in conjunction with sales coaches, digital marketing lecturers, business schools and over 5000 hours of research.
Connecting Content Marketing to Sales – The Bitter Business. 6 Important Sales Enablement Criteria – Lead Generation and Social Selling Articles and News. It might be time to revise your sales enablement framework and practices since, as Bob Dylan sang, “Times, they are a changin” and the sales team is changing with it. Here’s how leading analyst firm SiriusDecisions defines the term: “Sales enablement’s goal is to ensure that every seller has the required knowledge, skills, processes and behaviors to optimize every interaction with buyers.” In other words, how can I make all the stars align in order to give me the best chance of closing a deal? Let me share with you the 6 criteria for a modern sales enablement framework: #1) Target the Right Prospects Let’s be frank here, modern sales enablement requires a fair bit of work and patience. Sales people want to be sure that all their efforts are focused on those who are most likely to buy from them.
If this is a concern in your sales department then it may be worthwhile to outsource your lead generation. . #2) Align your Sales and Marketing Team’s Activities #4) Social Sell through Social Media. B2B Sales Techniques for a Digital World – The Bitter Business. The buyer’s journey is changing sales models and how B2B sales teams sell. Sales 2.0 as a sales technique has been around nearly ten years now but still many companies struggle to embrace it. If you are in B2B sales then Forester projects that over the next four years, 1 million B2B sales people will be replaced by self-service e-commerce. Those that want to have a long term career in sales will have to up-skill and move away from transactional selling while companies will have to embrace a sales model along with sales processes that adds value to the buyer’s journey.
The reality is (and numerous research proves it) that increasingly B2B buyers prefer to research solutions online plus then conclude the cycle by buying the products and services via the web. How many companies still insist buyers to engage with their sales teams as part of the buying process? So are B2B sales dying? It just does not work like that any more.
Finally, one last thought. Like this: Like Loading... Why you Need Sales Intelligence Software | Lead Generation and Social Selling Articles and News. Sales intelligence software helps sales professionals to close more deals, faster. In todays multi-channel digital world a sales person’s job is far from simple. They are often lost in a sea of social media data, Google search results, and online directories, trying desperately to find the names and email addresses of appropriate prospects. Then they are left wondering where to begin when it’s time to make that sales call. New research is proving that when managers invest in sales intelligence software, salespeople can keep their pipelines full of the right leads, better serve prospects and bolster sales effectiveness. What is Sales Intelligence Software? Approaching potential customers should only happen once sales people have a fair knowledge of: In short, the more personalized approach by the sales personnel providing value to the potential customer beyond what was promised is Sales Intelligence.
The Problem with Not Using Sales Intelligence Software Today… Social Selling – The Bitter Business. When implementing a digital sales or social selling program, the biggest single point of failure can be writing LinkedIn messages to buyers. Or to put it in simpler language, the ability to craft well thought out messages that convert into offline conversations between seller and buyer. Every sales strategy most likely has a multi activity approach which may include phoning, emailing and social interaction. However, sales people who use social selling as their primary customer acquisition channel are now getting the majority of their leads via well crafted and well timed messages via social media platforms such as LinkedIn.
So here are some tips on writing LinkedIn messages (or indeed for any social media platform) to potential buyers so sales people can generate sales pipeline quicker. Tip. 1: UNDERSTAND YOUR BUYER I created these ICP’s so I can create content that speaks and resonates with people who are interested in using social media to drive sales. Tip 2: USE INSIGHTS TO BUILD VALUE. 5 Important Tips for Value Based Selling | Lead Generation and Social Selling Articles and News. Value Based Selling is the process of understanding and reinforcing the reasons why your product or service is of value to the buyer. It’s an unfortunate fact that many of today’s B2B sales people are still far more comfortable talking about their products than they are discussing business issues. However the average B2B buyer regards a sales person’s relevant business knowledge as being a lot more valuable than their ability to regurgitate product features, functions and benefits.
If ever there was a place to use value and emotion in selling, it’s with B2B buyers. Why is this? Could this mean that today’s buyers are just more indecisive? 3 factors predict buyer behavior A survey of over four thousand B2B buyers uncovered the most important attributes that a sales professional should have in order to be perceived as valuable, i.e. what makes a buyer buy. When trying to make a sale, it’s not all about your product, service, or your proposal; it’s about motivating the buyer. Tip 1. Tip 2. The Bitter Business. Social Selling Training – The Bitter Business. As someone is involved with social selling training I am often asked about best practices including how to engage with a prospect for the first time.
Let me start by introducing The 5 C’s of social selling. Credibility, Connecting, Content, Conversations and Conversions. Next it is important to understand that social selling is a process not an event. There are more networks than LinkedIn to target plus there are rarely short cuts to building value and trust with potential customers.
True engagement via social media networks is like building the pieces of a jigsaw, the customer see’s the picture being built (with content sharing and participation) and then once they see the full picture (lead nurturing) you are now in a position to commence the sales phase, also known as customer consideration and decision. Here are a few tips I would like to share. To me, the most important thing is always provide VALUE to your potential customers and social network. 2. Provide content and value: How to Use Content Marketing the ACD way. – The Bitter Business. Many companies struggle in how to use content marketing to drive their sales or business upwards.
No big surprise as today’s buyer is more educated and savvy than ever. Smart marketing leaders know that traditional marketing methods are becoming less and less effective by the day, so turning to social media and content marketing as a means to drive traffic and leads makes sense . In fact social media/online advertising will overtake traditional advertising this year, posing opportunities and challenges for many companies. But social media and content marketing is not the same thing.
Yes they do operate hand in glove with each other however one is focused on “consumption” while the other is based on “participation”. The goal of content is audience consumption, while social media is all about audience participation. According to the Content Marketing Institute, 80% of decision makers prefer to get company information in a series of articles versus advertisements. I call this Decision Content. Optimize Your Lead Nurturing Strategy | Lead Generation and Social Selling Articles and News.
Did you know that 79% of marketing qualified leads (MQL’s) never convert into sales due to a lack of lead nurturing? Given this fact, it may be time to revise your lead nurturing strategy to optimize your selling success, especially since companies that excel at lead nurturing were found to generate 50% more sales (source: Social Media Today). Relying on just email campaigns to lead nurture is like fishing: cast the net wide and pray you catch something. But true sales and marketing professionals understand that successful selling in today’s world is actually about connecting, nurturing and building a relationship that in time may yield a sale.
Here’s some proof! What is Lead Nurturing? “Lead nurturing” could basically be renamed “relationship building,” because this is exactly what sellers and marketers are doing. It can be tempting to assume the internet has rendered relationship-building obsolete. Use Multiple Channels to Nurture Leads Use Engaging Content to Nurture Leads. How to Effectively Sell On Social Media | Lead Generation and Social Selling Articles and News.
Social media has changed everything about selling. Social selling is now one of the most effective ways to promote a brand. According to the nearly 64% of people using social media to sell “they experienced a significant growth in their business sales”. This is in contrast to the near 42% of sales teams not using social selling as part of their customer interaction. Selling is going through a transitional period since the emergence of the internet. Despite social selling being on the lips of almost every sales leader, many companies haven’t come around to actually making the leap. Some sales people may say ‘why would I want to involve my business with a platform that’s filled with what people ate for lunch that day’.
This is often an excuse for avoiding social media in the selling process. But if this is your excuse, you must realize that you’re missing out on a huge social opportunity. Best Platforms for Social Selling Join the Right Communities Listen and Share. Lead generation tips | Lead Generation and Social Selling Articles and News. A real lead genius knows that selling is a game of metrics and ratios. Basically, more leads when added to sales training = more sales. Lead generation is one of the most important activities that any business can undertake. Because without leads there are no sales. Therefore, a lead genius is, by extension, also a sales genius! But if you were to ask a… read more. Cold calling – two words that sales people usually dread. If you are feeling the pressure to generate a greater volume of relevant sales leads and achieve more valuable, in-depth knowledge about your prospects with less time and money, don’t worry because so are most sales leaders and marketers.
The increased focus on ‘Lead Generation’ has resulted in companies plugging tools and software which claim to automate the Lead Gen process. Even with the rapid growth in big data and social media – sales prospecting or social prospecting is still a critical component in the sales process. How the Sales Process Has Changed | Lead Generation and Social Selling Articles and News. The way in which B2B buyers research and buy today demands changes to the sales process. Strategies must adapt to the current ‘online generation’. Sales people can no longer focus on just their actions. Today, the sales process needs to be a collaboration. It’s about finding leads that are the right fit for your service early in the process, then helping your prospect gain comfort with your ability to help them achieve results. Let’s take a look at the more traditional / outdated selling process (which a lot of companies still follow): The Traditional Selling Process Prospecting– The sales person finds new customers by sourcing names, job titles and phone numbers.
Qualification– The sales professional decides whether a sales opportunity exists based on limited information. The Approach – This is where the rubber meets the road in the traditional sales process. Find Key Influencers – Find the influential decision makers necessary to close this opportunity. What has changed? What is a Social Selling Index? | Lead Generation and Social Selling Articles and News. Social selling and your “social selling index” is a hot topic at the moment. If you’re in sales, then you can’t avoid it. Given the proven benefits that social selling can bring about for business revenue, many companies are now implementing it into their sales strategy. So can your Social Selling Index help you do this more effectively?
Research from LinkedIn reveals that 90% of decision makers won’t answer a cold call, (plus it takes 8 attempts to get a cold sales conversation going) making the process an increasingly ineffective use of sales resources. What Is A Social Selling Index? The social selling index (SSI) is a LinkedIn feature for sales teams which takes account of your company’s LinkedIn activity based around the four pillars of social selling, and quantifies it on a 1 – 100 scale index.
How To Boost Your SSI Each pillar of social selling is worth 25 points on the SSI. Pillar 1) Establish Your Professional Brand Pillar 2) Find the Right People Pillar 3) Engage With Insights. 5 Tips For Prospect Engagement | Lead Generation and Social Selling Articles and News. What is Sales Intelligence? | Lead Generation and Social Selling Articles and News. Lead generation | Lead Generation and Social Selling Articles and News. How to be a Lead Genius | Lead Generation and Social Selling Articles and News. Powerful Sales Techniques You Probably Haven’t Tried Before | Lead Generation and Social Selling Articles and News. Social Selling using Data. Upgrade Your Team to the Sales Loft | Lead Generation and Social Selling Articles and News. Inbound Marketing Guide. 5 Benefits of Social Selling | Lead Generation and Social Selling Articles and News. Get an Inside View on Sales | Lead Generation and Social Selling Articles and News.
Sales Prospecting Using LinkedIn | Lead Generation and Social Selling Articles and News. How to Make Cold Calling Easier | Lead Generation and Social Selling Articles and News. Lead Generation Software from Connectors Marketplace | Lead Generation and Social Selling Articles and News. Customer Acquisition Strategy. Social media marketing strategy. Social Selling in the Digital World | Lead Generation and Social Selling Articles and News. Online sales lead generation. Free Trial User Guide | Lead Generation and Social Selling Articles and News. Social Media Lead Generation Tool is Launched | Lead Generation and Social Selling Articles and News.
Tips to Improve Your Sales Process | Lead Generation and Social Selling Articles and News. Sales Prospecting Tips from The Bitter Business. Automated B2B Lead Generation Services. Social Selling tools to harness social media. Tips to Improve Your Sales Process | Lead Generation and Social Selling Articles and News.
Social Media Drives Inbound Marketing Effectiveness | Lead Generation and Social Selling Articles and News. Sales Management Tips. Automated B2B Lead Generation Services. How to Find New Customers on Social Media. Connectors Marketplace Launches Social Media Lead Generation Tool. Content marketing strategy. Social Media Facts and Trends. Lead Generation Software Tools. Social Media Marketing Plan. Using Social Data to Leverage Generation C. Content Marketing. Social Media Business Tips – The Bitter Business | Social Media Business.
Social Selling Tips of the Month. Social Selling. Sales Prospecting Guide. Sales Consultant. About. Sales outsourcing. Social Selling. Social Data in Sales. How to Improve Lead Nurturing with Social Media | Instant Lead Generation For Social Selling. Social Media Marketing. Using Social Selling Tools to Improve Sales Pipeline | Instant Lead Generation For Social Selling. Putting the Social into Selling | Instant Lead Generation For Social Selling. Social Media Business Tips. Sales Success Tactics | Instant Lead Generation For Social Selling. Lead Generation Online | Instant Lead Generation For Social Selling. Social Media Marketing Strategy. Sales and Marketing Ireland (with images) · brianoconnell. Using Social Media for Customer Acquisition. Social Selling Tips. Social Media lead generation – Connectors Marketplace.
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Social Selling tools to harness social media. How to improve lead nurturing with social selling | Instant Lead Generation For Social Selling. SEO Google results update for Ireland. Social Media lead generation – Connectors Marketplace. Social Media lead generation – Connectors Marketplace. Get the sales team selling with social media | Instant Lead Generation For Social Selling.