Top 25 Incendiary Social Selling Secrets

Top 25 Incendiary Social Selling Secrets

Can you close million dollar deals with social selling fully inside? Yes. Here are the top 25 ways how you can actually do it. It’s being done right now in the field by a sales team near you [perhaps a competitor], it’s remarkable and it’s not for the faint of heart. Get a good night of sleep and unleash your inner advanced strategic social selling ‘beast mode’ tomorrow. I’m sure the naysayers will come out in full force over this content but I can attest, a new era of selling is upon us. It’s a pastiche of panache par excellence, a mashup of the highest order.

To win in 2015 you’re going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Just reading Jonathan Farrington’s statistic that, ‘the average quota attainment in B2B sales is below 60%,’ prompts me to lay out a blueprint on how to fix it. If you’re a sales person, sales manager or CEO that aspires to greatness this year and leveraging the new channels to book major revenue, remember that it’s not just about social selling – it’s about advanced strategic social selling! Tactics without strategy are a fool’s errand. Don’t heed those spam emails you get promising you impossible results on LinkedIn. There is no quick fix in social selling just like there never was in analog enterprise selling and never will be. It’s a strong supplement not substitute and it’s all about daily heavy lifting. The right strategies and tactics applied consistently will help you break through. The devil’s in the details so you will win or lose in the execution phase. These 25 solutions form the bedrock to proven sustainable results with advanced social selling injected as a force multiplier:

  1. Move from push to pull marketing. While the whole world is blasting out white noise, start to leverage ‘attraction’ marketing and pull your dream customers to you. Launching your own LinkedIn Group below is ‘pull.’ Publishing edgy subject matter expertise content driven by insight with a strong polarizing opinion stands out: it’s ‘pull.’ The name of the game is to create a garden for the butterflies to land on you rather than relying on bigger, better, faster nets. Trillions of dollars are spent annually on interruption-based push marketing. Flip the script. Be an expert and start to radiate out insights, solutions and your personality from your blog, Facebook, Twitter, Google+, an Infographic Pinterest board (design the infographics yourself), get quoted in the media via deft press releases, speak at conferences and become omnipresent everywhere a customer in your industry would go on LinkedIn. This mind shift of mind share alone will work wonders for your personal brand, company brand and make the biggest impact on filling your funnel with qualified opportunities. Remember, you’re now creating demand upstream prior to “trigger events” leveraging this strategy. This is pre-Challenger, before they’ve gone into RFP mode, before they’ve hit up the first page of Google to run the reverse auction on you and your closest 5 competitors. May the ‘first in’ win! Entice, beguile, enchant and extoll…
  2. Challenger Sales marketing and sales alignment. You’re going to need to get your Sales and Marketing teams in the same room every week. Build one-pagers, white papers, brand collateral and an array of enticing sales material. Step one: study your competitors. Do not release the same exact material as them. If there’s a magic quadrant report, figure out a way to package those statistics in Domo to inject some dashboard beauty and bring it to life uniquely before you go to market. Build out concise case studies with testimonials from your happiest reference customers. Build out a YouTube channel of customer testimonials. Bring a camera crew to the next conference your company hosts and interview the participants. Interview one hundred clients and prospects about the challenges they face in the sector where your solutions [be they product or services] are most relevant. Turning the camera on to the customers to garner their insight is a great way to align sales and marketing. Everyone in marketing should get trained on Challenger Sales and everyone in sales should study The New Rules of Marketing and PR. Understand each others’ pain and come to the center with insight generation which leads to demand generation rather than reactive servicing of demand. You’ll quantum leapfrog right past competitors with a few white boarding sessions here to build synergy.
  3. Go ballistic in LinkedIn Groups. You can join a maximum of 50 groups and consistently drop groups and add others. You never want to sell or link-bomb in groups. Don’t spam, don’t shamelessly self promote: at all, ever. The top group ninjas drop into dozens off groups every day and interact provocatively in the comment sections. Take Fresh Sales Strategies or Strategic Selling in the sales world. There are amazing threads in here that stretch to hundreds of comments. Why not put in your authentic two cents on every single one that grabs you? Chances are these topics are grabbing others by the lapels too. There are dozens of CXO groups and Marketing groups, some with hundreds of thousand of members. Yes, you can try to send a bunch of LinkedIn invites until your profile locks up into ‘LinkedIn jail,’ or perhaps try to start intriguing conversation in there. That’s a limited strategy that could get your LinkedIn shut off. The strongest ‘unlimited’ strategy is to take interest in what your customers and the industry insiders are posting in there. You’ll be amazed how many people add you based on awesome commentary you provide. Again, you’re moving to ‘pull.’ Put thought into what you say but ‘foster’ discussion by asking open ended questions. Remember this is a 10X strategy. I recommend interacting with 25 to 50 comments every day in relevant groups where you have expertise and where your customers live. You’ll be amazed at how this trail of bread crumbs can lead to a juggernaut of visibility in just a short time.
  4. Launch your own LinkedIn Group. If you’re selling software and there are already twenty five groups on mobile marketing applications, still launch your own group. Seek to make the topics you share interesting. Take the time to thoroughly explain the nature of the group and why you’ve launched it. Invite in your entire network as painstaking as clicking that button over two thousand times is, it’s worth it. When you post a question in your group, push that link to your stream and push it out to Twitter. This will help you massively expand the group. Be stringent about pushing articles and spam to the promotions tab. I would say, open source the group. Less rules are better but curate based on relevance so that clients, prospects and colleagues get a bunch out of it. To grow it faster, make all your inner circle admins on it. Your colleagues or sales team can add major value by posting relevant articles to it, questions and commenting in it daily. I’ve argued consistently every top seller should host their own group and every company that is serious about social selling should not only create a company page but also host their own conferences, executive dinners, thought leader lunches or Google Hangouts / webinars.
  5. Use up all your InMails every month. I can’t tell you how rare this is that I’ve even advocated incentivizing sales people who do this as a KPI. In premium accounts or Navigator there are 25 InMails per month. Imagine, your sales people can reach whomever they please 25 times and they aren’t using it? It boggles my mind. But change is hard and change management can take time and aligning incentives is a must. These are not spam template blasts, these are researched touches with the understanding that the ones that get responded to, now open up additional credits. When you succeed, LinkedIn gives you more so that’s definitely incenting the right behaviors! What are the best messages? Reference a shared connection, a provocative insight, a compelling business case or a time you met someone at their company at a conference. Include multiple bullet points on your solutions and how they moved the needle, either make or save money for which similar companies. Leverage social proof or mash up all of the above factors. Short and sweet but as an acid test, send the message to a colleague and ask them if they’d honestly respond. One cool technique is to go talk to your own CEO’s EA and see if he would respond. [They get dozens of these every day and have great insights. EA’s are your best friend!]
  6. Leverage LinkedIn Sales Navigator for better segmenting and targeting. There’s a ton of buzz building on this super-premium sales module for LinkedIn. I’m a proponent of it because it allows for passive tracking of executive prospect’s streams. Again, this is ‘pull’ selling because you’re not awkwardly collecting business cards at conferences and power adding. You’re not risking going to ‘LinkedIn Jail.’ Start to build out accounts and lead lists in here and then become the sales analyst of the mega-stream that Navigator serves up. You’ll see job changes, company news, news from your key leads, trigger events galore and just start to become a sponge for what’s happening in the world of your prospects. When you have a valid reason to hop into the conversation, you now can and tailor a LinkedIn invite like never before possible. The biggest reason to use Navigator is efficiency! This software will save you hours of clicks based on daily lead recommendations from key accounts that it serves up to you on a silver platter. It’s an efficiency machine! You need to drive deeper into the right accounts. Less accounts, far higher engagement is the name of the game.
  7. Track and harness trigger events. Craig Elias and Tibor Shanto wrote the bible on trigger events. Inside sales hunters are constantly calling the companies that get funding. In the book Shift, they posit that ‘changes and transitions’ are the strongest trigger event. CXOs in the first 90 days are change agents and frequently spend millions of dollars on new solutions disrupting the status quo and displacing legacy incumbents. With Sales Navigator, you can track these moves easier and interject yourself and your solution prior to the trigger event which is the most powerful thing you can do, in my honest opinion. There’s never been more data on your customers readily available in social channels. Build lists in Twitter, listen closely to what your customer’s care about and start to build out insight-driven marketing materials around those issues. Engage with them meaningfully in a pay it forward capacity. Be watchful of what really matters to them.
  8. Get warm referrals. I get generic referral requests constantly from people I don’t even know on LinkedIn. Prune your network from your 9,000+ LION profile down to only the people you actually know. 1,000 connections that you’ve actually met or would know who you are is drastically more potent. Let me explain…As you reach out for a referral, if they’ve never even heard your name, that’s never going to get forwarded. Refine your network with a ‘deleting party’ and start to rebuild with warm referrals from folks that will help you. It’s reciprocal and you can help them too by offering to refer in return. Always help anyone you believe in reach their targets. I am constantly writing recommendations, facilitating warm referrals and asking for them successfully on here daily.
  9. Ghost drive your C-Levels profiles to connect. In fast moving startups, the C-Suite will often allow top sellers to power their profiles or if you email them to send a message to the key VITO contact in a target prospect on your behalf, they’ll often acquiesce. A CEO reaching out to a CEO is the only way to get in on many occasions. If you’re breaking disruptive technology in a new market, C-Level outreach can be mission critical. Leverage LinkedIn to ‘neighborhood’ your way into an on-site meeting or set an executive meeting request to give a demo. Your goal is visibility, so work on the key insight to bring to that outreach. You get five seconds to make the point on why she should be talking with your company so make them count. I know a company where the Chief Financial Officer has a Social Selling Index score of over 70 (out of 100) and even has a seat in LinkedIn Sales Navigator because he is such a super networker. He’s constantly bringing in warm introductions for the sales execs. Very cutting edge!
  10. Publish SME B2B content daily. What does it mean to you to be a subject matter expert? Are you ready? You’d be amazed because you are. If you’ve been selling in a vertical for five to ten years, you absolutely have a combination of stories, real world experience and tribal knowledge that renders you an expert in some aspect of the business. What if you’re just starting out? Well you’re probably an expert in some facet of your life so mash-up insights based on that in your posting? I recently did a post oncycling and sales leadership on here that was well received. The goal is to break out of your comfort zone, apply some elbow grease and business acumen, roll up your sleeves and dive headlong into the deep end of massive action. Every strategy in this post is yours for the taking. Inaction can paralyze forward momentum and stunt your sales growth. Build a list of a hundred topics you know the most about. Build those topics into Publisher posts, tweets and questions to pose for your LinkedIn group. Remember, interactivity is the One Key Metric (OKM) of it all. Interactivity leads to sales, plain and simple. Remix other post topics that are trending in Publisher. A great example is a CEO who had sworn off ever hiring a salesperson again (gaining 500K views in three days of glorious link bat), so I crafted a series of patriotic responses as I feel selling is the backbone of the free market system and even our economic engine of democracy itself.
  11. Combine LinkedIn with top flight selling modules. TAS Dealmaker, Pipeline Manager, HootSuite, Marketo, InsideView, Avention, HubSpot. The sky’s the limit in the Salesforce AppExchange. Turbo-charge your Salesforce instance with leading third party plug-ins such as Pipeline Manager, TAS Dealmaker, Pipeliner CRM or others to dominate Account Planning and Opportunity Management. Invest in front of funnel marketing automation to fill your pipeline with qualified prospects 24/7. There is an inside sales and social selling, front-end technology stack emerging that definitely includes auto-dialers and calling optimization technologies like InsideSales.com to provide advanced analytics. Engaging with your inbound leads in any channel in the first five minutes is everything. Real time selling is something both David Meerman Scott and Andy Paul expand on their seminal work. You need to be listening to respond and engage. There are still longer sales cycles for closing six and seven figure deals fully inside in social. The accelerator is going to be leveraging a suite of technologies to streamline the pipeline, be ultra-responsive and get upstream, past the gatekeeper to be the preferred vendor going into the crucible of the decision. You want to have driven the key insight for change in order to win if the deal goes to RFP stages.
  12. Multi-step email and outreach campaigns. The biggest mistake I see even seasoned sales people making, is a lack of persistence. Calls, emails, InMails, Likes, Shares and Retweets are useless when done one to three times. You need to create a calendar or set alerts in Salesforce so that you have a cadence of outreach. As a gifted sales manager, you rise and fall based on the cadence of accountability that you set as a baseline benchmark for these behaviors. Focus your organization on the daily sales activities that are leading measures and will actually move the needle on sales results. Marketing automation and drip programs can be effective but they need to be tuned and A/B tested. Reduce your target list to just a couple dozen dream clients. Figure out where they interact the most: which social networks are they most active in? What is the highest value use of your sales team’s time? Build calendar alerts for strategically reaching out to them. Go deeper not wider. Personalize and be consultative even in content generation. Unlock the pain points that will drive demand rather than servicing the obvious initial pain with a point solution. Ultimately, you’ll close the most business by crafting a complex solution comprised of multiple products and services you sell rather than getting commoditized. Single solution social selling squeezes out the margin your disruptive business model so badly needs to grow and secure investment. Your competitors are spam blasting and boiling the ocean. Don’t you be the one. Customize, tailor and drive to the target in a variety of media with contextually relevant outreach driven by key insights.
  13. The rule of 5 to 12 touches. Think social cross-training. Treat LinkedIn just like any other communications medium: telephone, face-to-face or otherwise. 80% of sales close on the fifth to twelfth interaction. Add value every single time: an article, white paper, screen shot of a tweet, retweet, comment on their blog, reflect thoughtfully on their annual report, a speech they gave and provide sound advice based on pattern recognition as you scour the landscape for trends and new ideas that work.
  14. Sell the meeting not your product or service. The holy grail is the opportunity to present on-site. It is possible to close a million dollar deal without ever seeing a customer but why not meet them with that much on the line? You can make this presentation effectively over Skype GoTo, Join.me or Webex especially if you operate intercontinentally. The sleeper hit is that this presentation is going to be a 10,000 foot Challenger insight opener and then an active listening session where your prospect is doing almost all the talking. As Neil Rackham loves to say, the more you’re listening the more their propensity to buy increases. Show up and throw up presentations are fatally flawed in person and in social. “Look at me, look at me, now what do you think about me?” Snore, delete, yawn… Next! The word presentation should really connote prospect therapy. Peel the onion, get to the underlying problems under the symptoms, back out to 10,000 feet so your prospects are taking a hard look at the systemic problems affecting their divisions. Change management is hard. The risk of any initial call is getting too far into the weeds. The devil’s in the details but detail orientation can stall a deal forever into a quagmire of inaction and “do nothing.” What happens if they don’t change? What are the outcomes and risks that decision makers seek? Focus there, air out the grievances.
  15. Curate over 200 items per day on LinkedIn and leverage TweetDeck or Hootsuite to filter the Twitter fire hose. Read ten to twenty publisher posts and authentically comment. Follow pertinent channels and add / follow thought leaders. OK, so you’re thinking this is a ton of work. Well you’ll flare up. Watch Timothy Hughes in the UK or Jill Konrath. The level of sharing, interacting and posting with some of the top social sellers is astounding. They are hyper focused on what matters most to their clients and the quality and quantity is staggering. You can preference quality over quality but with automated tools like InfusionSoft and Buffer, ubiquitous outreach is possible. Still take time to hand curate and respond personally. Turn the knobs up and down until you find the sweet spot of interactivity. It’s not always bad when people complain you’re sharing too much. I’ve turned up my content generation to 11 but kept the insight level very high, and received an overwhelmingly positive response. The demands of a bestselling author promoting a book versus a seasoned sales rep going to market are very similar, actually. Your enemy is obscurity. Your competitors are legion.
  16. Purple cow “Power of Wow” content. You’re driving along the road and you see a bright purple cow. You stop the car and take pictures! So much of B2B content is hum drum, flat and boring. Spice it up with stories, humor, pop cultural references and hyperbole. Catchy, cinematic and over the top subject lines, post titles, tweet quotes or cartoons keep it light and fun and get noticed. Do something bold and original! Seth Godin only blogs, he doesn’t even have a Twitter but his fans are so ardent they repost everything for him. Tell amazing true war stories. Remember that time when… Share the challenges of your customers and how you’ve solved them in the context of mashups, YouTube videos, Pinterest boards, infographics and data visualizations. Be as creative as possible to get multiple ‘aha’ moments and reactions in your presentations. Light up your social media streams!
  17. Polarize your audience by taking an authentic extreme stance. The truth is that you probably do have an extreme opinion that is still HR compliant and fully in bounds, wherever you work. If you’re in virtualization of private clouds you’ve taken the stance that hardware for hardware’s sake is a dinosaur. If you’re selling high technology CRM systems, you’re probably of the mind that CRM may be broken and the sector must innovate. Whatever massive problem you’re solving in your industry, there’s a polarizing stance. Shock and awe campaigning is just insight driven or challenger driven sales and marketing on steroids. Sometimes we need to shout a bit in social to be heard but this can be done artfully. It’s a bit unusual to see corporations allowing their top sales people to share authentic opinions but I actually see this evolving in LinkedIn and Twitter in 2015. Don’t be afraid to make a splash and express how you really feel. When I lecture, I talk about how corporations are lower and lower in the top 100 Twitter profile totem pole. Sales people need to become B2B micro-marketers. The vast majority of the top Twitter profiles in Australia now are the personal brands, it’s the faces and names. It’s real people, the faces of the corporation. The advantage is this humanizes brands. The risk is brand reputation so it’s critical to train globally on social selling best practices and get the sales team trained on the advanced meta-strategies and strategic techniques. As a seller you have a responsibility to be a thought leader, a subject matter expert and open hearts, minds and eventually wallets. Bland, safe and cliched content won’t get you to the finish line of exceeding quota. You can absolutely implement this strategy and maintain 100% integrity.
  18. Newsjacking. David Meerman Scott coined this term in his brilliant books. When you’re building out Publisher content on LinkedIn, tweet it out at reporters covering a current event. Watch the Google Trends and Twitter Trending Topics. Watch the Pulse top searched keywords. Study the titles of what the highest ranking Pulse 25 are posting about. Integrate in a real-time newsjacking aspect of your social media strategy at least weekly. If it’s the World Cup, write an article on how soccer relates to marketing. Newsjacking and mashups together are an unstoppable cocktail of awesome. You’ve gotta think of hashtags as landing pads and pepper your posts with them. Tweet at people who have written similar material or share your viewpoints. Tweet at people that disagree with you. Boldly go forth and just tweet! Showing up is 90% of the battle in social selling.
  19. Ghostjacking. Ghost-jacking is this idea of the LinkedIn War Room where you take a team approach driving each other’s LinkedIn profiles to gain intel and turbo charge LinkedIn due diligence, outreach and referrals. It’s also the concept of leveraging your own internal C-Suites social profiles to land key meetings and deals. The reason this is authentic is that many C-Level executives are now having their social profiles powered by an Executive Assistant. LinkedIn is the new cold call. And referrals without follow through die on the vine. If you know someone who knows someone one step from the target, start to message around them triangulating your way in, leverage your internal networks with TeamLink. Make your way in and do everything it takes to garner a meaningful introduction. It only takes one yes to succeed!
  20. Thunderclapping. This needs to be optional but is a huge part of a go-to-market strategy. Let’s say you have hundreds even thousands of sales reps out in the field. Your CMO and marketing team should be distributing collateral in the form of suggested tweets, infographics and white papers, one-pagers, customer testimonials, sound bites and YouTube videos. Create an internal email distribution, Chatter feed or Yammer list daily or weekly with suggested tweets, shares and always, always, always ensure anyone who shares injects there own opinion. Hundreds of people sharing the same exact piece of content is a thunderclap but hundreds of people all putting an authentic spin on why it matters for them and their dream customers, is world’s more powerful. This has an exponential ripple effect; tens of thousands of people will see it and you’ll 10X your brand exposure in the marketplace.
  21. Endorsements at scale. I know we all love to hate it, those insincere endorsements we get. It seems like everybody is hitting the plus sign. It’s a genius tactic on LinkedIn’s part for increasing stickiness and adoption. Great job LinkedIn, we’re bombarded by somewhat meaningless notifications from people we really don’t know endorsing our skills all day every day. I am constantly endorsed by people who may only know me in a very specific ‘weak ties’ way. Hey, I’ll take the endorsements, no complaints. You know what’s more powerful than clicking those plus signs all day? Go through your LinkedIn connections list and write five authentic recommendations every day this year about people you’ve actually interacted with and worked with: could be direct customers, colleagues, channel partners, managers or speakers at a conference. They’ll reciprocate! Don’t be afraid to ask your entire network to recommend you. See earlier, where we ‘pruned’ the network to make every connection count.
  22. Provocative comment interaction. After you’ve published a blog or published to LinkedIn there are two ways to engage. Just hit the like button when people comment. Or, take the time to backlink to their name, write an authentic gratitude-based comment and ask more questions or tell more stories. Foment deep discussions. Debate and put yourself out there. Comment boards are for massive interactivity. Some of my threads have hundreds of comments and I do my best to engage in every one within 24 hours. I’ve gotten a slew of inbound LinkedIn invites this way and built my Publisher follower base from 1,600 to over 5,500 followers in under three months. Interactivity, authentically, consistently and daily. Any questions? BE fully there and enter the fray. LinkedIn and Twitter are the platform, all the world is a stage and they are the greatest modern pulpit of all. It’s a bit of a soapbox here but I try to get off the high horse, humble myself, make fun of myself and genuinely seek outside opinions. I want to learn from dozens of disparate viewpoints and expand my horizons.
  23. Integrated YouTube strategies. YouTube is the second biggest search engine on Earth. Of course it is, it was acquired by Google. Take all your posts and repurpose them as YouTube videos behind a green screen. Interview a bunch of best selling authors on there. You can always take the risk of asking them to be interviewed. Launch your own mini Selling Power TV concept if you’re a seller but focus on customer challenges and strategic objectives. Be like the CNET for your industry trends. This is time consuming but affordable investing in some basic equipment. Jamie Shanks and Sales for Life do a ton of selfie style 60 seconds of selling clips which is very effective. It drives Google Juice, super high SEO value and these videos are powerfully shared back into LinkedIn, Facebook, Twitter, Google+ and blogs. YouTube is typically the biggest gap in the strategy for advanced social sellers. How do I do it? Grab a cell phone camera and start getting on there real and raw talking about how you’re helping your best customers solve their biggest challenges. A thriving company that is selling the lights out should have a YouTube channel pumping out dozens of videos every month. There are a ton of formats to release them in. The star of this channel? Your satisfied customers!
  24. Hub and spokes – Metcalfe’s law. The fishing is the best where the most fish are. Social selling is not rocket science. B2B prospects are living in LinkedIn. Take your LinkedIn activity levels and put them on 10X in here. Anything you are doing that is working, literally multiply by 10. Pick one or two social networks and spend all your time there; cut out the rest. Your fans will ensure you are amplified, trust them to do this well. I stopped blogging all together at my traditional website and moved my core blog focus here. As a result, I’ve had deeper levels of engagement, more lucrative speaking opportunities, am working on a new book [networked with a bunch of new editors and publisher executives] and have literally opened the flood gates of opportunity. I got that idea from Tim Ferriss and Seth Godin. You can do this too but make it authentic for you. Make one network the hub and the rest the spokes. When you share out to the others, don’t just duplicate the exact post: pull quotes. When you tweet the posts out, pull 4 or 5 quotes to re-share it throughout the ensuing days in under 140 characters and link out with a bitly. I remember when I started on here, I was averaging two to three posts per day and I literally got warnings. Recently a top author was asked about cadence of posting in LinkedIn Publisher and they responded “daily!” It’s a sea change and the tide is turning. The most is not the best but if you build the topic lists, mashup the content and share all of your intellectual property freely, lo and behold! – more connections, more book sales, more interest, more speaking gigs, more sales and more pipeline. That sounds pretty good to me, so I thank each and every one of you for joining me in this magical, bizarre journey down this rabbit hole in the last 90 days. You’ve put up with a Jackson Pollacking of my best extemporaneous and evergreen content.
  25. Old school meets new school techniques = Advanced Strategic Social Selling 3.0. It takes courage to reach for the top. Go find mentors in here and study the old school. Read the pantheon on SPIN, Solution Selling, New Power Base, Insight Selling, Consultative Selling. Study it all and become a student of sales. I’m coming out with a book on advance social selling with content I haven’t seen anywhere. Make sure you have a stable of Millennials in your corner teaching you how they sell, too. Reverse mentorship will give you tidal waves of new social media game. I’ll end this post with the strongest possible insight I could bring you. The most powerful social sellers are applying timeless strategic selling principles in an amalgamation or hybrid synergy with new school techniques and tactics. Selling in 2015 is more noisy and ultra competitive than ever before. This is because customers have near unlimited options. Point solutions are growing like Gremlins eroding marketshare from the market makers of yore. But understanding strategy, mapping political power bases, 18 month sales cycles on million dollar opportunities transposed into social selling environs for acceleration, the impact of trigger events and the concepts of Challenger Sale mixed with my battle tested framework RSVP, have made a massive difference to the sales executives that I coach and the global companies that I train. I have people I’m mentoring that have reduced their sales teams to just a few who get these concepts. They’re leveraging full blown marketing automation to do the work of 3 years in 3 months. Their pipelines are full. They’re closing consistent six and seven figure deals, many inside without ever meeting with their customer. I’ve seen a short cycled seven figure opportunity now close in one quarter with pure social selling leveraging the methods in this post. It can be done. The mythical strategic social selling beast has breached the surface. Check out this post I wrote on the most Advanced Enterprise Social Selling methods, as I hadn’t seen much content on enterprise roll-out or how to do this at scale with a team of 25 or 100 account executives. It’s a whole new era and it’s alive and well. Please let me know if you have questions or I can help you in any capacity. I’m traveling now consistently to present on this subject matter and can train / enable your people: tony@rsvpselling.com

Now it’s your turn. Did I miss any? How are you nurturing and closing massive deals leverage social selling platforms like LinkedIn? I want to hear from you to complete the brainstorm. I’ve seen these methods working in the field all over the world. How do you tie this all together? What’s driving the highest degree of results for you?

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Tony Hughes is ranked as the #1 influencer on professional selling in Asia-Pacific and is a keynote speaker and best selling author. This article was originally published in LinkedIn where you can also follow Tony’s award winning blog. Also visit Tony’s keynote speaker website at www.TonyHughes.com.au or his sales methodology website at http://www.rsvpselling.com/.

Main image photo by Flickr: NEC Corporation of America

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Tony is ranked the #1 influencer on professional selling by Top Sales World Magazine and is a best selling author and international keynote speaker. He helps business-to-business (B2B) sales teams modernise the way they sell by 'leading with why' and then embracing social media platforms such as LinkedIn to build strong personal brands capable of creating pipeline and setting an agenda of insight and value. Tony seeks to elevate leadership and professional selling for a Better Business World and has over 60,000 followers of his award winning blog within LinkedIn (https://www.linkedin.com/today/posts/hughestony). Tony's methodologies for creating sales pipeline and managing complex enterprise opportunities have deliver hundreds of millions of revenue for his clients who include Oracle, Orange Business Services, BOC Gases, Nufarm, Peer 1, and many others. Whether your revenue issues stem from strategy or execution, process or methodology, skills or discipline; Tony can help enable the transformation of sales people and results with a modernised approach to creating pipeline and managing the complex sale.

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