Social Selling: The LinkedIn “Who’s Viewed my Profile” Play

Before I go any further, I have an important announcement: On Thursday April 17th from 8:30-Noon is the Funnelholic Virtual Sales Summit feat. Jill Konrath, Jill Rowley, Matt Heinz, and Dan Waldschmidt. Please click here to learn more.

I want to start this post with a simple story that is a great use case on using LinkedIn. I am a strong advocate for sales (sales development and sales) to live in LinkedIn. One screen: CRM; One screen: LinkedIn. There is a lot of things you do in LinkedIn, but one that I love is to think about it as a personal inbound marketing machine. Let the story unfold and then I will come back to this point.

Dateline July 11, 2012:

Yes, July 11, 2012. Yes, a long time ago in internet years. While I haven’t written about it, the experience left a lasting impression and I mention it to clients all the time. Ok, so I look at the profile of Marge Bieler. At the time, I don’t believe she was a LinkedIn trainer, but now she is. As soon as she saw that I viewed her profile, she sent me this:

social selling, marge bieler, inbound marketing

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Searching for Buried Treasure: Finding Prospects on LinkedIn

Today’s guest post is from my buddy Robert Koehler who is a Sales Product Consultant for LinkedIn Sales SolutionsI have known him for years and he was one of the smartest guys I know and he loves writing…My fingers are crossed we can keep him contributing!  Enjoy his post below. (it’s awesome)

Last year our family went ‘Geocaching’ to find buried treasure. My seven- year-old defined treasure as buying him a smoothie. My ten-year-old interpreted this as a guarantee of finding him enough gold to fund the mansion he craves. In reality Geocaching is a ‘free real world outdoor treasure hunt’ app that helps you find hidden containers that someone else has left for you to discover.

In the driveway we turned on the app. To our joy we determined that the first treasure was miraculously buried right outside of our fence! After finding zero containers, one rattlesnake and the air pump that I had been searching for the last six months, we realized that the app was not showing us the treasure but rather our current location.

Finding prospects on LinkedIn Is like our Geocaching experience. Over 250 million members- real people, not a third party database- have left ‘hidden nuggets’ for you to discover. However you need to know your current location and have a map for finding the treasure.

Linkedin selling, social selling

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Social Selling is about sincerity, honesty, and helping madlibs with @kyleporter

You know when a company jumps on the scene and everyone is like: “Salesloft, I have heard that name”. 4-5 months ago that was me because they were cranking content and getting out there in the social sphere – I didn’t know them yet, but I saw them. Now, I know them. They are helping sales people gather web intelligence on their buyers – one of the critical elements to selling today. Kyle Porter is the CEO and is this week’s madlibs participant. I am sure you have seen him, but if you haven’t, watch him – he is an up-and-comer on the sales internet.
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14 Easy Social Selling “To-Dos” You Can Implement Right Now

July 25 through July 29 is Social Business week on Focus.com. If you’ve read my blog, you know that I’m a fan of the Social CRM movement, but I am not an expert – so I’m leaving that to the pros. I am sticking to my expertise, hosting a couple of events about social and sales and marketing. I am hosting a webinar with the master of content/inbound/social media marketing, Mike Volpe, on Friday, July 29, at 1 pm PT. Before that, I am hosting a social selling roundtable at 11 am PT with Nigel Edelshain, Miles Austin and Koka Sexton. It’s fun trading ideas for using social for a lot of things. Sales is definitely a favorite of mine.

One of the biggest complaints I hear from folks is not having enough time for social endeavors. I usually tell people I wouldn’t recommend it if it’s a time-suck. So I’ve compiled a list of easy things that salespeople can do, none of which seems too scary or daunting – and it can all be done right away. Let me know what you would add to the following list.

  1. Create a LinkedIn profile.
  2. Fill it out completely, including a picture.
  3. Upgrade your account.
  4. Watch every day from your upgraded LinkedIn account to see who clicked on your profile.
  5. Connect with as many of your business and personal contacts as you can.
  6. Move beyond business cards – get in the habit of connecting with people immediately after you meet them.
  7. Spend some time seeing if your prospects are connected to any of your contacts and ask for a referral.
  8. Join LinkedIn groups relevant to your industry. Not just so you can see the conversations happening in your space, but so you can join the same “clubs” that your prospects are in.
  9. Figure out where your prospects are on the Internet (with only a few cases, everyone is). Is it Twitter, LinkedIn, focus.com, etc.? It could even be a message board somewhere.
  10. Watch them. Remember the title of this post is “easy.” Don’t worry about doing much; you can just watch. You will gain insight into your prospects that you’ve never had before.
  11. Recognize their good works. If they write an insightful blog post or answer a question really well, send them a note.
  12. Find the top influencers in your space (they will be on Twitter or Google if they are influencers) and follow them.
  13. Create a social relationship with the influencers. This is akin to being friends with the cool kids at school.
  14. Before a sales call, look up your prospect’s or customer’s recent social “works” – posts, tweets, Q&A. Mention it to them; they will love it.

There – was that hard? Let’s just start with that. There’s more…but you gotta start somewhere.

Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter