Exponential Sales Blog

What Can Social Sales Do For My Organization?

Social sales is the key to ongoing growth in the
modern world – the old tactics of media advertisements, being passive, or cold
contact and direct marketing, are no longer effective. Sales has always been
about engaging your clients. it’s time to go all in, or be left behind.

So, we’ve all heard and read about the importance of social sales and social selling, but what is it really?

Social and social sales is the action of using modern social channels to proactively engage prospects and potential
customers. This can be done using several different strategies within all channels of social media.

As an example, your clients are currently engaged in some way via social media – Facebook, LinkedIn, twitter, etc. These social channels are already available and linked on your corporate website. Your sales and active teams can begin directly engaging with those individuals who show interest in the website and its contents, blogs or activities, by simply connecting to them and sharing the content you’re already creating!

Just by leveraging the information available on the company or the individual, and then communicating with them proactively using the same or a different social media channel, you can create the basis of initial engagements. This begins the process of creating a relationship between your sales team or organization and the customer. From there and by continuing to engage we can gain more interest and information on the prospective customer.

Over time, the potential customer becomes interested enough to provide us with information whereby they now become an active qualified lead.

This method is still a more passive method of social sales as we are waiting for people or organizations to show interest in our website, social media channels or content.

While this is a form of social selling there is a much better and more productive method we call Proactive social selling. This process is very similar to sales as we’ve all come to know it. Our first step is to research and develop a list of targeted companies or individuals we would like to develop and engage. From this list and based on our research we can determine which
organizations, which contacts and which sales channels might be the best to leverage in order to begin a potential engagement.

This does not mean we begin sending out unsolicited sales messages through LinkedIn or anywhere else!

This does mean that we begin to reach out by making content and relevant information available through
the most engaged social media channel
to those contacts and companies we are most interested in developing.

We could also include targeted pay per click advertising campaigns into groups rich with our best prospects.

As with initial prospecting of any kind, some individuals and companies will be interested and some will not. However, unlike disruptive sales methods of the past this is much more about providing quality and educational value to potential prospects, and customers will then show interest when they are ready to do so.

This is the turning point, as when prospects become engaged they become qualified leads very quickly, and will move through our sales process more rapidly than we’re used to. This is because they have themselves properly qualified with their interest fully
developed.

So once again there is a non-proactive method around building content and websites while waiting for interest to develop, but this will be no where near as effective as a proactive social sales approach we have described.

It is this proactive methodology that is changing sales today. The importance of this process and the continued development of the skills, systems and processes within your organization, cannot be over emphasized.

While this process does not replace all other sales initiatives, it should in fact be a significant part of any organizations lead development strategy. Simply put, any organization that does not begin to take advantage of Social Selling will not grow and will miss more & more sales targets!

So, in answer to the question “What can social sales do for my organization”, Social selling is simply a new and additional process that does not replace traditional sales. Rather, social sales enhances and allows for a more productive, cost-effective and positive result for your organization.

Think about it, when was the last time you answered a cold call and invited the caller in for a meeting?!!

To begin to add social sales to your organization is like building any other new skill or resource. You need to work with companies that are already providing these kinds of systems and process so that you can build into your company or Outsource your needs, whichever is the most the most productive. Further it is also imperative that your sales team be trained on these new methodologies and that this training be made 100% accountable.

“Social” starts from the top, becoming “Social sales” once the organization fully embraces the value and engage it’s customers
accordingly.

Exponential sales have been working with Digital Leadership Associates through Social-experts.net, providing the most comprehensive Social sales solutions in the industry today.

Exponential sales offers “3” solutions:
1) Social Sales Training
2) Outsourced social selling programs
3) Executive management Social Training

Exponential sales provides comprehensive solutions for social selling for organizations interested in the process of finding and
developing new customers in today’s Social world.

We’re going all-in with social sales!

Lately we here at Expo have been spending a lot of time closely following the development of social media as a sales channel. More and more we've noticed a disconnect between sales and marketing departments, and in many organizations have been seeing a lot of potential leads slipping through the cracks as a result.

The fact of the matter is that times are changing. Cold calling is increasingly less effective, and this is only going to get more grim as younger generations shy away from the phone. Most people spend their morning mass-deleting junk email messages, meaning that email marketing is gradually amounting to throwing a needle into a haystack and hoping for the best. Perhaps most importantly of all, buyers are now approaching the sales process in an entirely different manner, and most are spending time educating themselves about a product before even considering reaching out to initiate a purchase. These days, an overwhelming amount of that research is conducted through social networking.

What this all amounts to is that the sales landscape has forever been changed by the technological developments over the last few decades, and this outright demands a change to how we - as salespeople - approach our craft. This has caused us here at Expo to take a good hard look at how we ourselves have been doing business, and we've seen the writing on the wall. To put it right out there - we're going all-in with social sales.

Introducing a new way of thinking

Digital Leadership Associates
When we say that we're all-in with social sales, we mean three things:

  1. We are hard at work updating our own practices to fully reflect these new business realities
  2. We are expanding our suite of services to include two new social selling offerings - social sales services and social sales training
  3. We have entered into an incredible new working relationship with the premier global practitioners of social selling - Digital Leadership Associates

DLA's co-founders Timothy Hughes, and Adam Gray have made it very clear that their goal is to change the way the world does business, and we're now on-board helping them with this mission. Within this new relationship we'll be delivering DLA's proven sales training IP to North American clients who have seen the world changing around them and are ready to modernize their sales process. If you're willing to shake things up in your organization, Expo & DLA want to help you open the doors to a whole new world of previously-untapped leads.

Still need to wrap your head around the idea of using social media as an actual sales platform? Tim & Adam's books offer a fantastic introduction into the possibilities and offer practical examples. We highly recommend them both!

Social Selling Book

DLA co-founder Tim Hughes has written *the* book on social selling

Brilliant Social Media

DLA co-founder Adam Gray's must-read guide to understanding and building a social media strategy

So what does this mean?

In the long-run the sky is the limit, but for the immediate future this means that Exponential Sales is now the North American distributor for DLA's social sales training program. This program is the perfect fit into our current offering of sales training programs, and we are certain that it is going to deliver exceptional value to our current and future clients.

We Are Teaming Up to Build an Expert Social Sales Platform

We are excited to formally announce that Head Forward Business Solutions will be joining the Exponential Sales family in a long-term partnership. Our two companies have aligned our goals and will begin to offer a suite of much-needed social sales services designed for small and mid-sized businesses. This program is highly customizable and is priced in tiers that offer services to meet the exact needs of your business.

Our social sales services take advantage of numerous optional marketing and advertising channels such as social media (Facebook, Twitter, LinkedIn, etc.) pay-per-click (PPC) advertising such as Google Adwords or Bing Ads, inbound content marketing, and more. However, unlike traditional brand-oriented marketing our approach is 100% oriented toward generating qualified sales leads for your sales team.

This is Not Traditional Marketing – We Want to Help You Generate Sales

This is a results-driven program, and participating clients will be able to see for themselves that it is working. Not only will you have access to quantifiable analytics data and related metrics, but more importantly you will be seeing the resulting increase in sales leads as they roll in through the channels we have carefully selected for your program.

Head Forward are a provider of business-oriented technical and marketing services, particularly in the areas of web design and online advertising. This partnership is all about harnessing the sales knowledge of Exponential Sales with the technical expertise of Head Forward, and using that to power a suite of social sales solutions that will have a direct and positive impact on your bottom line.

Whether you are currently an Exponential Sales client or are simply looking for ways to improve your company’s sales outcomes, we strongly urge you to have a look at the details of our Social Sales Services and to contact us now with your questions.

Who’s in Charge? Business Secrets You Didn’t Learn in College

Who's In Charge? Richard Doyle Event - May 4 2017Take a look in the mirror. That’s where the truth lies. And that’s where the buck stops if you are an owner, founder, chief executive officer or president. That person looking back at you from the mirror needs to take ownership of mistakes, regardless where or when they are made or who makes them.

Richard Doyle, the author of “Who’s In Charge” will be speaking at the Norwood Hotel on May 4, 2017.

Pre-Registration – No Charge
Tickets at the Door – $25.00

Richard speaks about the challenges of being an owner, founder, chief executive officer and president. He leans on a lifetime of leadership in order to provide insight that will benefit your workplace, not merely at the top, but at every level. He stresses the importance of ownership and, while some of his truths might hurt if you see yourself in his mirror, he doesn’t want his errors to become your errors. He wants his solutions to become your solutions.

Richard Doyle

  • Owner, Founder President and CEO
  • Managed businesses from $1M – $185M
  • Lead companies in 9 different business industries
  • Named one of Winnipeg’s Top 30 Leaders in the book; Winnipeg In Action (A Profile of Community Leadership)
  • Coached and Mentored 100’s business executives for over 20 years

Tickets & RSVP

We would like to offer you a pair of complimentary tickets to this event, so that you can hear his message and take away one or more ideas to help you grow your business.

Please email us at [email protected] to confirm your attendance.

5 Ways to Use Inside Sales

Before we get into the meat, let’s understand the basics:

“Inside Sales people only sell remotely. Outside Sales people go out to prospects/customers to sell. An Inside Sales person’s main role is to sell to existing clients. They may also be expected to sell to new prospects if the company doesn’t have an Outside Sales team or this team needs help. They do not handle issues with current orders; that is Customer Service’s job. They should not be tying up all their time in order taking; that’s the job of an Order Entry person. If you have high volume orders from a customer, the Inside Sales person can handle the first one and then the ongoing orders and issues can be handled by Customer Service or Order Entry people.” Read More

What To Do About An Aging Salesforce

Learn to prepare to replace an aging salesforce that is close to retirement, without causing a mutiny, in Episode 3 of 180 Sales Tips!

Video Transcript

Welcome to One Eighty Sales Tips, the show that will spin you away from all of your sales and marketing challenges, in 180 seconds or less. I’m your feisty sales and marketing expert, Diana Da Silva, whose sole mission in life is to make learning about business less boring. And in today’s episode…we talk about dealing with an aging salesforce.

Before anyone gets their gitch in bind, I am not talking about booting your salespeople because they are old. A seasoned sales person who continues to meet their targets is a blessing, especially if they have been with your company a long time. No, the problem with having most of your salespeople close to retirement age is well…. they are going to eventually retire. Or they might develop health problems and be forced to stop work rather suddenly.

As you can probably guess this is a crisis waiting to happen if you don’t prepare in advance. Not only would you be losing a valuable member of your team, you could also lose customer relationships, a history of sales data and be left to scramble for a replacement who you have no one to train.

The answer is to begin to hire new sales people that can work with your retiring salesperson over their remaining time left at work. Hire at least two people because chances are one will drop and you might not have the time to start all over again. The goal of training should be to transition customers smoothly from the retiring salesperson to the new hire, allow enough time to build new relationships.

Your retiring people might see this as you squeezing them out of a job because of their age. Assure them they have a job as long as they want but you have to prepare for the possibility of them leaving. Inflate those sales egos by explaining no one could replace the experience and knowledge they have; they will be the best teachers for the next generation of sales people and they won’t lose any of their clients if they can effective manage them. Whatever you think will smooth those ruffled feathers.

Then focus on pulling every little piece of information out of their head and into a CRM system. If you don’t have one yet, this is a perfect reason to get one. A CRM system will ensure the company itself has this information going forward and will not lose previous data on customers if someone surprises you and leaves in the future.

Thanks for watching today’s episode brought to you by Exponential Sales – Your Outsourced Sales and Marketing Providers and myself, Diana Da Silva. To find out more click on one of the links below and until next time, kick ass and take names.

Get Your Salespeople to Make Cold Calls – 180 Sales Tips

Sick of your salespeople not making cold calls? Learn how to put your foot down, make them accountable to you, spend time doing the right activities, and have them thinking it was a great idea in Episode 1 of 180 Sales Tips.

Video Transcript

 

Welcome to One Eighty Sales Tips, the show that will spin you away from all of your sales and marketing challenges, in three minutes or less. I’m your feisty sales and marketing expert, Diana Da Silva. And in today’s episode…We cover the challenge of when your salespeople don’t actually want to make any cold calls.

Doing cold calls is nerve wracking, even for seasoned salespeople. But it’s a part of sales, no matter who tells you otherwise. However, your team might be avoiding this practice by using tactics like sending emails instead only focusing on existing accounts they have good relationships with or taking up their time with customer service or product support issues.

Managing a sales team can sometimes feel like parenting a couple of rowdy kids. You know, they don’t listen well, don’t like following rules and still expect to be given everything. They try to walk all over you because they want to do things their way. Even your top performers can be like this. The best way to deal with this type of behavior is include them in developing a process that will make them accountable for their daily activities.

You want them to buy in, so you need to do this exercise with them not FOR THEM. This can be done by tracking sales activities in a daily, weekly and monthly activity planner – either through a CRM system or even a simple excel sheet. Together develop a list of all the types of activities you would like your sales people to actually do, whether its cold calling, meetings, presentation, developing quotes, tradeshow, whatever makes sense for you.

Now how do you get them to actually use it? Add an incentive and let’s face it, that usually means money. Make sure their compensation is built around both sales revenues as well as sales activities you want to focus on. This can mean changes in current compensation but will make a huge difference in the behaviors of your team.

Explain why you are doing this, what your expectations are, and what they get in return. Then get their feedback and address any of their concerns or questions right away. Watch out though, change can lead to defensiveness. Under performers or chronic slackers can derail even the best made plans purely out of survival instincts. Be firm and clear. Develop a backbone, and don’t be a doormat because once you have laid out the law – you need to enforce it. If you don’t, they will go back to old habits and know they can manipulate you in the future.

Thanks for watching today’s episode brought to you by Exponential Sales – Your Outsourced Sales and Marketing Providers and myself, Diana Da Silva. To find out more about click on one of the links below and until next time, kick ass and take names.

Increase Sales by Updating Your CRM – 180 Sales Tips

Want to update your CRM data to increase sales? Not sure how? Find out how to use inside sales to update your customer information, develop leads, and increase sales in Episode 2 of 180 Sales Tips!

Transcript

Welcome to One Eighty Sales Tips, the show that will spin you away from all of your sales and marketing challenges, in three minutes or less. I’m your feisty sales and marketing expert, Diana Da Silva. My sole mission in life is to make learning about business less boring. And in today’s episode…we talk about what to do if you have a database full of old customer information that you want to update and mine for new sales with existing customers.

First off, gold star for taking on one of the most tedious projects I can think of! Also, I want to express how very disappointed I am in you or whoever it is that was in charge of making sure this didn’t happen in the first place. Shame, shame. Let’s try to avoid that from happening again in the future shall we?

Now back to the problem at hand. There is no magical way of making it happen quickly but there are ways to make updating records an easier process. Well not for the people who actually have to do it. It’s probably going to be a bit tedious and for them. So don’t show them this video.

Who am I referring to? Well Inside Sales of course! This person or people stay in the office and contact established customers by phone or email. No wandering outside to make sales calls. They don’t do customer service. Their job is to support the outside sales staff or be your main sales force.

 

Now, go back a year or two in your database and start from there. Export a list, divide it up amongst your inside sales people. Give them a realistic goal to do a certain amount a week. Don’t be a monster and make them do it every day all day. They are going to quit. Give them a set script, have them update key pieces of info, ask permission to email from time to time, and maybe have a promo script ready. If there is interest, then your inside sales person can hand over the warm lead to the outside sales team. It will take time. However your team will get through it, you will get sales out of it and now you can set up marketing campaigns with fresh data! Chop, chop, get to it!

Thanks for watching today’s episode brought to you by Exponential Sales – Your Outsourced Sales and Marketing Providers and myself, Diana Da Silva. To find out more about either of us click on one of the links below and until next time, kick ass and take names.

Twitter For Newbies (with photos)

Social media has become one of the strongest marketing tools for companies of all sizes. It is a great platform for companies that don’t necessarily have the resources to spend on heavy marketing and branding. Twitter and other social platforms allow you to build on brands and make connections around the world with the touch of a button.  Read More

Marketing Moments as Released by Google

Phones have come a long way since the days of remembering numbers. Today, mobile phones are equipped with everyday essentials that go far beyond a means of communication. This mobile shift has transformed our daily lives while having a drastic effect on the way we consume. Read More