We’ve been training salespeople for a combined 40 years. For most of that time, our definition of selling has been some variation of “helping people solve problems.” The definition was based on the belief that the decision to “buy” was like problem solving, logical and rational.
At the time we got into sales productivity improvement, empirical industry research had established that what distinguished successful sellers from less successful sellers was questions: the best sellers asked their customers questions. Lots of questions. So for our Solution Selling and CustomerCentric Selling workshops, we developed sales models in which sellers asked buyers a logical, rational series of questions designed to persuade the buyer to choose the seller’s product to solve his or her problem…
For years now, we’ve been told – and preached ourselves – on the virtues of social media and the value of a network connection. We must get friends, followers and connections to build our reach and expand the resources necessary to be successful. This, we’re told, will help us make new contacts, build our careers, and generate business for ourselves, and our companies.
But how many actually do what you’re supposed to do?
How many people are working towards reaching out to the people you already know to create more connections? How many people communicate with new followers once you get them to follow you? Do you actually participate within the network you’ve created or are you, like most, a voyeur? And do you ever get anything in return for any of your effort?
The biggest challenge with social media isn’t growing a network, it’s identifying the return on investment…
HausCalls™ is hosted by Kevin Popovic. On today’s call, we have Chauncey Smith, past Brand Manager extraordinaire at GlaxoSmithKline, Chief Sales & Marketing Director at ScienceMedia, and now Chief Marketing Officer at MarketSmith Services. We also have Keith Hall, past Director of Medical Sales Training at GlaxoSmithKline, VP and National Sales Manager for Auxilium, and today the Director at Leadership Advantage.
Kevin Popović: Given the state of sales in the Pharma industry, there’s a lot to talk about. Reports of massive sales force reductions at GSK, Pfizer, Roche – Novartis dropped 1400 sales positions, Sanofi-Aventis had 1700 layoffs. Overall in the Pharma industry, sales took a loss of 50,000 jobs in 2010 (the second largest sector reduction after the US Government). Insiders call it “downsizing”, some call it “rightsizing”, others are just outsourcing.
Chauncey Smith: You know, Kevin, I think your point about job reductions in the pharma industry of that 50,000…
SocialMediaPlus invited Ideahaus® Founder Kevin Popovič to present “Social Media for Sales: The Return of the Customer Relationship” during their [...]
Remember when sales were built on personal relationships with customers? I do. Then something started to change. There was no customer relationship – only numbered accounts, computers merging data with form fields and bulk postage filling the sales funnel to move the inventory purchased by remote buyers. Well, things are changing for sales professionals – again. Social media is providing the ability to create a new customer relationship…
A review on Mike Bosworth & Ben Zoldan’s new book exploring “the science of selling through emotional connection and the power of story” by Kevin Popović, Founder of Ideahaus.
“What Great Salespeople Do” humanizes the sales process. Learning from sciences, and from their previous success in Solution Selling, Mike and Ben takes the sometimes very impersonal business of sales and reminds us that it’s still people communicating with other people…
We’ve been training salespeople for a combined 40 years. For most of that time, our definition of selling has been some variation of “helping people solve problems.” The definition was based on the belief that the decision to “buy” was like problem solving, logical and rational.
At the time we got into sales productivity improvement, empirical industry research had established that what distinguished successful sellers from less successful sellers was questions: the best sellers asked their customers questions. Lots of questions. So for our Solution Selling and CustomerCentric Selling workshops, we developed sales models in which sellers asked buyers a logical, rational series of questions designed to persuade the buyer to choose the seller’s product to solve his or her problem…
There is a moment in every business where marketing hands off to sales. Planned or not, marketing has created an opportunity, and sales is getting its chance to create a customer. At least, that’s what’s supposed to happen. Did marketing create enough interest? Can sales create enough curiosity and trust? Did marketing create enough interest? Can sales create enough curiosity and trust? Did they both do their part in getting the prospect to “tell me more?”
Marketing and Sales have both looked to social media for their own rewards, but so far, most have been unable to make it happen. The big question remains: How can marketing and sale utilize social media for their mutual benefit?
In this presentation: Marketing Strategy: A review of best practices, and practical examples of how business is using social media for marketing. Sales Process and Content: Applying the sales process, and techniques for creating interest and curiosity in prospects. Convergence: (What it looks like, How it works): A demonstration of…
HausCalls™ is hosted by Kevin Popovic. On today’s call, we have Chauncey Smith, past Brand Manager extraordinaire at GlaxoSmithKline, Chief Sales & Marketing Director at ScienceMedia, and now Chief Marketing Officer at MarketSmith Services. We also have Keith Hall, past Director of Medical Sales Training at GlaxoSmithKline, VP and National Sales Manager for Auxilium, and today the Director at Leadership Advantage.
Kevin Popović: Given the state of sales in the Pharma industry, there’s a lot to talk about. Reports of massive sales force reductions at GSK, Pfizer, Roche – Novartis dropped 1400 sales positions, Sanofi-Aventis had 1700 layoffs. Overall in the Pharma industry, sales took a loss of 50,000 jobs in 2010 (the second largest sector reduction after the US Government). Insiders call it “downsizing”, some call it “rightsizing”, others are just outsourcing.
Chauncey Smith: You know, Kevin, I think your point about job reductions in the pharma industry of that 50,000…
SocialMediaPlus invited Ideahaus® Founder Kevin Popovič to present “Social Media for Sales: The Return of the Customer Relationship” during their [...]
Remember when sales were built on personal relationships with customers? I do. Then something started to change. There was no customer relationship – only numbered accounts, computers merging data with form fields and bulk postage filling the sales funnel to move the inventory purchased by remote buyers. Well, things are changing for sales professionals – again. Social media is providing the ability to create a new customer relationship…
Social media provides the technology for a sales person to cover more ground, to find more information, to get an introduction – if you know how to use it right. A smart sales professional will be using social media to learn more, to reach more people, and to build professional relationships that create mutually beneficial opportunities. A coordinated sales team of these professionals will provide a steady stream of prospects, a list of repeat customers, and an industry reputation for being the ones to beat.
But regardless of what you sell, or how you sell it, there are some tools of the sales trade that I would not be caught in the field – any field – without. It’s social media, man.
Sure, traditional sales guys know the product, they know the players, and they know the game. And so does every other sales rep in their space. Where is the competitive advantage? It’s not in pricing – everyone’s margins are not what they used to be. It’s not in the service – a lot of this is commodity sales. Where, oh where, can you be better than the guy going after your dollars?
Listen to the MP3: Remember when sales were built on personal relationships with customers? I do. Then something started to change. There was no customer relationship – only numbered accounts, computers merging data with form fields and bulk postage filling the sales funnel to move the inventory purchased by remote buyers. Well, things are changing for sales professionals – again. Social media is providing the ability to create a new customer relationship…
Admittedly, this post started as a rant on the lack of effort put into many of the LinkedIn profiles I see everyday in my own social network. As an active user with 1,500+ connections and a come-and-go member of 47 groups I get around. In what is now my third round of revisions, it seems as if this has become more of a “how-to” on maximizing the impact of your LinkedIn profile on your prospects, your customers and the people inside your industry. But I’m still bugged.
Watch the Slidecast (PPT+MP3) Social media is providing the ability to create a new type of customer relationship. One that can, if managed correctly, can turn into the single largest source of new revenue you have ever had. And all of these develop a relationship – so why not a customer relationship? And why can’t you facilitate your sales process through this time together? Like any sales tool, it all depends on how you use it.
“Ideahaus helped us re-package our 30 year-old family company into a high-tech contender with customers and recruiters – exactly what sales and recruitment needed.” – EMi President
Situation: We were working with the President and CEO of a company who provides SAP consultants for short and long-term outsourcing requirements.
Critical Business Issue: The company had changed leadership and wanted to expand, but steady revenues would not sustain the growth. They would also have to increase recruitment, and current efforts were not meeting recruitment goals.
Reasons: The family-owned business had maintained the same image for 30 years and was perceived by clients and consultants as very “predictable.” The new president was looking to grow existing markets…
Entrepreneurs know that a business plan is critical for funding. Marketers know that marketing plans are key to management and success. Sales pros have a plan to approach target markets, they wouldn’t dream of selling without it. But what about communications? Yeah, we’ve got a plan for that. With every dollar critical, it would be irresponsible to not have something in place.
Developing a strategic communications plan is one of the client services Ideahaus has provided for more than 20 years. Although each plan has been unique, patterns and process have revealed themselves. With feedback from CEOs, VPs, marketing directors, entrepreneurs, sales professionals – and you – we continue to improve our process to what you see today.
A couple caveats from the podium: First, this only works if you follow the process. Improvising along the way voids my warranty that this will deliver a comprehensive, efficient and strategic plan. Second, you only get…
