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Are You Social Enough? May Referral Selling Insights

Here’s what you might have missed from No More Cold Calling last month.

“My grandmother started walking five miles a day when she was 60. She’s 69 now, and we don’t know where the hell she is.” That Ellen DeGeneres quote is my opening line in the recent SAP Podcast on the “5 Do’s and Don’t Do’s of Social Selling,” hosted by Bonnie D. Graham of SAP. It’s not just a random quote, but a metaphor for business and life.

Top salespeople—the ones who are miles ahead of everyone else—have mastered how to use social networks to grow revenue potential, exceed quota, prospect efficiently, and maintain a robust pipeline. How? They play by each social network’s etiquette rules. They know what customers want to see, and how and when they want to see it, and they know their own social media goals.

Want to catch up to them? Listen in on the conversation between me, Bonnie, Lori Richardson of Score More Sales, and Michael LaBate, head of program development and operations for SAP’s global social selling program. We provide specific tips to build your social media playbook.

Listen to the replay here.

Plus, check out last month’s blog posts from No More Cold Calling:

Why the Best Lead Generation Techniques Are Proactive

At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. That’s not selling. That’s order-taking. Top sellers aren’t reactive. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. They’re proactive, disciplined, insightful, and great at building relationships. They have one job and one job only—to get in early, ideally before prospects even know they have a need. And none of their lead generation techniques involve waiting for the phone to ring. (Read “Why the Best Lead Generation Techniques Are Proactive.”)

Do Women in Sales Really Lack Self-Confidence?

Women don’t speak up, don’t apply for jobs unless they meet 100 percent of the requirements, go unnoticed, and lack confidence. That’s why more of us haven’t broken through the glass ceiling yet. At least that’s what we’ve read in article after article. I’ve even written about how women in sales lack confidence. You know the adage—if we hear something often enough, we believe it. (Nevermore) I’m also reminded of this quote by Edgar Allan Poe: “Believe nothing you hear, and only one half that you see.” Well, women’s lack of confidence is a myth, according to several recent studies. But new research shows that confidence doesn’t have the same power for women as it does for men. (Read “Do Women in Sales Really Lack Self-Confidence?”)

Don’t Get Distracted by the Latest Sales Prospecting Techniques

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Trends mean nothing unless you include your buyer in your research. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Sales productivity tools are everywhere, but do they really enhance productivity? There’s technology to generate leads online, artificial intelligence, predictive analytics, social media and document automation, and search engine optimization. Most of these are table stakes today, but unless sales prospecting techniques and technology actually help you prospect and close deals, they’re more distractions than assets. So, how do you decide which tech trends are worth the money and your team’s precious prospecting time? (Read “Don’t Get Distracted by the Latest Sales Prospecting Techniques.”)

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