Without meaning to, my friend Jeb Blount created quite a clamour on LinkedIn. The poll he posted asked which medium to use first in a prospecting sequence: phone, email, social media, or an in-person visit. He argued (and I agree) that the phone should start your sequence. The reason is simple and straightforward: if the person who answers your call agrees to a meeting, you no longer need a sequence.

The comments on Jeb’s poll were both revealing and incredibly disappointing. Cold calling has consistently been a lightning rod on social media, with a few salespeople advocating for an “all of the above” approach, including the telephone. But I want to set aside that debate for a few minutes, because the comments highlighted a much larger potential threat: fear of sales.

The Mass Infection of Fear

One vocal opponent of cold calling, an entrepreneur, commented on Jeb’s thread that his approach was to buy ads on Facebook, providing a link that a prospective client might click on. Only after the prospect clicked the link did this person believe he could reach out them. The problems with this approach would overflow a week’s worth of posts, so in the interests of time I’ll just note a couple. First, one-to-many messaging is marketing, not sales. Second, no individual salesperson has a Facebook pixel and a budget to run ads. Relying on Facebook ads may be the right choice for entrepreneurs but its awful advice for a salesperson. What’s underneath that advice, however, is worse: the entrepreneur was too afraid to call his prospective clients.

Other comments suggested that one must warm up the prospective client by sending them an email, claiming that it is important for the client to see your name on an email before they get your call. To be honest, I’m having trouble following that logic. How exactly does getting a cold email create the desire to speak to the person who sent it? Unless you spend your day starting at your phone, hoping against hope that the people who just spammed you will call you to spam you again, then you cannot possibly believe that an email makes it safer to dial a prospect’s number. And there’s the rub: when email-first salespeople talk about safety, they broadcast the same fear of calling a stranger. An odd thing, that, given that every good thing that ever happens to you in sales is the result of meeting a stranger.

Finally, one person suggested that the best way to start a prospecting sequence is with a warm referral. His response gave a very long explanation of how to respond to an introduction over email or on LinkedIn, again emphasizing the asynchronous communication tools that so many salespeople hide behind. The same people who are afraid of calling a stranger are also reluctant to call up their clients and ask for a referral. They worry about imposing on their client, so they avoid asking for the referral in a real conversation and instead defer it to email.

With all this fear floating around, here’s a reminder: no salesperson has ever been scarred for life by making a cold call, although many have experienced incredibly negative consequences because they didn’t create enough opportunities.

The Long-term Harm of Fearing Your Clients

There are deleterious effects of teaching salespeople to fear their prospective clients. If a ten-minute phone conversation is so dangerous, then I can only imagine how much the salesperson should fear advising the client on what they need to do to improve their results. And just imagine those poor salespeople working on big deals, with multi-year, multi-million dollar payoffs, the kind that require the salesperson to negotiate with the client, or worse, their purchasing department. Terrifying, I tell you. Just terrifying.

This fear-based approach goes hand in hand with the idea that marketing is responsible for creating sales opportunities and that sales appointments should be handled by crude robots. Conflict aversion is harmful to the development of a salesperson, simply because embracing conflict is the only way to make a positive difference for your clients. No one is ever going to find a compliant, conflict-averse, namby-pamby, order-taker to be consultative, nor will they ever find them to be a trusted advisor.

What makes one a trusted advisor is their willingness to tell the truth at any price, even the price of the deal. The need to be liked is not the same as being likable. The first is detrimental, the other is an advantage. But the advantage of being likable is not available to one who fears their client, especially when it prevents them from having the necessary conversations around change.

A New Hope

In my view, the new hope is the SDR. While salespeople in this category are rarely deployed as effectively as they should be, at least they aren’t being infected with the result-crushing belief that they should fear making a phone call: cold, hot, or indifferent. Their willingness to keep making cold calls will help them develop crucial character traits for sales effectiveness: comfort with conflict, understanding how to trade value for time, unafraid of proposing next steps, able to handle objections, and unaffected by what others would call rejection.

For a long time now, I have been telling sales leaders to prioritize the development of their sales force. Those who take this advice are doing well. Those who don’t often arrest their salespeople’s development, whether it’s by giving into fear or falling for other get-out-of-work-free promises by faux-experts—few of which even consider the long-term effects of their decisions or recommendations.

Do Good Work:

• Look for advice that serves your results.
• Avoid people who would infect you with their fears.
• Never be afraid of calling anyone when you believe you may be able to help them—even if they reject or ignore you.

The post The Fear And Generational Shift Against Cold Calling appeared first on Head Of Sales.

As someone who believes there is definitely such a thing as too much social media, I want to discuss why you need to ration and structure your time on LinkedIn and how to prioritise quality over quantity to get the most out of the experience.

Why too much LinkedIn is not a good thing

I’m an independent LinkedIn trainer. I know exactly how important this platform is for individuals and businesses wanting to grow their online presence and achieve greater successes. But because LinkedIn is aimed at business professionals, it can be easy to forget that it is still a social media platform.

We’re hearing more and more about how too much social media is dangerous for us, and I agree. This year in particular, when we have been confined to our homes for long periods of time, there has been a huge temptation to spend large portions of every day connecting and conversing online.

However, this is exactly what social media is designed to do – clever algorithms, driven by artificial intelligence, are continuously refining and improving our experience online to meet three core objectives.

These are objectives all social media platforms have:

1. Engagement goal, keep us plugged in for longer
2. Growth goal – gain more subscribers (for LinkedIn the goal here is to transition free subscribers to paid accounts such as LinkedIn Premium or Sales Navigator)
3. Sell us advertising (largely Facebooks goal, however we have seen elements of this appearing on LinkedIn in recent years with sponsored posts)

Many people also don’t realise that the user experience design of social media platforms is actually based on ideas that originally came from the gambling industry. Scrolling through the newsfeed triggers similar responses to slot machines, and “likes” give us a rush far more addictive than a “win” could ever be, making us feel validated and successful, all while tapping into that caveman desire for belonging, acceptance and social connection.

So it isn’t surprising that social media addiction has become a growing concern. These sites are actually designed to create addiction and compulsion. It is in their interests that we never sign out.

And, just like in the movie, if we don’t realise we’re plugged into The Matrix, how are we supposed to wake up?

This is why I always outline a number of steps people can take to make sure they don’t spend too much time on LinkedIn and that the time they do spend here is productive.

How to make your time on LinkedIn productive

Because LinkedIn is a business networking platform, just spending time on the site each day can make us feel productive. But you’re only productive if you’re actually achieving something. Scrolling mindlessly through the feed for an hour is not doing anything to further your business goals.

It’s essential to keep a number of things in mind when using LinkedIn:

1. What are your objectives?

The whole point of being on LinkedIn is to help you achieve your goals. You need to write these objectives down if you want to make the LinkedIn experience productive and positive. For example, do you want to:

• Attract new clients?
• Bring in investment?
• Find a new employee?
• Secure a better job?

Or you could simply be on LinkedIn to keep yourself memorable to your peers and stakeholders as this is much harder to do in these times when we can’t meet face to face.

Whatever your objectives are, your time on LinkedIn has to be concentrated on helping you achieve them!

2. What is your ROI?

Just like in any business campaign, you need to keep track of your return on investment when you are spending time on LinkedIn. These days, attention is our most important commodity, and we need to be careful where we spend it. Are we actually getting anything out of the time we put into LinkedIn? If not, you need to look at where you are putting your time and change your activities.

LinkedIn should be seen as a tool. Are you using it, or is it using you?

Ways to ration your time on LinkedIn

If you want to get maximum results from your time on LinkedIn, it is important to ration the time you spend on the platform and make every minute count. I always advise setting yourself definite tasks at specific times, so you can actually start to measure the results you’re getting from the time you’re putting in.

Daily:

• Check your notifications
• Scroll through your newsfeed (set an egg timer if you need to)
• Like and comment on anything you find interesting or useful, particularly if it is from someone who you would like to see more of in your newsfeed
• Unfollow those people who produce content you find annoying – you will still stay connected and they will not be alerted that you have unfollowed them

Weekly:

• Check who has looked at your profile and send them invitations to connect
• Check your diary and send connection invitations based on who you have met, or simply spoken to
• Post content

Fortnightly:

• Look up the people you are targeting
• Like and comment on their posts
• Look at whose posts they are commenting on, or the “people also viewed” sectionof their profile and consider if connecting with these people would further your goals

Monthly:

• Craft content for the month
• Download contacts and send direct messages to people you have recently connected with or who you want to stay top of mind with. DO NOT SPAM. Aim instead to give. Forward articles of interest; facilitate helpful introductions. Aim to serve.

Having a regular schedule like this will automatically help you cut down the amount of time you spend on LinkedIn.

How to prioritise quality over quantity

Connections

The number of connections you have on LinkedIn is not important. However, your connections need to be high-quality – you need to think about the people you are trying to reach, or people who might know these people. Every connection should lead to a potential opportunity. The opportunity might not be from the connection themselves – but from the people they know. I always advocate for being selective but open-minded.

2. Posts

LinkedIn now enables you to see how often the people you follow are posting. I discovered that some of my connections are posting 80 times a week! In my opinion, this is ridiculous.

Your posts need to show thought leadership and add value to your communities on LinkedIn. This does not mean endlessly sharing other people’s posts or posting content that is meaningless – the whole point is to start and contribute to conversations so you can demonstrate your knowledge and expertise in your industry.

It can take time to gain traction, and once a week doesn’t seem like very often to post. But if your content is thought-provoking and encourages comments, you will find you’re showing up much more prominently in people’s newsfeeds.

3. Comments

It is important to comment on the posts of the people you want to reach. Not only does this make you memorable and pull attention to your profile, but it also because comments are like smiles, you have to give them to get them back.

Conclusion

LinkedIn can be a tremendous force for good if you make the best use of your time on the platform. 

The post How Much Online Networking Is Too Much? appeared first on Head Of Sales.

The numbers paint a vivid picture: LinkedIn is the place to be for job seekers.

LinkedIn is a smorgasbord of opportunities. I’m sharing the best LinkedIn tips that will help job seekers to squeeze every last bit of value out of LinkedIn.

These are not my tips. I’ve opened the floor to some amazing Australians that live and breathe the careers space.

Here are 10 expert tips on extracting value from LinkedIn:

Angela Farmeary, Mindful Careers

Angela helps her clients navigate the highly competitive job market through individualised career coaching.

1. Create your hit list.

Write down ten companies you’d jump on the opportunity to work at. What do they have in common with you? Do your values align?

2. Follow company pages.

Head to each business’s LinkedIn company page and click follow. Now, you’ll get notified of new hires, promotions, changes at the company, and, crucially, job opportunities.

Rebecca Jarvis, Javrow

A recruiter for the tech industry, Rebecca was awarded LinkedIn Top Voice 2020.

3. Stand out with your About section.

A recruiter looks at five-plus people, all with similar skillsets. How will they decide who to call? I call it “getting your character off a page.” If your character seems interesting, you are more likely to get the call.

Clare Phelan, Persuit Consulting

Clare is a career coach and job search strategist that guides you in becoming the CEO of your career.

4. Utilise LinkedIn messaging with professionalism. 

Being CEO of your career means having the systems in place to enable you to efficiently and effectively promote your value to potential employers. Messaging is part and parcel of communicating effectively throughout the job search process, however, getting this right can be overwhelming!

5. Utilise LinkedIn recommendations. 

Aim for three strong recent recommendations. When asking for recommendations, reach out to those who been privy to your great work. If you are searching for roles with a particular skillset, ask your referee to focus the recommendation on your positive traits relevant to that type of role.

Gillian Kelly, Outplacement Australia

Gillian is a Forbes Council career coach, keynote speaker, and award-winning master resume writer.

6. Analyse your profile through the eyes of a hirer. 

Hirers want people who offer value to their business. What does your target hirer see when they look at your profile? What shared connections do you have? How relevant are your skills to their business? What impression do your headline and photo make on them? How credible are you in your subject area or field? What does the tone of your past posts say about your communication style and values?

7. Don’t confuse visibility with credibility. 

Use LinkedIn well, and your actions can help you stand out to potential hirers. Abuse it, and it can damage your job hunt. Be strategic with what you post and how you communicate. Don’t damage a relationship by asking for favours too early. Respect others’ time, opinions, and rights. Consider how posts or comments may impact your brand. Visibility is not the same as credibility.

Shilpa Kulshrestha, Scintillate Coaching

Shilpa is a career strategist, coach, and best-selling author and speaker that helps people who are stuck create impactful careers.

8. Do not try to be someone that you are not.

It will come back to bite you in the face. Or it will push you towards the restlessness of being an imposter. Your authenticity can be your biggest magnet on this platform.

9. Do not ask for help.

Instead, add value without any expectations. You will create some beautiful relationships. I have got my best employees and 90 per cent of my clients from LinkedIn.

Jo Green, Jo Green Coaching 

Jo is a career change coach helping people work through career transformations without stress.

10. Look for people, not jobs.

Lead with your curiosity by finding people on LinkedIn who work in companies you are interested in or careers you want. Get in touch to organise a quick chat or send them a few questions when you connect. Be honest and authentic about why you are reaching out.

The information they give you will help you understand the job market, the companies you are interested in, and new areas you might want to move into. And your new contacts will know you are looking for a role. They may even let you know if they hear of anything.

Thank you Angela Farmeary, Rebecca Jarvis, Clare Phelan, Gillian Kelly, Shilpa Kulshrestha, and Jo Green for your contributions.

The post 10 Expert Tips To Stand Out On LinkedIn appeared first on Head Of Sales.

It’s closer to 15% that actually achieve quota. So they enjoy saying they “crush it.” It’s the exception, not the rule.

2. Managers can sell. Sellers can manage. 

Actually, the skill sets are typically mutually exclusive. Eagle reps seldom ever become effective leaders of men and women.

3. The phone is dead. 

It’s actually more critical than ever to social selling to combine the phone at every stage of the funnel. Call reluctance is a pandemic. LinkedIn provided an easy button, unintentionally.

4. Personalising your digital outreach works better. 

Ironically, the more you show a prospect you are studying them personally vs. their business, the more you violate the principle of “non-hunger.” It’s like dating, hitting on attractive people doesn’t advance you – it repels.

5. Technology is where the money is. 

It’s actually one of the most speculative industries per VC, Marc Andreessen. There are many more profitable sectors than the entire tech industry. Will it’s day come in our lifetimes? It remains to be seen.

6. When companies raise a ton of money, they’re doing well. 

Actually, it’s usually because they’re burning through cash at an alarming rate ($2M+ per month) and are simply trying to keep the lights on – often diluting themselves. It’s also a big sign they haven’t figured-out product / market fit and are treading water to find a hockey stick in the dark.

7. A company hires sellers because it’s doing well and expanding. 

It’s typically actually because revenue is down, sales staff churn is up, the culture is “Lord of the Flies”, bad management has eroded moral, the CEO has stepped in to destroy the sales strategy through micro-management, or the worst offender: they need a miracle from field sellers – aka guys or gals in suits – to save the company from mortal peril.

8. If you call 100 people, you’ll connect with many. 

Truthfully, it’s about 2 or 3 in 100. This is why you have to do combinations in short bursts of SHORT! voicemails, SMS, emails and social touches to stand out. You dramatically lift the odds of success when you get their mobile phone number… Lusha is a brilliant tool for anyone in sales and there are plugins for LinkedIn and Google.

9. Just get referrals. 

Yes, a referral – aka warm introduction – is the highest probability path to revenue. Newsflash, modern sales organizations are doing Account Based Marketing (ABM) approaches. The majority hunt in NAMED territories so if you don’t breakthrough, you’re dead… cut from the roster.

10. Account Executives shouldn’t do SDR hunting and SDRs shouldn’t do closing. 

Building the ultimate sales machine worked for a brief time in the early 2000’s before every tech company started to do this and it drove CXOs crazy with the lack of continuity from meeting setter to closing salesperson. They won’t bother with being put through the sausage grinder. Do your due diligence on the list, value proposition and Ideal Prospect Profile, and fire away yourself. At the end of the day… and from the beginning of the call… you gotta be able to carry the right conversation. The senior sales person is best equipped to carry the value narrative to the decision-maker and this has gotta happen right from the get-go!

11. Sales automation is a thing. 

It’s primitive folks, it’s not Watson beating Kasparov. If you’re automating your email drip campaigns, you’re going to hit the SPAM folder or asked to be removed. You can’t predict who will buy with algorithms, there is certainly no current technology on Earth that will replace good old fashioned blood, sweat and tiers since 1952… well maybe.

12. Only add who you know on LinkedIn. 

I’ve been getting into furious debates over this one. Read Reid Hoffman’s first book. The power of your LinkedIn network is like a Richter scale. It’s geometrically more powerful at 5,000 than 2,500 connections, not twice as powerful. It’s extremely powerful to cultivate the “Strength of Weak Ties.” Don’t get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me – go do the research.

13. Texting and Facebook render sellers a social pariah. 

Simply not true, you should be exploiting cell phones – texting them directly and connecting with prospects on Facebook and chatting to them whenever possible. Try it!

14. Extroverts win in sales. 

Just because you’re a ‘people person’ doesn’t mean you’ll be great in sales. The bottom of the leader board is filled with ‘professional visitors’ and fluffy narcissists never make it in the board room. Knowledge is power and this is why skeptical, Challenger sales engineers that go into quota carrying new business actually can “crush it.” As the complexity increases, engineers of value are far more effective than warriors of persuasion.

15. LinkedIn is about a personal brand. 

Around 2012. Any serious seller should be on LinkedIn Sales Navigator. Period. End of story. You should be tracking your best prospects and interacting with their content through blended approaches.

16. The greatest trigger event is a funding round. 

Not true, Craig Elis and Tibor Shanto proved the strongest trigger is the job change. In essence, it unlocks about $1M in spending by the average F1000 CIO in the first 90 days – shaking-up the status quo is the mission. You’ve got 4 leads every time one position changes. Look for internal promotions and lateral moves too. Again, LinkedIn is your source of leads!

17. It takes as much effort to close a 6 figure deal as a 7. 

It actually takes more with tire kicker tiny deals trying to POC and do pilots. These folks are incorrigible, you’ll never win. Cut bait and only focus on household names and dream clients you’ll be proud to win.

18. Buyers are 57% through the buying process. 

That’s just lazy-think. Interruption is magical. You’ve got to create desire and uncover latent brain. It’s a great stat for selling a book but Mike Weinberg fully debunked this one.

19. Sellers are making over a million dollars a year. 

Yes under 1% globally do. You could probably find a unicorn if you chased enough rainbows and lost your mind.

20. If you’re missing your quota, it’s 100% your fault. 

Truthfully, many companies have broken cultures, bad management, and products that would never sell in any market. Don’t beat yourself up about it. Do what Lee Bartlett does and vet the companies you work for very hard. Talk to their current and former reps, even interview their current and former clients. Are they a necessity or a “nice to have.”

21. You can multitask. 

You can’t, get off LinkedIn right now and go lock yourself in a room to make 30 calls, vmails, text and emails. Neuroscience 1, You 0. Yes, you! Why are you still reading this…

The post 21 Sales Myths Busted appeared first on Head Of Sales.

Every week, a new episode is released as we hear from global sales and social experts who share their very best social strategies and plays. We scour the globe looking for those who do a great job with their social plays and bring them and their ideas directly to you.

In every episode, there is at least one thing you can take immediate action on that will make a difference to your LinkedIn and digital selling approach.

Here are this month’s top selections for you.

3 Rules For Going Viral On LinkedIn.

Daniel Hochuli is LinkedIn’s head of content, APAC and China. He works with LinkedIn’s most strategic clients, big name brands such as IBM, Lamborghini, PwC, Johnson & Johnson, Audi, Philips, Pfizer and many more.

Who doesn’t want their content to go viral?

In this episode, Daniel shares with us the 3 keys to increasing the virility of your content to ensure as many people see your content as possible.

Great insights from someone who helps the best brands get their message out on social.

Sales Leaders why your LinkedIn profile says you’re FAT, DUMB and LAZY. – James Michael.

If you’re a sales leader, business owner or entrepreneur you probably don’t realise how much damage your LinkedIn profile is actually doing to your business.

You might think,

“I’m not using LinkedIn to reach out to start conversations or to support my business growth. Why does it matter”

 James Michael, from Justified Talent, tells us you’re probably driving the best sales recruits away from you and your business and you don’t even know it.

If you intend hiring anyone this year you should check out this podcast so you know what NOT to DO.

How to secure meetings, right now, from the UKs Top 10 SDR – Nia Woodhouse.

Nia is an SDR with coaching platform Refract. Nia spends her days trying to get people to take meetings with her Account Executive team.
 
Nia Woodhouse has just been awarded by Sales Confidence, as one of the TOP 10 SDR’s, in the entire UK.  

In this show, Nia shares her exact outreach strategy, how she uses LinkedIn to open doors to client conversations and a little about her cadence. All the tactics that made her a top 10 performer. 

One of the cool things we learnt is NIA is using voice notes on LinkedIn early in her outreach to create 90% conversation rate. 

If you’re an SDR, a BDM or you just need to find a way to talk to more customers NIA shares what’s working right now. You could do a lot worse than simply follow her lead here.

Automation in sales, at scale with Justin Michael.

Justin is on a mission to help sellers make a bigger commercial impact through the use of automation and technology. 

Justin has worked at a rate of 1000 – 1 doing the work of 1000 sellers in the time and space of one. A Million emails sent, 6years of pipeline built in just 6months. He has worked at Salesforce, LinkedIn and even trained Mike Weinberg’s’ sales development team.  

Who trains one of the world’s best sales trainer’s sales teams’? Justin.

Let that sink in. 

You might not like what he has to say – but you can’t ignore it.
You’re probably going to need to listen to this episode twice.  
Lucky it’s short. 

List of guests

Guests have included many of the tops trainers and specialists you would know as well as some great practitioners sharing what they do and how they do it.

• Jason Bay
• Justin Michael
• Daniel Disney
• Phil Gerbyshank
• Brynne Tilman
• Bill McCormick
• Steven Norman
• Chris Reed
• Jay Jensen
• Cynthia Barnes & more

Subscribe to the pod on your favourite podcasting channel such as Google Podcasts, Apple Podcasts, Spotify, Amazon, Stitcher or pick up the pod directly at www.markmc.co/boss-podcast

The post The Best of Social Selling – BOSS Podcast Volume 2 (Sponsored) appeared first on Head Of Sales.

Why should you listen to the podcast?

There are two ways you can get good at something.

• Work like mad, make mistakes, adjust your approach and then try again. Repeating that process until successful or
• ‘Model the Masters’. , look to those who have gone before you and who have already proven to be successful in those skills.

The BOSS podcast takes this second approach and brings those strategies to you.

Every Monday, a new episode is released as we hear from global sales and social experts who share their very best social strategies and plays. We scour the globe looking for those who do a great job with their social plays and bring them and their ideas directly to you.

In every episode, there is at least one thing you can take immediate action on that will make a difference to your LinkedIn and digital selling approach.

Here are this month’s top selections for you.

EXPOSED: LinkedIn Automation in the Sales Process. What’s working now?

In this episode, we talk to an Australian Account Exec who is currently using LinkedIn-Helper (a LinkedIn automation software tool) to help him find new clients and start conversations while he is doing other tasks.

Because using automation is against the ‘rules’ of LinkedIn, we had to ‘disguise’ our guests’ voice to protect him from having his LinkedIn account banned. In this discussion, he opens up and shares how he uses this automation in the sales process, what other tech tools are in his stack, how they all work together and what results he can achieve from the application of that automation.

A warts-and-all, sneak-peak look, under the bonnet of someone driving great results as a solo contributor in the Australian SaaS market.

Interestingly, there are a couple of astonishing things coming out of this discussion that we were not expecting.

Profile Secrets from Australia’s Leading LinkedIn Profile Specialist – Karen Tisdell.

Time and time again, LinkedIn experts have told us that having a great profile is the key to success on the platform. Having an average or lower profile makes it difficult for people to invite you to connect or to accept your connection request. Yet, with a strong profile, all of that becomes so much easier.

What happens when you get a notification that ‘someone has viewed your profile’ of course you want to go and see who that was and try to figure out what might they want.

That simple, but powerful, first impression drives everything that follows – do they send you a connection request? Do they accept yours? As you can see, a great profile is fundamental to your LinkedIn activity.

Karen Tisdell is Australia’s leading LinkedIn profile writer; as you might imagine, she spends A LOT of time thinking about LinkedIn profiles. Here, Karen shares her very best tips so that you too can have that all-important, great LinkedIn profile. A perfect place to start for newer or intermediate LinkedIn users.

LinkedIn Lurker to Influencer in just 15mins a day with Joe Apfelbaum.

LinkedIn Lurker:

Joe Apfelbaum is a high energy marketer and author. Joe wrote a best-selling book on weight loss called ‘High Energy Secrets’ after he lost 43kilos and transformed his life.

It turns out there is a lot in common between weight loss and a LinkedIn social selling strategy.

In this high-energy episode, we hear, what are the three things we need to do, every day, to go from LinkedIn lurker to LinkedIn influencer?

Why you should focus on being seen 1000 times a year by 1000 people instead of being seen just once by 10,000 people?

At one point, Joe even breaks out into a rap about B2B selling. A fun episode with plenty of great takeaways to use.

How to Increase Your Response Rates by 300% with Matt Barnett.

Video messaging has been spoken about a lot recently as a tool that will help you breakthrough with your messages whether that’s using Video via LinkedIn, Email or even Text delivery.

Matt Barnett is the CEO and Papa bear at Bonjoro, a video messaging company. Matt shares with us, what his clients are seeing as far as open rates, response rates and how his clients are currently using video to engage more effectively with both potential clients and their existing clients and how some are getting an increase in response rates of 300%

I use video all through the sales funnel and as a training tool. I think it’s an excellent substitute for face-to-face conversations and a fast way to build some rapport. it’s a great tool to create an easy pattern interrupt

Guests have included many of the tops trainers and specialists you would know as well as some great practitioners sharing what they do and how they do it.

• Jason Bay
• Justin Michael
• Daniel Disney
• Phil Gerbyshank
• Brynne Tilman
• Bill McCormick
• Steven Norman
• Chris Reed
• Jay Jensen
• Cynthia Barnes & more

Subscribe to the pod on your favourite podcasting channel such as Google Podcasts, Apple Podcasts, Spotify, Amazon, Stitcher or follow the pod on LinkedIn at https://www.linkedin.com/company/best-of-social-selling  

The post Best of Social Selling Wrap up. BOSS Podcast (Sponsored) appeared first on Head Of Sales.