So, you need to know how to implement an effective social selling business plan? Who are you gonna call? Brynne Tillman! Brynne is Best Selling author of The LinkedIn Sales Playbook and Chief Learning Officer of Vengreso a modern sales and marketing knowledge center.
Our conversation covers a lot of ground.
We talk about the power shift that has taken place, where salespeople no longer wield the power of access to information. In the past, when a consumer wanted to know what a solution provider offered, how to implement it and at what cost, the consumer had to engage a sales representative to acquire that information.
Today’s consumer is now the most empowered consumer ever. The power of the internet and mobile media make acquiring information about virtually anything can be acquired at the frictionless speed of the internet. So, who needs a salesperson, no one does.
80% of consumers have researched the product or service they wish to acquire so well that by the time they contact a salesperson 80% of those consumers know what they want to buy and how much they want to spend.
With salespeople losing control and essentially being relegated to the role of an order taker, salespeople had to change, and fast.
How Social Selling saved the Sales
Social selling enables salespeople to do the work to understand the businesses they serve and the markets those businesses reside within.
Social selling has allowed salespeople to do the work to establish their authority in the field they work within.
Social selling has enabled the salesperson to get out of constant pitch mode to become more adept at collaborating with clients to deliver the best solution.
Here is a list of a few of the subjects we discuss:
- Huthwaite Sales Model S.P.I.N
- Challenger Selling Model by CEB
- Miller Heiman Blue Sheet
- LinkedIn as Brand Strategy vs. Resume
- Using Advanced LinkedIn Features
- Effective Listening
- Pre Call Planning
- The Importance of Market Research
- Defining the Buyers Journey
- Establishing Thought Leadership
I enjoyed this conversation with Brynne. I hope you find the ideas and concepts shared in this podcast help you accomplish more sales.
Sit back, grab a notepad and your favorite beverage and listen in. When you have any question about data we discuss, leave us a message in the comments and we will get our response back to you pronto.