Social Selling is to the sales profession what Content Marketing is to the marketing profession. It’s the one subject that sales experts are discussing in professional circles, both online and in sales meetings. Social Selling is a concept that develops the sales representatives' social networks.
Become the Only Choice
For the Challenger, the formula is simple: teach, tailor, control.
As I look back, I really had no idea how a great sales manager/coach can impact their sales team in a positive way. It is not one thing; it is 100 little things. I know now. I saw it first-hand as a new sales rep back in 1983 working for Wallace Computer Services, pretty much straight out of college.
It can be difficult to explain new processes to senior executives who aren’t deeply educated about the nuances of something as abstract as “Content Marketing.”
Having been on both sides of the fence, I can tell you unequivocally, that 90% of sales people have no idea how to sell at the C-Level. You have to think completely different. You have to put yourself in the “operating reality” of the executive and look at problems and opportunities through their eyes.
Is activity the real key performance indicator driving your sales teams to success? Let’s break it down. Here is the basic equation you should use to measure your pipeline effectiveness...