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SALES EXECUTIVES USE TWITTER & THIS IS WHY IT MATTERS TO YOU…

Classroom_350_shadowThe teachers didn’t do this back when I was in high school, but when my children were in those years, they were sometimes allowed to make their own index card cheat sheet. And, they were allowed to use it during a test.

I remember the first time my oldest child told me that. It was the second week of the new school year.

What was my response?

I immediately called the school and talked to that teacher. And yes, she confirmed they were allowed to do it for that test. So, I gave her the benefit of the doubt…well, better said, I suspended judgment.

The result was what I expected: an A+ for my daughter. Of course…she had the answers. What I didn’t expect was what my girl told me: “Dad, I barely used the index card while I took the test, and it was the same for most of the other kids.”

WHY DID IT WORK?
The teacher later told me that since they were so motivated to write as much information as they could on both sides of the index card [in really tiny writing] the students reviewed more and retained a lot more information.

She also explained that to the students so they saw the results of a new way to effectively study for tests, and added: “Just be sure to leave those index cards in your backpacks the rest of the year whenever we start a test. You won’t need them anyway.”

SO WHAT?
So sometimes I come across a resource that’s so deep and practical in its helpfulness that I pull out an index card and start writing—in really small writing—so I can learn it once without continually forgetting and going back to the resource to learn it again and again.

We’re wired to remember things better when we write them down by hand. Most of us don’t know that [or believe that] so we fail to gain the benefit from putting that knowledge to use (i.e. wisdom).

I found one of those rich kinds of resources this month and I want to share it with you. It’s on the overlapping topics of:

  • Growing your online influence
  • The effective [and efficient] use of Twitter for sales pros
  • Social selling

This resource short-circuits the learning process. It creates a shortcut to achieving your goal of becoming more effective in growing your social media influence for the purpose of more successfully creating quality leads with sales executives.

Carter Hostelley (@carterhostelley) is the CEO and founder of @Leadtail. He wrote this original post: “How Sales Execs Use Twitter,” for @funnelholic; it’s an extended version of the shorter post Hostelley wrote for Leadtail’s blog.

THE BIG IDEA
The big idea of Hostelley’s post is this:

Start by sharing and engaging those publications, brands and people that influence your
target audience. This will put you on the path to becoming influential, too!

WHAT I LIKED
I liked this post because the wisdom shared in these 575 words helps sales professionals, such as yourself, quickly get noticeably more effective in building your online influence via Twitter. It’s like that cheat sheet. Once you get it, you get it.

No more wasted effort on Twitter; you can now be laser-focused.

Hostelley leads off with these words:

“While there may be debate about whether LinkedIn or Twitter is more popular with salespeople, there’s no question that sales executives are becoming more active on Twitter. Why?

Why indeed:

“They understand the power of the micro-blogging platform as a way to monitor, reach, and engage target buyers while also building their personal brand.”

That brings up these two questions, which are answered in the rest of the post:

  1. How are these sales leaders engaging on Twitter?
  2. In what ways can you use this information to become more effective on social media for your social selling activities?

The post is then broken down into these sections, and each one is worth writing about on your own cheat sheet:

  • How Sales Executives Engage on Twitter
  • What Sales Execs Talk About
  • Top Publications Sales Leaders Read and Share
  • People Most Retweeted by Sales Leaders…and the application section:

     

  • How Sales Professionals Can Use This Data

Some of the top content sources will change over the next few years. But you can be sure any new sources added to the list will present and supply content with elements similar to what today’s sources offer.

Look for those similarities so you too better understand the why of what interests sales executives today and well into the future.

Definitely share this post with a colleague today.

[Reading Time of Hostelley’s Post: 2:30 minutes]
QUESTION ::: How does Hostelley’s post’s information align or differ with what you’ve believed about the habits of sales executive on Twitter?

Let’s talk about it…

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SALES PROSPECTING, MANAGEMENT, STRATEGY & TOOLS ::: FSG LINKS

Prospecting_2_-_342_shadowThis week’s list of links focuses on sales prospecting, sales managers, sales strategy and sales tools. It’s a one-stop shop for sales professionals like you.

Come back daily and be sure to visit this blog every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

PROSPECTING :::

TheSalesBlog.com
The Prospecting Rule of Thirds
International speaker, author, sales leader [and noted instigator/agitator] Anthony Iannarino (@iannarino) is back in my list of links with a valuable description and perspective of what you have there in your list of prospects and some direction on what it takes to get the most out those phone numbers.

KEY QUOTE: “But it feels like this middle third is more like ninety percent of companies, even though that isn’t true. You can develop the case for change within this third, even if it isn’t easy.”

Figure out how you need to answer those final three questions of his and you’ll be well on your way toward a sales career others will envy. #makethecalls
[Reading Time: 2:00]

SALES MANAGEMENT :::

EcSell Blog
Sales Manager Check-Up
Director of marketing or the EcSell Institute Anna Schott (@anna_schott) wrote this post focused on 5 excellent questions every sales manager should be asking themselves here just past the midway point of the year. It’s based on an article written at the end of 2014 by the president of EcSell Institute, Bill Eckstrom.

KEY QUOTE: “As our research proves, nothing impacts performance more than coaching; therefore, it starts with the sales management team, not the sales people.”

Answering these questions honestly, and then acting accordingly, could lead to greater success for your entire sales organization. #coacheffectively
[Reading/Listening Time: 1:30]

SALES STRATEGY :::

Salesblog.com
Wanna Make More Sales? Think WHY? Not How To!
Sales trainer and author Jeffrey Gitomer (@gitomer) makes a brief, but strong case for how understanding the core motive(s) of a buyer, much deeper than we may realize, can lead to sustained sales success. This should motivate you to uncover the motivations of others.

KEY QUOTE: “Old world sales tactics, closing techniques, and other sales drivel is over. The Internet has replaced the pitch man. All facts are retrievable in a nanosecond. The Internet has made business buyers and consumers smarter than ever. Even smarter than salespeople.”

The true motive may not be what you first believe it to be. Look deeper and train yourself to identify the true motive within every buyer, then enjoy the rewards for both you and them. #getmotivated
[Reading/Listening Time: 2:00]

TOOLS :::

Fill The Funnel Blog
Email Addresses – How To Find Them When You Need Them
Entrepreneur, author, teacher, coach [and Harley owner]  Miles Austin (@milesaustin) penned this  post about a very practical tool to use within your browser to help you locate more email addresses when you need them.

KEY QUOTE: “What I have found very useful is the exposure to other names within the company that I had not been aware of, including the senior level executives that are normally not readily available and not on LinkedIn, etc.”

As a Bonus: I also like to use this site to discover the email address syntax of websites/organizations. Neither tool will work every time, but they can save you time when other tools fail. #fillyourtoolbox
[Reading Time: 1:30]

 

>>  View past posts for Friday Sales Growth Links  <<

 

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