How to Get Salespeople to Join the Conversation

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In the world of marketing and sales professionals, why is it that one group will often embrace a new technique or method, while the other will completely ignore it? Typically strong LinkedIn connectors, most sales people are resistant to using other social channels to augment their existing process. Jeff’s 20+ years of working with thousands of professionals on both sides of the aisle have helped him identify the reasons for sales’ reluctance to create and contribute content. In this session, he will share his discoveries and recommendations on how to inspire your sales teams to “join the conversation.”

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  • ----- Meeting Notes (8/2/13 11:17) -----Add Twitter bird next to Jeff's name
  • Jeff wants to build each thought: Display as Graphic image, not bullets: Image on left of unique traits; Possess unique qualities that make them good at what they do. - image on right of successful social - image of gap in between Change title. Change Title to “Salespeople and Social”. First bullet: Second bullet: Different qualities are required to successfully embrace and leverage social. Gap.
  • Change Discoveries to Why Sales People are Unique. 1. Don’t like to share. 2. Prefer day-trading to long term investing. 3. Inherentlyneutral – Jen think of something. Build one at a time… images for each… can be humorous Graphical representation. Add bullet 4. Natural Quarterbacks.
  • Change Recommendations to: Remedy. Jeff likes the build (show “Don’t like to share” then add “Make it a contest” as a build)
  • Grey out the top two, display the next two in same format as original. (Show first two bullets and “Neutral opinions” on third – then add “Ask them to write…” as a build)
  • Take the time to show them how to use analytics during the process. Create customized dashboards in a tool like HubSpot's Social Inbox so they can witness the progress of their social activity in real time.  Establishing cause and effect is a quick way to communicate with a salesperson in a language they readily understand. And from a selfish perspective, you will benefit from the amazing ability many salespeople possess to analyze this data. 
  • Same approach to prior two slides
  • Same approach to prior two slides
  • ADD REMEDYSLIDE SHOWING NATURAL QUARTERBACK on the left and TURN THEM INTO CAPTAINS on the right. ADD GRAPHIC SLIDE FOR THIS REMEDYSLIDE 11: Change font… make it a quote. More graphical representation. ADD final slide of Jeff’s headshot, contact info
  • How to Get Salespeople to Join the Conversation

    1. 1. #inbound2013 How to Get Salespeople to Join the Conversation M. Jeffrey Hoffman, President & CEO MJ Hoffman and Associates @mjhoffman
    2. 2. 1 Salespeople Defined 2 Discoveries 3 Recommendations 4 Closing AGENDA
    3. 3. Salespeople Possess unique qualities that make them good at what they do INHERENT GAP BETWEEN THE TWO Different qualities are required to successfully embrace and leverage social Social Salespeople
    4. 4. Why Sales People are Unique Don’t like to share Inherently neutral Prefer day-trading to long term investing Natural quarterbacks
    5. 5. RemedySalesperson Don’t like to share Make it a contest
    6. 6. RemedySalesperson Don’t like to share Make it a contest Give them the numbers Day-traders versus long term investors
    7. 7. REMEDY: Give them the numbers.
    8. 8. RemedySalesperson Don’t like to share Make it a contest Give them the numbers Day-traders versus long term investors Ask them to write a Blog about why they joined the company Neutral opinions
    9. 9. Don’t like to share Make it a contest Give them the numbers Day-traders versus long term investors Ask them to write a Blog about why they joined the company Neutral opinions RemedySalesperson Natural “Quarterback” Turn them into a “Captain”
    10. 10. #inbound2013 Seek first to understand - Dr. Stephen Covey
    11. 11. CONTACT US MJ Hoffman and Associates, LLC. 60 State Street – 7th Floor Boston, MA 02109 617-371-2905 www.mjhoffman.com @mjhoffman

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