SlideShare a Scribd company logo
1 of 30
7 Habits of Highly Effective (Social) Salespeople Craig Rosenberg, Leader, Focus Expert Network (@funnelholic) Chris Jablonski, Marketing Manager, Focus (@cjablonski) June 2011
Who am I Craig RosenbergLeader, Focus Expert Network  Funnelholic.com @Funnelholic
Two reasons why I can help you today I’ve built and seen numerous sales and marketing machines Personally built 24 demand generation organizations and involved in the development of 50  Executed 100s of sales and marketing campaigns of all kinds Author of popular sales and marketing blog: www.funnelholic.com Focus.com is my laboratory where I learn from other experts, including top sales pros
Buyer decisions are getting longer and more complex purchase consideration awareness “	We have a    	project” online “I’m just downloading 	stuff” “	We’ve 	made a decision” level of buyer activity “	We’ve shortlisted vendors” “I’m just browsing” time
5 key facts about today’s buyer
Sales 2.0: Sales has more info than ever  Source: Nigel Edelshain, Creator of Sales 2.0
24% of buyers indicated that the sales reps are not prepared for presentations at all, 30% indicate that they are somewhat prepared , and only 29% indicate that they are well prepared. – IDC, 2010 But most sales people are not prepared
New formula for success: Combine traditional salesmanship with new information sources and online tactics to connect with today’s buyers
The 7 Habits
Fundamentals come first 1
Social selling doesn’t exist without the fundamentals
Build a circle of trust 2
3 ways to build a reputation for trust Practice active listening Do unexpected things that show that you’ve listened Pay attention to the details that matter
Realize that you are a brand 3
The most unique thing is not always the company or the product; but it is always you
Make your social bio meaningful, unique and memorable (not “unrelenting closer”)  Use a picture; keep it professional  Link to relevant sites, like your blog, Twitter, etc.
NOT THIS (actual Facebook profile image)
Be present and aware 4
Always come prepared 5
Source: Jacob Morgan, Principal, Chess Media Group
It’s a social world: Understanding your buyer (the person) What the organization cares about  What your prospect cares about VS.
Always be prospecting  and pay attention 6
How to do it Tools for prospecting Tools for trigger events Source: Nigel Edelshain, Creator of Sales 2.0
LinkedIn Pro: personal “inbound marketing”
Always be helping so that you are always closing 7
[object Object]
Differentiate by speaking about issues relevant and important to them
Give useful information away for free (that’s how HubSpot got so successful),[object Object]

More Related Content

What's hot

Attracting Clients Through Social Media
Attracting Clients Through Social MediaAttracting Clients Through Social Media
Attracting Clients Through Social Media
amyk
 
Buzz12 social media and marketing for cpa's
Buzz12 social media and marketing for cpa'sBuzz12 social media and marketing for cpa's
Buzz12 social media and marketing for cpa's
Buzz12
 
Chapter 4 recruiting salesman
Chapter 4 recruiting salesmanChapter 4 recruiting salesman
Chapter 4 recruiting salesman
Kimber Palada
 

What's hot (20)

How to Find, Influence & Convert More Prospects Into Customers - People's Bank
How to Find, Influence & Convert More Prospects Into Customers - People's BankHow to Find, Influence & Convert More Prospects Into Customers - People's Bank
How to Find, Influence & Convert More Prospects Into Customers - People's Bank
 
accelerate your sales 2016
accelerate your sales 2016accelerate your sales 2016
accelerate your sales 2016
 
How To Research Buyer Personas
How To Research Buyer PersonasHow To Research Buyer Personas
How To Research Buyer Personas
 
Linkedinfool proofguidetosocialselling-final-soharddbwarez
Linkedinfool proofguidetosocialselling-final-soharddbwarezLinkedinfool proofguidetosocialselling-final-soharddbwarez
Linkedinfool proofguidetosocialselling-final-soharddbwarez
 
Attracting Clients Through Social Media
Attracting Clients Through Social MediaAttracting Clients Through Social Media
Attracting Clients Through Social Media
 
Five Steps to B2B Social Media Marketing Success
Five Steps to B2B Social Media Marketing SuccessFive Steps to B2B Social Media Marketing Success
Five Steps to B2B Social Media Marketing Success
 
Social Selling Deconstructed: Strategy, Implementation and Measurement
Social Selling Deconstructed: Strategy, Implementation and MeasurementSocial Selling Deconstructed: Strategy, Implementation and Measurement
Social Selling Deconstructed: Strategy, Implementation and Measurement
 
Social Strategy for Startups
Social Strategy for StartupsSocial Strategy for Startups
Social Strategy for Startups
 
Fundamentals of Social Selling
Fundamentals of Social SellingFundamentals of Social Selling
Fundamentals of Social Selling
 
How to Close More Business with LinkedIn Sales Navigator
How to Close More Business with LinkedIn Sales NavigatorHow to Close More Business with LinkedIn Sales Navigator
How to Close More Business with LinkedIn Sales Navigator
 
Social media - it's all about content
Social media - it's all about contentSocial media - it's all about content
Social media - it's all about content
 
Buzz12 social media and marketing for cpa's
Buzz12 social media and marketing for cpa'sBuzz12 social media and marketing for cpa's
Buzz12 social media and marketing for cpa's
 
the six steps to social selling success
the six steps to social selling successthe six steps to social selling success
the six steps to social selling success
 
RSR001 Client Infographic
RSR001 Client InfographicRSR001 Client Infographic
RSR001 Client Infographic
 
Chapter 4 recruiting salesman
Chapter 4 recruiting salesmanChapter 4 recruiting salesman
Chapter 4 recruiting salesman
 
How to Build Your Personal Brand to Close More Deals
How to Build Your Personal Brand to Close More DealsHow to Build Your Personal Brand to Close More Deals
How to Build Your Personal Brand to Close More Deals
 
The Challenger Customer: How to Identify and Engage the Right Customers
The Challenger Customer: How to Identify and Engage the Right CustomersThe Challenger Customer: How to Identify and Engage the Right Customers
The Challenger Customer: How to Identify and Engage the Right Customers
 
Sales Meets Social Media.
Sales Meets Social Media.Sales Meets Social Media.
Sales Meets Social Media.
 
AIMS Social Media Webinar
AIMS Social Media WebinarAIMS Social Media Webinar
AIMS Social Media Webinar
 
Bad Girl Ventures - What Is Content Marketing
Bad Girl Ventures - What Is Content MarketingBad Girl Ventures - What Is Content Marketing
Bad Girl Ventures - What Is Content Marketing
 

Similar to 7 Habits of Highly Effective (Social) Salespeople

LinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesLinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best Practices
Craig Canton
 
Are You The Missing Link - HelioPower University Social Media Learning 101 - ...
Are You The Missing Link - HelioPower University Social Media Learning 101 - ...Are You The Missing Link - HelioPower University Social Media Learning 101 - ...
Are You The Missing Link - HelioPower University Social Media Learning 101 - ...
Phil DelNegro, MBA
 
Unlocking the content dungeon
Unlocking the content dungeonUnlocking the content dungeon
Unlocking the content dungeon
Earnest
 
Social selling 5 steps to your goal
Social selling 5 steps to your goalSocial selling 5 steps to your goal
Social selling 5 steps to your goal
Mac McWeeney
 

Similar to 7 Habits of Highly Effective (Social) Salespeople (20)

LinkedIn Innovation and Integration
LinkedIn Innovation and IntegrationLinkedIn Innovation and Integration
LinkedIn Innovation and Integration
 
How to Create Easy and Effective Buyer Personas with a Checklist
How to Create Easy and Effective Buyer Personas with a ChecklistHow to Create Easy and Effective Buyer Personas with a Checklist
How to Create Easy and Effective Buyer Personas with a Checklist
 
Product Buy Cycle (Sales Funnel)
Product Buy Cycle (Sales Funnel)Product Buy Cycle (Sales Funnel)
Product Buy Cycle (Sales Funnel)
 
Social Media Selling - Creating Your Social Selling System
Social Media Selling - Creating Your Social Selling SystemSocial Media Selling - Creating Your Social Selling System
Social Media Selling - Creating Your Social Selling System
 
How To Modernize Your Sales Approach To Drive Business Growth in Cyber Security
How To Modernize Your Sales Approach To Drive Business Growth in Cyber SecurityHow To Modernize Your Sales Approach To Drive Business Growth in Cyber Security
How To Modernize Your Sales Approach To Drive Business Growth in Cyber Security
 
LinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesLinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best Practices
 
Driving Sales with Social Media
Driving Sales with Social MediaDriving Sales with Social Media
Driving Sales with Social Media
 
Are You The Missing Link - HelioPower University Social Media Learning 101 - ...
Are You The Missing Link - HelioPower University Social Media Learning 101 - ...Are You The Missing Link - HelioPower University Social Media Learning 101 - ...
Are You The Missing Link - HelioPower University Social Media Learning 101 - ...
 
Day in the Life of a LinkedIn Social Seller
Day in the Life of a LinkedIn Social SellerDay in the Life of a LinkedIn Social Seller
Day in the Life of a LinkedIn Social Seller
 
A day in the life of a LinkedIn social seller
A day in the life of a LinkedIn social sellerA day in the life of a LinkedIn social seller
A day in the life of a LinkedIn social seller
 
Lee Hecht Personal Brand Presentation 9-9-09
Lee Hecht Personal Brand Presentation 9-9-09Lee Hecht Personal Brand Presentation 9-9-09
Lee Hecht Personal Brand Presentation 9-9-09
 
WUDMAC Travel & Tourism Digital Marketing Conference Part 2 - Cairo - Dec 20...
WUDMAC Travel & Tourism Digital Marketing Conference Part 2 - Cairo -  Dec 20...WUDMAC Travel & Tourism Digital Marketing Conference Part 2 - Cairo -  Dec 20...
WUDMAC Travel & Tourism Digital Marketing Conference Part 2 - Cairo - Dec 20...
 
ROI & Social webinar with Craig Rosenberg & Jason Miller
ROI & Social webinar with Craig Rosenberg & Jason MillerROI & Social webinar with Craig Rosenberg & Jason Miller
ROI & Social webinar with Craig Rosenberg & Jason Miller
 
Link how-to-guide-social-selling
Link how-to-guide-social-sellingLink how-to-guide-social-selling
Link how-to-guide-social-selling
 
Unlocking the content dungeon
Unlocking the content dungeonUnlocking the content dungeon
Unlocking the content dungeon
 
Facebook for Business
Facebook for BusinessFacebook for Business
Facebook for Business
 
Social Media - Understanding Its Use
Social Media  -  Understanding Its UseSocial Media  -  Understanding Its Use
Social Media - Understanding Its Use
 
Day in the life webinar final 9-22-15
Day in the life webinar   final 9-22-15Day in the life webinar   final 9-22-15
Day in the life webinar final 9-22-15
 
Day in the life webinar
Day in the life webinarDay in the life webinar
Day in the life webinar
 
Social selling 5 steps to your goal
Social selling 5 steps to your goalSocial selling 5 steps to your goal
Social selling 5 steps to your goal
 

Recently uploaded

RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODFRATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
CaitlinCummins3
 
Constitution of Company Article of Association
Constitution of Company Article of AssociationConstitution of Company Article of Association
Constitution of Company Article of Association
seri bangash
 
Future of Trade 2024 - Decoupled and Reconfigured - Snapshot Report
Future of Trade 2024 - Decoupled and Reconfigured - Snapshot ReportFuture of Trade 2024 - Decoupled and Reconfigured - Snapshot Report
Future of Trade 2024 - Decoupled and Reconfigured - Snapshot Report
Dubai Multi Commodity Centre
 
What is paper chromatography, principal, procedure,types, diagram, advantages...
What is paper chromatography, principal, procedure,types, diagram, advantages...What is paper chromatography, principal, procedure,types, diagram, advantages...
What is paper chromatography, principal, procedure,types, diagram, advantages...
srcw2322l101
 
NewBase 17 May 2024 Energy News issue - 1725 by Khaled Al Awadi_compresse...
NewBase   17 May  2024  Energy News issue - 1725 by Khaled Al Awadi_compresse...NewBase   17 May  2024  Energy News issue - 1725 by Khaled Al Awadi_compresse...
NewBase 17 May 2024 Energy News issue - 1725 by Khaled Al Awadi_compresse...
Khaled Al Awadi
 
zidauu _business communication.pptx /pdf
zidauu _business  communication.pptx /pdfzidauu _business  communication.pptx /pdf
zidauu _business communication.pptx /pdf
zukhrafshabbir
 
Presentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelledPresentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelled
CaitlinCummins3
 

Recently uploaded (20)

RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODFRATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
RATINGS OF EACH VIDEO FOR UNI PROJECT IWDSFODF
 
Constitution of Company Article of Association
Constitution of Company Article of AssociationConstitution of Company Article of Association
Constitution of Company Article of Association
 
HAL Financial Performance Analysis and Future Prospects
HAL Financial Performance Analysis and Future ProspectsHAL Financial Performance Analysis and Future Prospects
HAL Financial Performance Analysis and Future Prospects
 
Future of Trade 2024 - Decoupled and Reconfigured - Snapshot Report
Future of Trade 2024 - Decoupled and Reconfigured - Snapshot ReportFuture of Trade 2024 - Decoupled and Reconfigured - Snapshot Report
Future of Trade 2024 - Decoupled and Reconfigured - Snapshot Report
 
TriStar Gold Corporate Presentation May 2024
TriStar Gold Corporate Presentation May 2024TriStar Gold Corporate Presentation May 2024
TriStar Gold Corporate Presentation May 2024
 
What is paper chromatography, principal, procedure,types, diagram, advantages...
What is paper chromatography, principal, procedure,types, diagram, advantages...What is paper chromatography, principal, procedure,types, diagram, advantages...
What is paper chromatography, principal, procedure,types, diagram, advantages...
 
Raising Seed Capital by Steve Schlafman at RRE Ventures
Raising Seed Capital by Steve Schlafman at RRE VenturesRaising Seed Capital by Steve Schlafman at RRE Ventures
Raising Seed Capital by Steve Schlafman at RRE Ventures
 
بروفايل شركة ميار الخليج للاستشارات الهندسية.pdf
بروفايل شركة ميار الخليج للاستشارات الهندسية.pdfبروفايل شركة ميار الخليج للاستشارات الهندسية.pdf
بروفايل شركة ميار الخليج للاستشارات الهندسية.pdf
 
How Do Venture Capitalists Make Decisions?
How Do Venture Capitalists Make Decisions?How Do Venture Capitalists Make Decisions?
How Do Venture Capitalists Make Decisions?
 
NewBase 17 May 2024 Energy News issue - 1725 by Khaled Al Awadi_compresse...
NewBase   17 May  2024  Energy News issue - 1725 by Khaled Al Awadi_compresse...NewBase   17 May  2024  Energy News issue - 1725 by Khaled Al Awadi_compresse...
NewBase 17 May 2024 Energy News issue - 1725 by Khaled Al Awadi_compresse...
 
1Q24_EN hyundai capital 1q performance
1Q24_EN   hyundai capital 1q performance1Q24_EN   hyundai capital 1q performance
1Q24_EN hyundai capital 1q performance
 
The Truth About Dinesh Bafna's Situation.pdf
The Truth About Dinesh Bafna's Situation.pdfThe Truth About Dinesh Bafna's Situation.pdf
The Truth About Dinesh Bafna's Situation.pdf
 
Daftar Rumpun, Pohon, dan Cabang Ilmu (2024).pdf
Daftar Rumpun, Pohon, dan Cabang Ilmu (2024).pdfDaftar Rumpun, Pohon, dan Cabang Ilmu (2024).pdf
Daftar Rumpun, Pohon, dan Cabang Ilmu (2024).pdf
 
Toyota Kata Coaching for Agile Teams & Transformations
Toyota Kata Coaching for Agile Teams & TransformationsToyota Kata Coaching for Agile Teams & Transformations
Toyota Kata Coaching for Agile Teams & Transformations
 
zidauu _business communication.pptx /pdf
zidauu _business  communication.pptx /pdfzidauu _business  communication.pptx /pdf
zidauu _business communication.pptx /pdf
 
LinkedIn Masterclass Techweek 2024 v4.1.pptx
LinkedIn Masterclass Techweek 2024 v4.1.pptxLinkedIn Masterclass Techweek 2024 v4.1.pptx
LinkedIn Masterclass Techweek 2024 v4.1.pptx
 
tekAura | Desktop Procedure Template (2016)
tekAura | Desktop Procedure Template (2016)tekAura | Desktop Procedure Template (2016)
tekAura | Desktop Procedure Template (2016)
 
8 Questions B2B Commercial Teams Can Ask To Help Product Discovery
8 Questions B2B Commercial Teams Can Ask To Help Product Discovery8 Questions B2B Commercial Teams Can Ask To Help Product Discovery
8 Questions B2B Commercial Teams Can Ask To Help Product Discovery
 
Elevate Your Online Presence with SEO Services
Elevate Your Online Presence with SEO ServicesElevate Your Online Presence with SEO Services
Elevate Your Online Presence with SEO Services
 
Presentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelledPresentation4 (2) survey responses clearly labelled
Presentation4 (2) survey responses clearly labelled
 

7 Habits of Highly Effective (Social) Salespeople

  • 1. 7 Habits of Highly Effective (Social) Salespeople Craig Rosenberg, Leader, Focus Expert Network (@funnelholic) Chris Jablonski, Marketing Manager, Focus (@cjablonski) June 2011
  • 2. Who am I Craig RosenbergLeader, Focus Expert Network Funnelholic.com @Funnelholic
  • 3. Two reasons why I can help you today I’ve built and seen numerous sales and marketing machines Personally built 24 demand generation organizations and involved in the development of 50 Executed 100s of sales and marketing campaigns of all kinds Author of popular sales and marketing blog: www.funnelholic.com Focus.com is my laboratory where I learn from other experts, including top sales pros
  • 4. Buyer decisions are getting longer and more complex purchase consideration awareness “ We have a project” online “I’m just downloading stuff” “ We’ve made a decision” level of buyer activity “ We’ve shortlisted vendors” “I’m just browsing” time
  • 5. 5 key facts about today’s buyer
  • 6. Sales 2.0: Sales has more info than ever Source: Nigel Edelshain, Creator of Sales 2.0
  • 7. 24% of buyers indicated that the sales reps are not prepared for presentations at all, 30% indicate that they are somewhat prepared , and only 29% indicate that they are well prepared. – IDC, 2010 But most sales people are not prepared
  • 8. New formula for success: Combine traditional salesmanship with new information sources and online tactics to connect with today’s buyers
  • 11. Social selling doesn’t exist without the fundamentals
  • 12. Build a circle of trust 2
  • 13. 3 ways to build a reputation for trust Practice active listening Do unexpected things that show that you’ve listened Pay attention to the details that matter
  • 14. Realize that you are a brand 3
  • 15. The most unique thing is not always the company or the product; but it is always you
  • 16. Make your social bio meaningful, unique and memorable (not “unrelenting closer”) Use a picture; keep it professional Link to relevant sites, like your blog, Twitter, etc.
  • 17. NOT THIS (actual Facebook profile image)
  • 18. Be present and aware 4
  • 19.
  • 20.
  • 22. Source: Jacob Morgan, Principal, Chess Media Group
  • 23. It’s a social world: Understanding your buyer (the person) What the organization cares about What your prospect cares about VS.
  • 24. Always be prospecting and pay attention 6
  • 25. How to do it Tools for prospecting Tools for trigger events Source: Nigel Edelshain, Creator of Sales 2.0
  • 26. LinkedIn Pro: personal “inbound marketing”
  • 27. Always be helping so that you are always closing 7
  • 28.
  • 29. Differentiate by speaking about issues relevant and important to them
  • 30.