By Janice B Gordon | Social Selling
I have seen many companies do social media like they are talking to another corporate bot. This does not work! Even B2B is Human to Human. The problem is that many sales leaders know what they did two years ago is less effective today, but they do not know what’s working now. The mistakes I see […]
Continue readingBy Janice B Gordon | sales training , Social Selling
Since 2006 there has been a meteoric rise in social media and the expansion of digital channels. With the economic crisis, brand loyalty and trust are at an all-time low. Attention spans are shortening, and traditional sales techniques are less effective. There is an abundance of information available online with an increase in conflicting information; […]
Continue readingBy Janice B Gordon | sales training , Social Selling
A salesy person is self-centred and not genuinely interested in building relationships and adding value for their prospects that may or may not lead to a referral, sales or recommendation. The typical poor connection request includes: “I was looking to expand my network and came across your profile.” “I help people who xxx” “We have […]
Continue readingBy Janice B Gordon | Scale Your Sales , Social Selling
I had planned to talk about why sales is not a function but an organisational mission, but I have become irritated by the number of people claiming sales expertise. They sell on LinkedIn under the pretext of asking questions as an opener to selling with little or no relationship. I know it is not just […]
Continue readingBy Janice B Gordon | Scale Your Sales , Social Selling
Ask Outrageously; The Secret to Getting What You Really Want by Linda Swindling I felt encouraged to be bold after reading Ask Outrageously. This book is a well-researched book, and the examples help enormously to deliver the message such that you think “I can do that.” Communication is the glue to everything we do […]
Continue readingBy Janice B Gordon | Social Relationships , Social Selling
The strength of the relationships with your most valued customers enables you to predict and to sustain the performance of your business. Statistics from Gartner Group reveal that 80% of a company’s future revenue will come from just 20% of its existing customers. Customer retention costs are much lower than acquisition costs and retaining customers […]
Continue readingBy Janice B Gordon | Sales Motivation , Social Selling , Trusted Advisors
The Military enters new markets first on social before they step foot on the ground (my source is Timothy Hughes). Do you think your first point of contact with an unfamiliar connection should be through social engagement? If the Special Air Service (SAS) is engaging on LinkedIn, so should you be? Companies are now tendering […]
Continue readingBy Janice B Gordon | sales training , Social Selling , Trusted Advisors
Stop prospecting! There is not a pot of gold, too many people have already mined here. You need to rethink the goal of your prospecting endeavours? Is it to make a sale or to make a relationship with an unquantified purpose? You might think, ‘why would you nurture a relationship without having an ulterior motive!’ […]
Continue readingBy Janice B Gordon | sales training , Social Selling
Harry and Meghan Markle had an engagement process that led to an intended long contractual relationship, and your buyer deserves the same courtship and emotional connection. An investment is a bond, you would not plant a seed and walk away, you would nurture the seed feeding it with your knowledge and well research insight of […]
Continue readingBy Janice B Gordon | Social Selling , Trusted Advisors
For B2B buyers and sellers, it is critical to be findable on LinkedIn. You may know that your customers and buyers search for the solution to their problem and have narrowed their options through search, travelling 60% through the buying process before feeling the need to talk to a human. If you are not on […]
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