Is Social Selling a Waste of Time? Episode #33

Is being “too social” with prospects good or bad? Will this get Jeffrey fired? Watch episode #33 (embedded below) to find out.

Relationships Matter

Being too social with prospects and clients is always good. We no longer have to tie-up their telephone and inundate their inbox with irrelevant information.

We have tools at our disposal that enable us to engage in highly relevant conversations squarely based upon our prospects’  interests and intent. Conversion rates skyrocket and relationships flourish. Welcome to Social Selling.

What is Social Selling?

According to LinkedIn, Social Selling is about leveraging your professional social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals.

We take it one step further. In the age of empowered – and overwhelmed – B2B Buyers, the most effective Sales Leaders assume the position of teacher/curator and focus on solving problems.

These Leaders move beyond a transactional approach to engagement and publish their knowledge and expertise to build trust and credibility. Leaders leverage their social media profile on LinkedIn to build a platform that showcases their knowledge and elevates their status as an industry expert and trusted advisor.

Please Watch Episode #33

Episode Summary

In this episode we have fun with Jeffrey as we analyze his approach to volume-based prospecting vs. a social selling strategy. We also run some numbers to determine which method — cold prospecting or social selling — has the higher success rate.

In the second segment we dive into content marketing measurement and the power of holding things constant. We stress the importance of delivering your content consistently — same day and time each week — to give us fewer variables at play.

We wrap it up with a podcast review. This week we feature Josh Bernoff on 6 Pixels of Separation. They dig into the power of clarity and how to embrace alienation.

Please let us know if volume-based prospecting still works for you?

What are your Social Selling success stories?

Please let us know.




About Jeff Leo Herrmann

With a commitment to constant learning, leadership development, and teaching, I am fortunate to have a live laboratory to experiment in every day as the Chief Strategy Officer of Fathom and Show Runner for our content platform, Creating Your Unfair Advantage.Living at the intersection of Content Marketing and Social Selling enables me to be a resource to both Sales Executives and CMOs alike because I understand the dynamics of their relationship.You won't find a bigger content marketing zealot with an intense belief that brands are better off engaging their audiences with educational and entertaining content instead of blasting them with massive traditional advertising campaigns. This perspective is well informed after a 15-year career at The Nielsen Company spent in audience measurement and advertising effectiveness.As a Boomerang back to NE Ohio after 15 years split between Chicago and New York, and my time on the speaker-circut presenting in San Francisco, Los Angeles, Tokyo, London, Barcelona, Munich and Milan, I have an intense appreciation for work-life synergy and the power of virtual work environments. I am also thankful for the analytical rigor of my MBA program at the University of Chicago, Booth School of Business.

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