Gadgets & Widgets – people can’t get enough of them. Just look at the Consumer Electronics Show in Las Vegas or the very populate webinar in December, 32 Must Have Sales Tools for 2013.
Here is the challenge – everyone loves talking about the next sales social media tools that will be the magic bullet, but integrating these tools into their daily routine becomes difficult.
The traditional sales rep uses some or all of these tools daily:
- Microsoft Outlook
- CRM (Salesforce.com, Mircosoft Dynamics)
- Database List (Data.com, , InsideView, NetProspex)
- Online Presentations ( GoToMeeting, WebEx)
- Chat Communications ( Google Talk, Chatter)
- Contract E-Sign ( DocuSign, EchoSign )
- Probably 2-3 more like SharePoint, proposal writers, etc.
NOW add LinkedIn, Twitter, Google+ and the dozens of Social Widgets into the mix…. WTF. How can a sales rep keep up? Where does a sales rep find the time to sell, if their buried with clicks, likes & reports?
Step #1 – Take a step back and breathe
Don’t worry. Most of the tools you keep hearing about are “nice-to-haves”. They are very cool, can help you save time, but their ROI is only mild. If you had more time, and these tools where completely integrated into your daily routine, they would add value. But since they aren’t yet –take baby steps to adding new tools into your life.
Step #2 – Take a page from
This is something myself and my business partner are constantly looking to improve. Simple things like removing the pop-up email notification off your computer, so you can work… rather than answer every inbound email. With social tools, in the Urgent/Important category is LinkedIn & Twitter. These are tools you MUST integrate into your daily routine to drive more leads, greater personal brand awareness & trust. Within LinkedIn, you MUST begin to use LinkedIn Signal and listen for Trigger Events. In the Important/Not-Urgent quadrant, you need to identify sources of amazing, thought-provoking content. Content is KING… use Google Reader, Feedly, Buffer, or any content tool that will help you kick-start a Priority Shift in your clients mind. Integrate these tools into your daily routine before you blow your brains out with other tools.
Step #3 – Build a routine with MUST HAVE tools that’s
This seems redundant, but you have to start somewhere. Remember when you started using Salesforce.com – and you hated it for that first week. Like anything else, it needs to become part of your sales DNA. Add one tool at-a-time.
Step #4 – Integrate better listening tools for Trigger Events – uncover Opportunities
Once you are using LinkedIn & Twitter to help your future clients think differently, begin to take Social Listening to the next level. Tools like Hootsuite & Twilert (which we use) or Socedo and Nearstream (favorites of @HeinzMarketing) can help you identify highly qualified leads. Again, take this next step only once you’re comfortable in your routine. Nothing is worse than tools that go dormant.
If you don’t want to be left behind the 8 ball – you need to start to take action. The following dozen blog posts on utilizing Social Selling strategies using LinkedIn can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out – 42 LinkedIn Tips
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