Sales TrainingIf there is one idea you take from social selling to pass for sales training to your sales reps in 2014 – MAKE IT THIS ONE!

The problem your reps are having:
The buyer is going Black Ops dark on your sales reps during the proposal-to-close phase of the buying process. What was supposed to be “they asked us to call them next week” turns into “I’ve been calling them for 6 weeks, with no response!”


How your sales reps are traditionally reacting to it:

Handling the Deadzone

What are you going to do about it?
Teach them the “Deadzone,” a hellish period in the buying process where there’s an uncomfortable silence from the buyer. Guess what, it’s going to happen. The question is, are your sales reps going to be PESTS or INFLUENCERS?

Overcoming this issue requires your sales reps to find great content, and matching ideas to help the buyer in their very specific stage of their buying process.

What tools can your sales reps use to find this content?
1. Your company blog, if you’re doing a proper job
2. Twitter
3. LinkedIn Publishing (Articles)
4. YouTube

What could the end results be?

Overcoming the Deadzone

Ask yourself, “Are my sales reps sharing content with buyers all the way through the sales process?”

9 Step Thumb10 Step Book Jamie Shanks Social Selling Talks


Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

Dec 10, 2019 8:00 am
Overcoming Social Selling Objections From Your EMEA Leadership Team

Lately, sales leaders have been asking me how to overcome social selling objections from EMEA leadership teams. There’s no question that there’s a tremendous growth opportunity for social selling, or modern digital prospecting in EMEA because of the General Data Protection Regulation (GDPR) – a relatively new European privacy law, which has dramatically restricted the … Continue reading “Overcoming Social Selling Objections From Your EMEA Leadership Team”

Nov 20, 2019 4:10 pm
Rethink How You Select The Right Target Accounts With Social Proximity

When selecting the right accounts to go after, remember to choose wisely. How you and your sales organization identify which accounts to target will dictate your time, effort and deal velocity.

Sep 20, 2019 1:04 pm
Social Media for Sales vs. Social Selling: What’s the Difference? [Infographic]

For years, the above has been a recurring question that I’ve received from sales executives, business owners, and sales leaders. They often misunderstand the word ‘social’ in ‘social selling’ by connecting social media with what their children do on Facebook, Snapchat, and Instagram, instead of correlating ‘social’ as a mechanism to do two important things:

Sep 18, 2019 1:00 pm
You’re Buying People’s Knowledge, Not Just a Training System

I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think.