Meet Magdalena Kotek, Global Marketing Leader at Global Financial Solutions @ GE Capital. Magdalena, Jill Rowley, and I were having a beer at a fabulous restaurant in the Bund district of Shanghai, China, two weeks ago. We were there for a project with GE.

Screen Shot 2015-02-09 at 5.50.06 PM

Naturally, Jill and I were curious to ask a marketing leader about social conversations (EVERY sales rep who sells to Marketing on EARTH, would dream to engage with a GE account). I’m going to recount Magdalena’s exact story, although when I tell it, Jill seems to do a better job as my Tsingtao beers that night can mess it up 🙂

Jill Rowley: “Have you ever had someone approach you socially that’s actually made an impact on your business?

Magdalena Kotek: “Rarely do sales reps engage me socially. Actually, most sales people aren’t very good at their approach. Although there is one guy… actually, let me tell you about this sales rep from HP.”

“There is a sales rep at HP that approached me on LinkedIn, and instead of asking for a meeting, he started by helping me. He invited me to an upcoming Marketing Leader event in Hong Kong, even though he was living in Singapore. I was intrigued and attended the event, which was fantastic! It was a real collection of like-minded marketers trying to help each other. I was really impressed with this HP sales professional approach. But it didn’t stop there…”

“After the event, he followed up by continuing to provide thought-leadership on marketing best practices. I can think of four assets that he’s shared with me that have honestly helped me in my business. The funny thing is that I don’t need any solution that he offers right now, but I can tell you that when I do, he will be the first person I think of!”

What I love about this story is the underpinnings that Social Selling represents – buyer-centric, support through content, provide value-first attitude. While social wasn’t necessary in this story (could have been accomplished with the phone or email), the fact that the sales professional used LinkedIn is memorable to Magdalena. It’s memorable because of how few sales professionals are using this medium, or using it effectively.

Remember this simple statistic from Corporate Visions – 74% of buyers will choose the sales professional and solution that was FIRST to provide value in the buying journey. The sales professional at HP has set himself up for an extraordinary account one day at GE… I hope he knows that his actions in 2014 could mean $$$ in 2016!

Jamie Shanks Lets Talk Social Selling9 Step Thumb12 Step Book

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

Your email address will not be published. Required fields are marked *

Related Blogs

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:

Aug 30, 2019 1:00 pm
Train The Trainer: What Most Sales Enablement Strategies Are Missing

After seven years of working with 350-400 customers, it recently dawned on me that there’s a fundamental flaw in the sales training industry. For context, consultants like us typically go into market and provide sales leaders with basic training on how to be a coach of modern, digital sales skills. We then train the sellers … Continue reading “Train The Trainer: What Most Sales Enablement Strategies Are Missing”

May 28, 2019 2:04 pm
Let’s Talk Sales!

This Podcast is about the inspirational journey of Jamie Shanks, the CEO of Sales for life who has trained over 100 thousand personnel across various verticals in sales. He provided training in six continents in organizations such as Microsoft, Oracle, American Airlines, and many more! He has also authored highly acclaimed books such as Spear … Continue reading “Let’s Talk Sales!”

May 16, 2019 4:57 am
70% of Your Pipeline from Social Selling? Arzoo’s Story

 I’ve just returned from a successful business trip to Dubai, and while I was there I met up with one of our customers, Arzoo Edroos. Arzoo is an account-based seller for Refinitiv and Thomson Reuters, and we’ve been working with her for the last seven years.