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:

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

Covey’s Time Management Matrix

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

30-60 minutes per day

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.

Bottom Line

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

Find the topic of Social Selling interesting?
Click Here to book a time in my calendar to explore further!

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”

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!”