Sales Enablement Archives | Page 13 of 13 | Vengreso

Sales Enablement

VengresoSales Enablement (Page 13)

Take a Look in the LinkedIn Mirror

“By three methods we may learn wisdom: first, by reflection, which is noblest; second, by imitation, which is easiest; and third, by experience, which is the most bitter.”

– Confucius

I recently shared a LinkedIn self-assessment with my mail list. It is a simple 10-question web survey that can be completed in less than 3 minutes. It was the most popular email I’ve ever sent in terms of click through response. I don’t know whether it was because LinkedIn is so popular or whether people are curious to know where they rank on a scale of 0-100. Here are the questions:

  1. How would your categorize your LinkedIn photo?
  2. How many Connections do you have?
  3. How many Connections have you added in the last 60 days?
  4. How many Recommendations have you GIVEN?
  5. How many Recommendations have you RECEIVED?
  6. How many Groups do you belong to?
  7. How many Profile Applications (e.g. Events, Polls, Box.net) are you displaying?
  8. How often do you post an Update, Discussion or similar to LinkedIn?
  9. How many individuals or companies are you following on LinkedIn?
  10. How often do you review the  “Who’s Viewed My Profile” section?

Scores resulted in the following classifications with suggested next steps.
0-25 Starter:
26-50 Beginner:
51-75 Intermediate:
75-90 Advanced:

There were some surprising results.

My 3 Social Selling Pet Peeves

I am usually a big cheerleader for all things Social Selling, but there are a few things that even get under my skin. Here are three:

1. Meaningless Noise: LinkedIn is a business network. It is not a social network for personal communications, opinions, or musings. Let’s maintain focus, people. Just checked in on Foursquare? Good for you, Mayor of the Mid-town Starbucks. Happy Fathers Day? Praise for Veterans on Memorial Day? All admirable shout-outs. They just are not in my Business wheelhouse. One benefit of social media is that tools like LinkedIn give people control over the information they receive. I am Hiding the LinkedIn Updates of indiscriminate posters.

DIY Analysis of Your Sales Team’s LinkedIn S.E.L.L. Score

Sales Managers are usually shocked when they see their sales team’s S.E.L.L. Score Report. The Sales Effective Level on LinkedIn (S.E.L.L.) Score Report documents LinkedIn Key Performance Indicators (KPIs) for an entire sales team. The Sales Foundry performs this gap analysis as a service and qualified companies can even receive a complimentary analysis of a sample set of salespeople by visiting http://thesalesfoundry.com/sales-team-assessment/.

If you are a DIY-er and want to see how well your sales team is using LinkedIn, then follow this process. It is quick way to measure three key elements of your sales team’s LinkedIn status (Photo, Headline, and Number of Connections).

WARNING: Results May Cause Headaches, Nausea, Dizziness or Fatigue!

The 3 Top Industries for Social Selling with LinkedIn

LinkedIn is a great tool for Social Selling. The large database (160+ M contacts) is good for identifying people that match your ideal customer profile.  The social connectivity aspect leads to the all-important personal introductions or referrals.

So, I was surprised when a top salesperson I know told me he did not use LinkedIn for prospecting. “Why not?” I asked. He replied, “Because my customers are not on it”. That makes sense. He sells medical devices and only a small percentage of doctors are on LinkedIn. So, what industries are best suited to benefit from LinkedIn prospecting? Here are three different industries that can benefit from LinkedIn prospecting for three different reasons:

The LinkedIn for Corporate Sales Technology Adoption Curve

In speaking with sales executives, I have discovered there are four stages of LinkedIn sophistication that a corporate sales team moves through. It follows the Technology Adoption Life Cycle Curve made famous by Geoffrey Moore in “Crossing the Chasm”.

The stages in order of increasing sophistication are:

1. LinkedIn? We don’t need no stinkin’ LinkedIn.

Don’t Call Me a Social Media Expert

Because I train B2B sales reps how to leverage LinkedIn, I sometimes get labeled a Social Media expert. That’s because LinkedIn, Facebook, and Twitter are often called the Big 3 of Social Media. Labeling me as a Social Media expert is either too kind or too insulting, but either way it is inaccurate. I am a sales expert who sees LinkedIn as a tool that salespeople can use to accomplish a task.

[if lte IE 8]
[if lte IE 8]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[multiple]
[multiple]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[disabled]
[required]
[required]
[if lte IE 8]
[if lte IE 8]