Driving Sales Excellence through Social Selling and Social Video
Driving sales excellence using digital selling methodologies is easier than you might think. It’s really all about knowing what tools and more importantly what skills or techniques to use in your sales efforts.
In today’s client testimonial, Jeremy Steinman of the New York Jets shares how he leveraged social selling and social video to connect with top executives while growing his network to create more conversations. For the record, Jeremy is a graduate of TWO Vengreso training programs – our Digital Sales Video and Social Selling Training — and we couldn’t be more proud to hear about his success after training with us and now you get a chance to hear his interview.
Another reason this episode is one you don’t want to miss is Jeremy shares his experience in using video marketing for sales and how you as a regular ole salesperson can use it to send out personalized emails that buyers will respond to.
A little about Jeremy Steinman with the NFL sports club the NY Jets: He is a member of the New York Jets Premium Partnerships team, Jeremy works to help businesses engage with their most important asset—people. Through customizable partnerships, the Jets provide businesses with the opportunity to entertain those who are most crucial to their overall success all year long, through exclusive once-in-a-lifetime VIP Jets experiences! But like any other event sales rep, he suffers from stiff competition and his product is not the low price leader. This makes sales prospecting that much more complicated and certainly driving sales excellence into a laser-focused campaign is the key to success. Take a listen to this interview.
Getting prospects to make a follow-up with sales videos
Salespeople often have prospects that are hot at the beginning, but for reasons you’re not sure of they suddenly go cold. Jeremy is familiar with this, and so shares with us one particular event with a stale client.
After graduating from the Vengreso Digital Sales Video Training Program, he sent a sales video message to this particular prospect, and fortunately for him, this resulted in a converting a social connection into a meeting!Learn 2 use #SalesVideo 2 create more Conversations! @jeremy_steinman @M_3jr tell #socialselling #SalesClick To Tweet
This is the first time he’s ever received a response from this one prospect. Using the video sales acceleration tool called OneMob combined with social selling helped push the envelope for Jeremy to get that next follow-up.
Driving sales excellence through personalized emails
In partnership with the Vengreso preferred video sales acceleration tool OneMob, our team always recommends product training first, before the mindset and skillset training. I know it doesn’t sound like a sales excellence best practice does it? However, in order for a sales team to show dramatic results they need to play with the technical aspects of the tool first then learn how to accelerate the results.
After our Vengreso training, Jeremy learned to combine social selling into his OneMob sales videos by posting them on social networking sites and for one-on-one messaging. Also from his training, he discovered some new approaches to take when sending his OneMob videos. In case you wanted to see, here is an article written by our CSO called 5 Reasons Why You Should Care About LinkedIn Video, which walks you through some of the things Jeremy learned and practiced.Creating personalized e-blasts via @OneMob per @jeremy_steinman & @M_3jr = RESUTS! #socialselling #salesClick To Tweet
According to Jeremy, leveraging sales video has been instrumental, especially in large campaigns that require customized & name-personalized e-blasting. But the feature that Jeremy finds essential for his email marketing campaigns is OneMob’s unique title feature that personalizes each video by inserting the name of the receiver, in the subject line itself. So in a nutshell, although it’s an email blast, each email sent is unique to each receiver making it totally customized.
Using LinkedIn for sales and marketing
Jeremy used to use LinkedIn primarily for just getting information about his prospects, and not for the purpose of connecting with them through the platform. But from his training with Vengreso, he learned how to approach prospects in a warmer, friendlier way using LinkedIn.
According to Jeremy, he’s able to gain traction using the social selling techniques we taught him, and leveraging social helps to build his credibility because prospects are able to see his face. Comparing it to his old approach, the probable reason that people won’t reply to cold calls is that they can’t begin to build trust just from a voice. However when seeing someone in person… well that is one of the first things that starts the trust building process.
In conclusion, having the right tools and skills can help you achieve sales excellence. What I liked about Jeremy’s story is that he used what he learned and made it his own by following the rules and then adding his personal touch.LinkedIn is more than researching UR prospects. It's a #Sales tool @jeremy_steinman @M_3jr #socialsellingClick To Tweet
We hope Jeremy’s story has inspired you to do the same and go the extra mile with your sales efforts. I invite you to watch Jeremy’s video testimonial in full, as he shares a good example of how you can use OneMob videos within your social selling efforts.
Also, please consider registering for our Social Social Selling Virtual Boot camp or schedule a 15-minute free consultation with me, Mario Martinez Jr., to learn how Vengreso can help you find the same success as Jeremy.