Empowering Your Sales Workforce with Social Selling

VengresoCold Calling Empowering Your Sales Workforce with Social Selling

Empowering Your Sales Workforce with Social Selling

Interview with Mario Martinez, Jr. by author Pam Waits, Chicago Human Resources Examiner – Sales prospecting has taken a hit with 10% or less of executives answering the phone or responding to emails. But that can change says Mario Martinez, Jr., CEO of Vengreso, a social selling company that helps businesses leverage social networks properly to connect with today’s modern buyer. According to Martinez, social selling is a cooperative endeavor of sales and marketing, which can help change the cold-call outcomes. He has helped organizations drive 100% rep adoption and is one of the few who has achieved a 99/100 LinkedIn SSI score. Below is the interview done by Pam Waits with Mario Martinez, Jr. on how salespeople can understand what industry challenges buyers are facing, and then share content to connect and influence their buyers.

What is Social Selling?

Social Selling is leveraging social networks to help a sales person establish a personal and professional brand, understand their prospects, allow them to relate and build a relationship. When this happens, salespeople will have more power to connect and close today’s digital enabled, mobile attached, and social engaged buyers.
#SocialSelling connects w todays #digital enabled, #mobile attached, & #social enaged buyers! #Sales Click To Tweet

 

How do you help companies grow with this process?

We develop and implement social selling strategies for all size businesses. We teach how to integrate social media marketing with sales. In addition, with our LinkedIn Profile Transformation, we search engine optimize and write their profiles to map to the buyer’s journey. If a salesperson’s LinkedIn profile reads like a resume, the rep will lose their buyer on the first click. Buyers want to know how the rep can help them and know who else they have done it for—then a buyer may be willing to engage. Additionally, we offer Social Selling Lead Development services that take over your profile to produce leads for you.

Tell us about your new alliance with FRONTLINE Selling.Employee pursues sales prospecting with social selling.

FRONTLINE Selling is the leader in B2B sales prospecting optimization. Their product suite, called Staccato, includes a sales software with a proven methodology, an autodialer, an email analytics program and an outsourced prospecting solution. By combining Staccato with our social selling process and training, we can fill the gap created by the 10% loss in response to cold outreach via phone and email. Even with Staccato helping reps achieve a 200 to 400% increase in opportunities, leveraging social selling with Staccato will augment and accelerate the sales process in the prospect phase even more.

What advice do you have for companies who feel overwhelmed by social networking?

The influence of social media has been proven. The question is no longer “does it work” but rather “how can I make sure it works for me?” Sales people need to engage online communities, establish credibility, and become a relevant online voice while knowing what is important to their prospects. The process of social selling will allow sales pros to do research that will uncover what industry challenges their buyers are facing, engage online, then share the appropriate content across each individual social network to help influence the dialogue that will ultimately provide context for their solution.

#Sales pros can use #SocialSelling to connect with potential buyers! #B2Bsales Click To Tweet

For more info, visit vengreso.com and FRONTLINESelling.com. And subscribe to the Vengreso newsletter to receive the latest Sales and Social Selling tips and tricks! 

A version of this article was originally published by The Examiner (now AXS).

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Mario Martinez Jr.

Mario is the CEO and Co-founder of Vengreso. He spent 84 consecutive quarters in B2B Sales and Leadership roles growing hundreds of millions of dollars in revenue annually. Mario is one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” launched in 2018. He was named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional, Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant, and was recognized in 2019 as one of the top Social Media Leaders by The Social Shake Up. As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem.  Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., Entrepreneur and was formerly a contributor to the Huffington Post. He’s a highly sought-after Keynote Speaker with brands such as LinkedIn, Cisco and many more. He is also known to open a speech with a Salsa dance. Follow him on YouTubeLinkedIn, or on Twitter.

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