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