Eric Marcy of The Savo Group Discusses Social Selling and LinkedIn Sales Navigator

VengresoPodcast Eric Marcy of The Savo Group Discusses Social Selling and LinkedIn Sales Navigator

Eric Marcy of The Savo Group Discusses Social Selling and LinkedIn Sales Navigator

Eric Marcy is the Director of Sales Enablement and Performance for The SAVO Group – the industry’s leading provider of Sales Enablement solutions. SAVO solutions deliver materials, information, and subject matter expertise to improve sales productivity and sales effectiveness. SAVO is using LinkedIn’s Sales Navigator. Since Eric is a sales leader at a sales enablement tool vendor using advance selling tools, he’s a perfect guest for the Social Selling Superstars podcast. Here are some highlights of the interview:

1. Eric called LinkedIn “the Bible” of sales intelligence saying it is the most accurate contact database for SAVO’s B2B market.
2. SAVO realized that more of its buyers were doing early purchasing research on the social web. They wanted to their sales team to engage earlier in the sales process by participating in those discussions.
3. Referrals are a big part of SAVO’s lead generation process. LinkedIn’s Sales Navigator facilitates salespeople building strong networks to foster referrals.
4. Enterprise salespeople use Sales Navigator to help create the organization chart of enterprise prospects. It is a key part of their strategic account planning. This supports the idea that sales management needs to incorporate Social Selling into its regular discussions in order to create a Social Selling culture.

Hear the entire interview here or via iTunes:

[audio:http://supersellingpodcast.com/podcast/EricMarcy.mp3|titles=Eric Marcy]

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Who would you like to hear on future interviews? Social Selling tool vendors? Thought leaders? Case studies from real-world practitioners? Let me know.

Kurt Shaver

Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a Salesforce.com rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications. Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.

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