Proof: Social Selling Adoption Will Impact Quota Attainment, with Tamara Schenk, Episode #52

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Did you know that a recent study has revealed that if 75% of your organization adopts social selling techniques to engage with buyers, you are likely to see a 61% quota attainment result? How is that possible? What steps can your organization take to see those kind of results? You’ll find out on this episode of #SellingWithSocial with guest expert Tamara Schenk. Tamara is a research director at CSO Insights, the research division of Miller Heiman Group, focused on all things sales force enablement, frontline sales managers, social selling, and collaboration. She enjoyed more than twenty years of experience in sales, business development, and consulting in different industries on an international level. Before becoming an analyst in a research director role in January 2014, she had the pleasure to develop sales enablement from an idea to a program and a strategic function at T-Systems, a Deutsche Telekom company where she led the global sales force enablement and transformation team. Don’t miss a minute of this compelling episode featuring Tamara!

Embracing a Sales Enablement Strategy

If you were to evaluate your organization right now, what score would you give it when it comes to sales enablement? Do you have a well thought out strategy? Are you in the process of growing and developing it? Or is it more of an afterthought and lumped in with sales operations? On this episode of #SellingWithSocial, Tamara explains why it’s so important for businesses to have separate sales enablement and sales operations teams that work closely together. Too often these two teams get lumped into one, learn from Tamara’s perspective and the research she’s done that points to the benefit of having these teams work independently but part of a cohesive strategy. Make sure to listen to this episode!

How can Sales Enablement drive Social Selling?

Is your sales enablement team driving social selling? Do you, as a leader see the need to expand and develop your approach in the social selling arena? On this episode of #SellingWithSocial, Tamara goes over her observations of how social selling fits into a broader approach to the sales environment. Tamara says that social selling is not just another piece of technology, it’s not just another tool, it comes down to embracing a total mindset shift on how to engage in a different way. Find out what lessons you can learn from Tamara’s perspective on this powerful episode!

How you can create alignment between sales and marketing.

Is there alignment between sales and marketing in your organization? Would the personnel on those teams agree with your assessment? What does it take to have a cohesive and focused strategy that brings your sales and marketing teams into alignment? On this episode of #SellingWithSocial, Tamara shares how leaders like you can work toward healthy alignment between your sales and marketing teams. Tamara says that it’s important to start with a change in perspective, the pushback between sales and marketing needs to come to an end if there is any hope for lasting alignment. She goes on to explain how this push for alignment between sales and marketing can impact the overall sales enablement strategy. Make sure to listen to this episode as Tamara expands on this topic and much more!

Social Selling is not just using social networks!

Have you ever had someone contact you to do business and then proceed to completely and utterly fail at their sales pitch? What are so many salespeople getting wrong in their digital approach and sales pitches? On this episode of #SelingWithSocial, Tamara and I go over an email I recently received that serves as a prime example of what happens when organizations fail to understand that social selling is not just using social networks. Make sure to listen to this episode as we unpack this salesperson’s approach and key lessons you can learn to avoid their same mistakes.

Outline of This Episode

• [1:00] I introduce my guest, Tamara Schenk.
• [4:30] Why was there a need for sales enablement optimization study?
• [7:30] Is social selling an important area for organizations to focus on?
• [13:30] Takeaways from the sales enablement optimization study.
• [18:00] Why sales coaching is so important.
• [20:00] How do you create alignment between sales and marketing?
• [23:30] Tamara and I go over an email I recently received.
• [33:00] Tamara goes over why intentions are so important.
• [36:30] Navigating the complexity of connecting with buyers.

Resources Mentioned

One of the things I love to do is to read amazing sales books and listen to sales podcasts.  That is why we’ve created the best sales books list and the best podcasts for sales list for sales leaders, sales managers, and sales reps. Click through these and give them a listen! Also, take a look at the resources below mentioned during this podcast:

• Twitter: @tamaraschenk
• LinkedIn: https://de.linkedin.com/in/tamaraschenk
• The Intouchables

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