Jeff Zelaya

Are you The Bane of Social Selling?

Social Selling Bane Quote

In my interview with Amar Sheth from Sales for Life I talk about growing up in a new generation of selling. Since my first sales job I have relied on social media and the internet for prospecting, building relationships, nurturing relationships and closing deals. It’s become 50% of my revenue and growing. Check out the interview and find why I believe social selling skills are essential for the sales rep of the future.

Here’s the full Bane quote that I talked about in my interview with Amar:

“Ah you think social selling is new?
You merely adopted it.
I was born in it,
molded by it.

I didn’t make a cold call
until I was already a man,
by then it was
nothing
to me
but a waste of time.”

Can you relate to this Bane quote? Do you consider yourself the Bane of Social Selling? Watch the video below and check out the original post here: How One Sales Rep Makes 50% Of His Pipeline Come From Social Selling

Marketing Podcast of the Week: Brendan Cournoyer of Brainshark

Click play below and listen to this week’s featured marketing podcast:

A full summary and transcript of this marketing podcast is available on the Triblio B2B Content Marketing Blog. In this B2B Marketing Podcast we interview Brendan Cournoyer the Content Marketing Director at Brainshark.

Brainshark is a tech company that enables organizations to improve productivity with cloud-based business presentation solutions for sales, marketing and training. Brendan Cournoyer is in charge of content planning and management for inbound marketing, demand generation and sales enablement initiatives.

 

Top 13 Social Sales Influencers

The people below are ranked as the most influential Social Sales Leaders according to Klout. Klout analyzes social media influence by using data from LinkedIn, Twitter, Facebook, Google+, Instagram and several other platforms. The highest possible Klout score is 100, the average Klout Score is 40 and those with a score of 63 are in the top 5% of all users (the average score of the 13 top social sales influencers is 72). The higher your score, the more influence you’re believed to have within your digital networks. Klout score changes often so the list below is subject to change, luckily Rise maintains a Social Sales Leaderboard that is updated in real time. 

The social sales leaders below can be found across social media channels and are consistently providing innovative ideas, tips and insights on the topic of sales and social media. If you’re a sales rep that’s been wondering how to leverage social media to close more deals make sure you give the folks below a follow. 

 

1) Brian Fanzo

Brian Fanzo Social Sales Influencer

Brian Fanzo

 

Brian Fanzo is the Partner and Chief Digital Strategist at Broadsuite. He specializes in helping enterprise technology companies leverage social, mobile, analytics and cloud computing to be more productive and engaging. He’s also a dad of three beautiful girls.

 

2) Jeff Sheenan

Jeff Sheenan Social Sales Influencer

Jeff Sheenan

 

Jeff Sheenan is an author and a B2B sales and marketing pro!  He has extensive experience in working with companies of all sizes and in multiple industries throughout the world and with global brands like Intel, Apple, Cisco Systems, IBM, Hewlett-Packard, Dell and many more.

 

3) Jon Ferrara

Jon Ferrara - Social Sales Influencer

Jon Ferrara

 

Jon Ferrara has been recognized as a pioneer in the CRM space. He’s the founder of Nimble, a next generation CRM product for small businesses. You can frequently catch him tweeting and talking about social selling and sales.

 

4) Koka Sexton

Koka Sexton - Social Sales Influencer

Koka Sexton

 

Koka Sexton is one of the most recognized social selling experts and a leader in the LinkedIn social selling evolution. He’s a frequent social selling speaker and conducts trainings on how to use LinkedIn to drive lead generation, create new opportunities, and engage customers.

 

5) Jill Rowley

Jill Rowley - Social Sales Influencer

Jill Rowley

 

Jill is a Social Selling Evangelist and one of the most recognized social sales influencers and leaders. She’s walked her talk and has a background in sales management and as a software sales rep. She’s approachable, tweetable and a giver. You can frequently catch her keynoting and doing sales kick off speech on the topic of social sales. She currently lives the Bay Area is a wife and a mother of four kids.

 

 

6) Jeff Zelaya

Jeff Zelaya - Social Sales Influencer

Jeff Zelaya

 

Jeff Zelaya  is a leading social selling and LinkedIn expert. He’s a professional public speaker, an entrepreneur and the Head of Sales at the content marketing software company: Triblio. Jeff is a dad and husband and currently lives in the Washington D.C area.

 

7) Rachel Miller

Rachel Miller - Social Sales Influencer

Rachel Miller

 

Rachel is an experience social media marketing professional, community builder, listener and an influencer in the CRM space. She has been able to strategically increase community engagement and brand awareness through social media and content marketing, first at Nimble and now at Pipeliner CRM.

 

8) Timothy Hughes

Timothy Hughes - Social Sales Influencer

Timothy Hughes

 

Tim is a social selling evangelist that hails from the other side of the pond. He’s based out of the UK and works at Oracle. At Oracle he runs the UK Commercial Industries and using modern marketing and social selling techniques he’s been able to create a $61 Million pipeline.

 

9) Gerry Moran

Gerry Moran - Social Sales Influencer

Gerry Moran

 

Gerry Moran is the Global Head of Social Media & Content at Cognizant Technology and the Founder of the popular blog: MarketingThink.com. He’s an experienced Social Selling Strategist and helps people and brands in creating high level strategies to drive real results.

 

10) Gabe Villamizar

Gabe  Villamizar - Social Sales Influencer

Gabe Villamizar

 

Gabe is a Social Selling Expert & Social Media Marketing Manager at @HireVue He has extensive multi-cultural experience in developing and implementing new SaaS social marketing tactics to build strong B2B relationships and generate targeted leads. He’s currently in the process of organizing TheSocialSellingEvent.com a huge event with the top social selling influencers.

 

11) Jack Kosakowski

Jack  Kosakowski - Social Sales Influencer

Jack Kosakowski

 

Jack Kosakowski is young and up and coming leader in the social selling space. He’s a Regional Sales Manager at Act-On.  He loves to educate businesses on the importance of marketing automation and helps these organizations “Cross The Chasm” quickly and adopt new marketing technologies.

 

12) Brynne Tillman

Brynne Tillman - Social Sales Influencer

Brynne Tillman

 

Brynne is the CEO of Social Sales Link and an expert sales trainer who has over 3 decades of sales experience. She’s been able to unlock the power of LinkedIn for Sales and Business Development Professionals and teaches social selling curriculum globally.

 

13) Ken Krogue

Ken Krogue - Social Sales Influencer

Ken Krogue

 

Ken Krogue is the Founder of InsideSales.com and a thought leader and evangelist on all things sales. He is continually creating content on the topic and you can see tons of his content here. He and his team offer great tips, webinars, research, and best practices on inside sales.

 

 

 

Who else is tweeting about #SocialSelling? Check out the live twitter stream below:

Jeff Zelaya Featured on The Sales Evangelist Podcast

Evolution-of-the-Sales-Professional-Podcast

The Sales Evangelist Podcast Episode 86

Thank you Donald Kelly aka The Sales Evangelist for inviting to be a guest on the Sales Evangelist Podcast.

You can click play below and hear my interview with the Don about the evolution of the sales professional. If you’re in sales you should definitely subscribe to his podcast for some of the reasons I’ll mention below.

As of today Donald Kelly has produced 91 episodes of The Sales Evangelist Podcast. Donald is a Brigham Young University alum, former Student Body President, millennial sales enthusiast, public speaker, sales executive and podcaster. In his Sales Evangelist series he conducts interviews with sales influencers and shares valuable “Top Producers” insights. Some of his previous guests include Marcus Sheridan, Jill Konrath, Amar Sheth, Joanne Black, Josh Shipp, Amy Porterfield, Patricia Fripp and other marketing and sales heavy hitters.

What I like best about Donald is that he is a real life B2B sales professional that hustles everyday in software sales. Don’s climbed the sales professional ladder and is a current top producer thanks to training and coaching from top sales experts. As he succeeded in sales he felt it his duty to pay it forward by sharing insights that were working for him and he does does through an superbly produced podcast.

And by giving so unselfishly he also receives (givers gain) in a recent interview by the South Florida Business Journal, Donald confesses that podcasting has grown his network and sales but he’s not stopping by just helping salespeople Donald has now helped formed the group Podcast South Florida to help businesspeople land new clients and network with leaders in their field through podcasting. Make sure you connect with this awesome leader, follow Donald Kelly on twitter @DonaldCKelly and make sure to subscribe to The Sales Evangelist Podcast, I promise that you won’t regret it.

The_Sales_Evangelist- Donald Kelly

Donald Kelly is the Sales Evangelist

Social Selling Training Workshop at Siteworx

Social Selling Trainer Siteworx Jeff Zelaya

Jeff Zelaya talking social selling at the Siteworx HQ

Last week I facilitated a social selling training workshop for my new client Siteworx. Siteworx is an award-winning digital agency best known for it’s breadth of expertise with web design, web content management and systems integration. Based out of Reston, Virginia and with seven offices scattered from coast to coast, Siteworx plans on continuing growing and is currently focused on equipping their business development and sales team with the latest knowledge and tools to help them attract and acquire new clients.

Interested in hearing the insights that I shared with their sales team? Check out the video below for a replay of my social selling training workshop.

Sales 2.0 Speaker at 2014 BXSI Annual Sales Conference

I’m beyond excited to be presenting at the upcoming 2014 BXSI Annual Sales Conference.

BancorpSouth Insurance Services has booked me

as their featured Sales 2.0 speaker.

Sales 2.0 Speaker - Bancorpsouth Sales Speaker

As my 2014 Social Selling Speaking Tour continues I am thrilled to be seeing an increasingly amount of awareness and acceptance of Sales 2.0. The top sales manager and sales executives understand that sales is evolving and changing. The high pressure, fast talking, “salesy” tactics are not as effective as they might have been in the past and if you use them today the only thing you will “close” is the door behind you as you leave  the prospect’s office with no sale, no relationship and a bad reputation!

As technology like Google, Facebook, LinkedIn and smart phones change consumer behavior and the buying decisions so should the way salespeople use these channels to their advantage. Social selling is no longer in its infancy and now there is solid proof and detailed social selling case studies that conclude what many like myself have already witnessed first hand…

Social Selling is here to stay because it gets results!

Only those salespeople that adapt will be able to survive and thrive in a technology & data driven world. The Sales Management at BancorpSouth Insurance Services has made the decision that they want their sales reps prepared and educated for Sales 2.0 and that’s exactly what I will be doing come this Friday, August 8th in Jackson, Mississippi. Looking forward to hanging out with the hundred of BancorpSouth team members that will be present for the 2014 BXSI Annual Sales Conference. I’m BRINGING IT! So I hope you guys are ready!! :-)

About BancorpSouth Insurance Services

BancorpSouth Insurance Services is powered by BancorpSouth Bank; a wholly-owned subsidiary of BancorpSouth Inc., a $13.4 billion-financial holding company based in Tupelo, Mississippi. Business Insurance magazine ranks BXSI as the nation’s 33rd largest brokerage and the 4th largest bank-owned agency. BXSI has 33 offices across 9 states with over 600 insurance and risk management professionals ready to serve.

Interested in booking a Sales 2.0 speaker for your Sales Conference?

Let me know! Click here to contact me today.

Social Selling Infographic: The Sales 2.0 Conversation Prism

Just finished completing the first ever Sales 2.0 Prism a la Brian Solis. I compiled a list of 60 different applications across 15 different categories. Categories include: Social Media Platforms, Tracking Tools, CRM, Social Media Management Tools, Social Selling Automation Tools, E-Signature tools and several more. The tools below are essential tools for the modern marketer. Also be sure to check out a version that focuses strictly on social selling software that I did for Triblio.

Sales 2.0 Tools

 

 Sales 2.0 tools that have been

included in the Social Selling Infographic above are:

 

Social Media Platforms
LinkedInTwitterGoogle+Facebook

Social Media Management
BufferHootsuiteSprout SocialTweetDeck

Social Selling Automation
SocedoZapierLeadSiftIFTTT

Influencer Monitoring
NewsleLittle BirdKloutTraackr

Content Curation
TriblioCurataContentGemsScoop.it

CRM Software
SalesforceNimblePipelinerZoho

Tracking
Hubspot SignalsYeswareCirrus InsightsToutApp

Meeting
TimeTradeJoin.meGoToMeetingWebex

Business Intelligence
KitedeskSalesloftInsideView.comConnect6

E-Signature
DocusignRight SignatureEchoSigneSign Live

Presentation
SlideShareClearSlidePreziBrainshark

Marketing
VocusMarketoEloquaHubspot

Mobile
LinkedIn ConnectedWeave, Card Munch, Selligy

TRSA Sales & Marketing Summit 2014 Speakers

I’m excited to be a featured LinkedIn speaker at the 2014 TRSA Annual Sales Conference:

Social Selling Speaker Jeffrey Zelaya TRSA

If you’re attending the TRSA Sales & Marketing Summit come ready to learn the latest strategies & techniques around personal branding, social media, social selling and of course LINKEDIN. Besides my LinkedIn presentation you’ll also hear from from various digital marketing, branding and sales subject matter experts. They will be presenting topics that are of great value to business men and women that are looking to increase their company’s awareness, lead generation, revenue, customer satisfaction & of course….PROFIT! (What professional in sales & marketing isn’t looking to do this?)

Some of the most interesting topics and sessions that I will personally be checking out are the ones on: generating & qualifying leads using internet tools & using the latest business intelligence technology to gain a more intimate knowledge of a potential customers’ needs. This event has some great speakers and you defintely don’t want to miss this if you’re a TRSA member that’s involved in sales & marketing.

Here is an excerpt of the speaker lineup for the TRSA Sales & Marketing Summit 2014 (see full line up here)

 

Jeffrey Cufaude Profile Picture

Jeffrey Cufaude

Jeffrey Cufaude, Principal, Idea Architects
“Increase Sales through Sharing and Serving”

Troy Harrison Profile Pic

Troy Harrison

Troy Harrison, President, SalesForce Solutions
“Smart Sales Hiring”

Aldy Keene Profile Picture

Aldy Keene

Andrew Steiner AmeriPride Services

Andrew Steiner

Aldy Keene, Loyalty Research Group & Andrew Steiner, AmeriPride Services
“Value of Measuring Customer Relationships”

 

Justin Goodman Profile Picture

Justin Goodman

Justin Goodman, Digital Analytics Strategist @ Analytics Pros
“Internet Marketing”

 

LinkedIn Expert Profile Picture: Jeffrey Zelaya

Jeff Zelaya

Jeff Zelaya, Senior Sales Manager @ Triblio
“Leveraging LinkedIn to Build Your Business”

This year the TRSA Sales & Marketing Summit will also feature 30 minute speed networking/ learning sessions focused around product marketing & building business relationships. The committee for the TRSA Sales & Marketing Conference is excited about all the confirmed textile services company owners, executives, sales managers and marketing managers that have already confirmed their attendance.

The event begins on a Thursday, July 17, 2014 and runs through Friday afternoon, July 18. This year’s conference will be held at: Baltimore Harbor Hotel, 101 West Fayette Street • Baltimore, MD 21201 (See Google map below)


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10 Sales Influencers Define Social Selling

If you are in sales you’ve probably heard of  “Social Selling” or “Sales 2.0”.  Some claim that these are just the latest buzzwords to hit the sales profession while other sales professionals have recognized that social selling is not the latest fad but it’s an actual shift of a new reality for sales departments everywhere. Social media has already revolutionized “traditional marketing”, is it doing the same thing for “traditional selling”?

But wait a minute Jeff….what exactly is “Social Selling”? I’m glad you asked, here’s how LinkedIn defines it: 

Social selling is leveraging your own professional brand and social network to gather insights and connections, then use those information to help you discover new opportunities, sell, and get business done.  

Still a little confused? Check out these 10 Sales Influencers answer the question:

What is Social Selling?

 

 

Jamie Shanks Social SellingJamie Shanks, Social Selling Trainer Says:

Meeting the buyer where the buyer is conducting due diligence and arming themselves with information, to make informed decisions – ONLINE. Social Selling is also about leveraging these online tools to help a sales professional have a more pertinent and effective conversation with their buyers

 

 

 

Viveka von Rosen LinkedIn ExpertViveka Von Rosen, LinkedIn Expert Says:

We have to remember social over selling. Social media platforms do not lend themselves to a hard sell. But they are a great place to engage and develop true business relationships based on familiarity and trust.

 

 

 

 

Brian Burns Social Selling MaverickBrian Burns, Author of “The Maverick Selling Method” Says:

I feel Social Selling is a lot more then using Social Media to share your Sales Pitch via Content. I feel that Social Selling is more about Breaking the Ice and building rapport in a Authentic, Sincere manner based on Common interests.

 

 

 

Gary Kissel LinkedIn Social Selling SpeakerGary Kissel, an Independent LinkedIn Speaker says:

Social Selling is not new but now we are dealing with a global market with instantaneous communication. LinkedIn and other social platforms have emerged to dramatically increase opportunities for finding, connecting and engaging–the essence of social selling

 

 

 

Marki Lemons Ryhal Social Selling SpeakerMarki Lemons Ryhal, an Award Winning Social Media Speaker Says:

Social selling is my ability to listen to your conversation, engage you on topics that are of interest to you and provide you with great content on that subject that will ultimately lead you to doing business with me.

 

 

 

John Byrne Ireland Social SellingJohn Byrne, Ireland’s Leading Social Selling Advocate Says:

Socially selling like any sales skill it is a discipline. By using social media , with particular emphasis on LinkedIn to connect, inform educate and influence your prospective buyers and existing clients. It does not eliminate the need for traditional professional sales skills, rather it can enhance them helping to elevate the salesperson to a Trusted Advisor.

 

 

Evan Weber LinkedIn Social Selling QuoteEvan Weber, CEO of a Leading Digital Marketing Agency Says:

Social selling can take on many forms in this day and age. Facebook, Twitter, Instagram, and Pinterest should be leveraged to generate followers and traffic to the site to sell products. Visitor retargeting on Facebook and Twitter should be used to increase website conversion rates. Building targeted fans and followers is paramount to increasing exposure and leveraging the social channel. Effectively advertising on social networks holds a tremendous amount of upside for all businesses selling on the web.

 

 

Melonie Dodaro LinkedIn Social SellingMelonie Dodaro, Canada’s Leading LinkedIn & Social Selling Expert Says:

Social selling is a sales technique that focuses on building relationships with your market and utilizes social networking sites such as LinkedIn, Facebook and Twitter.

 

 

 

Julio Viskovich Social SellingJulio Viskovich, a Social Selling Pioneer says:

Social selling is a layer over top of your current sales process that empowers salespeople to harness social media to connect with buyers and prospects during traditionally dark periods and build a level of trust never seen before.

 

 

 

Andy Kellam LinkedIn Social SellingAndrew Kellam, a LinkedIn Sales Solutions Enterprise Account Executive says:

All selling is inherently social no matter what channel or information you use. It is up to each sales person to choose how they treat the person they want to sell to: a faceless name to be talked at or real, live human with their own goals to achieve.

 

 

 

 

Social Selling Speaker Jeff ZelayaMy Social Selling Definition:

I define social selling as YOU the sales person, leveraging your personal brand to network, build relationships and then to influence and benefit those relationships by providing value through engagement, education and relevant recommendations. Social Selling is primarily about looking for new ways to add value to your network. Only when you have added enough value to your network will you be able to reap the rewards of more leads, new accounts and sales success.

 

 

What are your thoughts about Social Selling and Sales 2.0? Is this a fundamental shift in how sales is done or is it just the latest passing fad?

I want to hear from you. Please leave your questions, comments and feedback below.

Get Free Publicity for Your Business While Paying it Forward

Interested in getting free publicity for you and your business?

You are in luck because I am looking to feature some more awesome and interesting business people and companies on my YouTube channel and blog to help them get massive exposure and free publicity.

Google+ Hangouts with Jeff Zelaya

Get your message broadcasted to thousands online via a Live Google+ Hangout, YouTube, my blog and all of my social media networks.

If you are an interesting and insightful business professional, I would like to interview you for my show! (No boring people need apply) 

You can be a great fit for my show if you are a…

  • Successful Business Person
  • CEO/Entrepreneur
  • Public Relations Professional
  • Professional Public Speaker
  • LinkedIn Expert
  • Marketing Professional
  • Social Media Expert
  • Social Selling Thought-Leader

Expand the awareness of your business by letting thousands of people know on my Google+ Live Hangout without paying a penny. Being a featured guest on my show is also a great way to pay it forward by sharing your golden nuggets and valuable wisdom with folks that might just be starting out on the same path that you once traveled.

As a business expert, you probably know that publicity like this can be more effective in producing word of mouth buzz, leads and sales than an advertising campaign. An appearance on my show could be just the thing to take your business to the next level.

You can see some of my guests below, click their picture to watch the video of our interview:
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Are you ready to hangout? Enter your contact info below and I’ll follow up right away with details.