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

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:

3 Tips to Make Your Company Technologically Efficient

Technology That Saves You Time

Office supplies manufacturer Brother International found in a 2010 study that corporate America loses more than $177 billion annually due to disorganization. Researchers concluded that the average employee wastes about 76 hours per year searching for files, documents, and even calculators in cluttered cubicles.

Small and medium-sized businesses (SMBs) can ill-afford to lose that many hours in productivity and expect positive results on their quarterly profit reports. Technology has streamlined many business processes, but there are still many owners and C-Level executives who refuse to embrace these advancements.

Cloud Computing

Most office workers have likely seen the 1999 comedy “Office Space” and its classic opening scene. Peter Gibbons had apparently misplaced a memo that described a new process for handling “TPS Reports.” He was first asked by the main office manager if he got the memo, followed by his immediate supervisor a few minutes later—then got a phone call from another manager asking if he received it. These time-wasting situations can easily be eliminated by incorporating cloud computing solutions.

Google Docs is a word processor, spreadsheet, and database tool that allows real-time collaboration between several individuals. In other words, it has all the features of Microsoft Office, but with online storage that makes documents accessible to anyone with the password. It’s especially useful when several team members are working together on a project, as it keeps edit logs and allows in-line communication for everyone working on it to see.

DropBox can be used as a one-stop online hard drive to store everything from employee handbooks to blank W4 forms. It allows remote access from any computer or smartphone, along with the ability to synch documents across all devices. DropBox saves money by eliminating the need for paper documents and increases efficiency by neatly organizing important documents all in one place.

BYOD Policies

The bring-your-own-device (BYOD) phenomenon has quickly evolved from a trendy option to a near necessity for SMBs. Technology research firm Gartner predicts that 38 percent of companies will stop providing devices to employees altogether by 2016. Half of employers will require employees to supply their own devices by 2017, according to the same study. Further, a 2013 Cisco survey found that BYOD employees gain an average of 37 productivity minutes per week over their non-BYOD counterparts.

Devices today like the Samsung Galaxy Note are designed to collect and share ideas with advanced accessories like the functional S Pen that can be used to jot down notes without the need for pen and paper. These devices are also equipped with an enormous amount of battery life—25 hours talk time and up to 420 hours of standby time.

Despite all the advantages of BYOD, data security continues to be a primary concern for IT managers. But mobile device management (MDM) solutions, such as AirWatch and Amtel MDM, are not only compatible with every mobile operating system, but also allow administrators to both remotely lock or wipe any device. Some MDM solutions even allow administrators to keep work and personal data completely separate on devices.

Gerald Hetrick, COO of Vox Mobile, told Business News Daily that companies need to draft enforceable BYOD policies that all employees can easily access. The standards should, at minimum, include an acceptable-use policy, enforcement methods, and a means to contact technical support.

Virtual Appointment Setting

SMBs that deal with numerous inbound appointment requests from customers likely cannot afford to hire someone specifically to field calls and cannot waste time playing phone tag when customers leave messages. Cloud-based scheduling systems can handle the entire process, while keeping everything neatly organized.

Genbook allows customers to go straight to your website or social media page, and book appointments based on times you make available. They automatically receive email confirmation once they book the appointment. KickServ and Mhelpdesk are two more options to consider.

Technology has made it possible for any business to run as smoothly and efficiently as ownership wants it to. It’s simply a matter of learning and embracing all the technological possibilities to maximize profits and minimize risk.

Tools to Give You an Edge in Business

social selling tools for your businessIf you’re self-employed or running a small business, your priorities are to make money and grow the business. And, anything that helps you do that, gives you an edge. Even if you have to spend a little money to make a little money, it is often worth the investment. Here are some tools that will change your business.

Time-Tracking Tools

BusinessNewsDaily paints a vivid picture of “days that go by when you have no idea where the time went.” This is a common problem in the business world, and if most of your days are like this, it’s time to look at time-tracking tools.

  • Toggl is a software program that is basically a start and stop button on your workday tasks. As you go through your day, you can have a visual timeline of your productivity.
  • My Minutes incorporates goal setting and motivation into time tracking by letting you budget your time with minimum and maximum time goals.
  • Rescue Time works in the background of your computer or mobile device to track your time on the Internet and in computing applications. It reports on your activities, highlights your accomplishments and sends notifications for work prompts and reminders.
  • Paymo includes time-tracking, reporting, project-management and invoicing in one app.
Sales 2.0 Tools

There are a lot of tools out there!!!

Efficiency Tools

Anything that helps business people do more with less, do more faster or understand their business better is good news for their business growth and success.

  • Bplans offers free business calculators for cash flow, starting costs, break-even, email marketing, direct mail ROI and pay-per-click ROI.
  • Free Business Forms has a library of free forms for a variety of business purposes including bill of sale, business letters, lease and contracts. They also offer economical software for employee handbooks, financial statements and business valuation.

Sales Leads

Just opening the doors and advertising your sales deals is not enough to keep revenues coming in. It takes active sales leads, which take time to develop. Many business owners might not have the revenues to add a sales manager or hire a top salesperson, so instead they may want to buy hot leads from a service like QuoteWizard. This company is one of the largest independent lead providers, and promises that they sell their leads at half of the industry standard. Paying for leads can get a new business off the ground or help a business in transition such as during a merger or acquisition in order to keep productive through changes.

When paying for leads is not an option, Colabo CEO Yoav Dembak recommends using some simple tools to generate sales leads. Google Alerts, which uses keywords that are relevant to your business, can bring in business intelligence that can turn into leads. For example, Colabo gives examples of IT management services who set alerts for “application outage” and SEO software sales companies who set alerts for “marketing campaign optimization.” This can help you find both customers and relevant information about your field. Additionally, LinkedIn’s and Socedo’s saved searches produce similar results as Google Alerts.

Want to learn about other tools that you can use?

Check out the SlideShare below with 52 more tools that give your sales an edge.

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 Tip for Twitter #6

Bonus Social Selling Tip for Twitter:

Target your prospects on Twitter with custom twitter ads by uploading your prospect email list. Twitter will then create a tailored audience group and show them advertising of your choice (Promoted Brand Account, Promoted Personal Account, Promoted Tweets, a Twitter CTA etc..) This adds another dimension to the engagement that you are having with these individuals on twitter. Not only will you have them on a list where you are organically engaging them but they will also be targeted with a specific ad that will encourage moving them to the next step of the buying cycle. You don’t have to worry about “selling” on twitter, you just have to engage them, target them with relevant advertising and let them opt in to your offer.  Of course never forget that the main use of twitter is to build value and a relationship…without these requisites being fulfilled an ad would be a waste of money. Below is a screenshot of the Twitter Ads dashboard and how you can select this offering.

Social Selling Tip for Twitter

Click Here to See More Social Selling Tips

Must Have Social Selling Tools

A presentation featuring some of our

MUST HAVE Social Selling Tools:

What is your social selling technology of choice?

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)


View Larger Map

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.