Professional Selling and Social Media: An Excellent Conversation on Inbound vs. Outbound Marketing

Hola Todos!

I’m a fan of the Social Media Marketing podcast with Michael Stelzner and last week, he hit on a topic that is perfect for my deep dive into professional selling and social media nuggets.  In the podcast, Michael interviewed Tom Martin, author of The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads.  Yes, that’s a pretty long title but nuggetworthy nonetheless.

I’m happy to say that Michael and Tom spend most of the interview discussing ways to use social media to find more leads.  Or perhaps I should re-word that last statement and say – social media can bring more leads to the sales person.  This is inbound marketing personified but with a better story (read=more nuggets) on how it can be used by sales people.

Something to check out today…

Best regards

Dr. Dan-o

 

Daniel M. Ladik, Ph.D.,

Associate Professor of Marketing

Stillman School of Business

Seton Hall University

 

 

 

 

If you want to be persuasive, DO NOT ignore your nonverbal communication

Hola Todos!

I’ve said it more than once and I will say it 100 times more:  “less than 10% of total communication is actual words coming out of your mouth.”  If you want to be persuasive, do not neglect non-verbal communication.

In an excellent post that I had to share, Julie Bawden Davis detailed “5 body language poses that can sabotage your success.”  Item #4 on the list is eye contact and of all the non-verbal communication we give, I have always stressed that eye contact is the most critical.

Check out all 5 today…

Best regards

Dr. Dan-o

 

Daniel M. Ladik, Ph.D.,

 

Associate Professor of Marketing

Stillman School of Business

Seton Hall University

 

 

 

 

iPhone 5c and 5s Round-up: What the analysts are saying

Hola Todos!

Yesterday was Apple Day as I was calling it and Apple loves to share the full keynote with the world.  Apple decided it was going to segment the market even more than before.  Perhaps, John Gruber of Daring Fireball put it best:

“This move is about establishing the iPhone as a two-sibling family, like how the MacBooks have both the Airs and the Pros. Think of the 5C as the Air, and the 5S as the Pro. Or iMac and Mac Pro. The iPhone is growing up as a product family.”

Most much of the press this morning will be talking about the colors of the 5c or the finger-print ID of the 5s, but I think the new camera features in the 5s (slow motion HD recording) are just incredible.  Your phone is no longer a “good substitute” for your point and shoot camera, it is better that your point and shoot camera.  I’ll be posting more reviews as I see them but here’s another.

Perhaps the most interesting thing that happened yesterday is Apple’s stock tanked – in a major way: Wall Street was not impressed.  I was talking with a number of reporters yesterday (here’s Dr. Dan-o in Forbes and here’s Dr. Dan-o in The Washington Post) and I was emailed this line back:

No sizzle in today’s announcement….no sizzle from Apple in quite some time.

Well, this statement isn’t totally inaccurate.  Regardless if the lower end model iPhone 5c is on par than any other non-Apple product on the market OR that the iPhone 5s is the most advanced phone ever created – the perception is that Apple can’t tie its shoes without Steve Jobs as Apple has not released something since his passing two years ago that can be considered a new category.

In October, we’ll see new iPads and iPods.  In November, we’ll see an updated Apple TV with a new user interface and App store specific to TV.  Wall Street will not be impressed with those either.  However, iPod was 2001, iPhone was 2007 and iPad was 2010 – that’s a lot of years in-between those innovations.  Wall Street has never been known for being patient.

What I look for are the sales numbers and the contracts with China Mobile and NTT Japan (both were iPhone hold outs) but can be corrected with an iPhone 5c.  I would be very surprised if the Apple vs. Android numbers outside of the US do not look different 6 months from now.

Just something to tuck away…

Best regards

Dr. Dan-o

 

Daniel M. Ladik, Ph.D.,

 

Associate Professor of Marketing

Stillman School of Business

Seton Hall University

 

 

 

News of the Week: All Eyes on Apple with New iPhones and iOS7

Hola Todos!

Tuesdays will be Apple Day in the media as we get to see what Tim Cook and Team have up their sleeve.  There is little doubt that Apple will debut two new iPhones: (1) a high end model probably called the iPhone 5s and (2) a lower end model probably called iPhone 5c.  What else may we see or not see?  Here are two nice roundups (#1 and #2) but regardless of what happens in Cupertino, some members of the media will surely be disappointed because “Apple cannot innovate without Steve Jobs.”  The “Apple has an innovation problem” commentary has already started.

If it wasn’t for Microsoft – Steve Ballmer – Nokia – I’m sure Apple would have dominated the headlines last week as well.  However, I’m curious how Apple’s news on Tuesday will impact not only the Microsoft – Steve Ballmer – Nokia story lines, but also the Samsung Galaxy Gear smartwatch (or whatever that thing is) and Android story lines.   Nice candy bar or not (even Dr. Dan-o got a quote in on Google -KitKat), I’m sure we’ll see an update on iOS7 on Tuesday and comparisons with Android will be enviable.

All cool links to check out today…

Best regards

Dr. Dan-o

 

Daniel M. Ladik, Ph.D.,

Associate Professor of Marketing

Stillman School of Business

Seton Hall University

 

 

 

 

 

Some Nuggets on Professional Selling

Hola Todos!

I am happy to say that I’m teaching Professional Selling again this fall semester so one would expect to see a few more selling nuggets over the next few months on DigNuggetville.

To begin, everyone needs to be persuasive in some way, shape or form but perhaps sales people need to more consistently polish their persuasion skills.  A recent article from Inc Magazine highlights 7 Things Really Persuasive People Do.  Item #2 – listening – is 100% spot on.

Second, Gary Vaynerchuk’s (CEO and founder of Vayner Media) most recent post is on storytelling – a passion of mine.  The best sales people do not just hammer features, advantages and benefits – the best sales people do a spectacular job of telling the story of the value proposition.

Finally, Professor Greg Marshall, one of mentors and the author of the sales text we are using this fall semester, is organizing an excellent session titled “Aligning Sales with Marketing.”  The session is sponsored by the American Marketing Association and will be held in San Francisco on October 3rd & 4th.  For those of us who cannot attend, Greg created an excellent podcast that highlights a few of the key nuggets that will be discussed in the session.

All of the above are great nuggets to add to your journal today…

Best regards,

Dr. Dan-o

 

Daniel M. Ladik, Ph.D.,

Associate Professor of Marketing

Stillman School of Business

Seton Hall University

 

 

 

 

Microsoft Buys Nokia: The Rule of Three

Hola Todos!

I apologize for being quiet for a while.  August was a great month to be outside and have fun the family.  In addition, I have my tenure packet due this October so between that and classes, DigNuggetville has not been as active.

That said, one of the biggest stories of the week has been Microsoft buying Nokia.  In short, Microsoft HAD to make this deal happen.  The future is mobile and Microsoft is still not a major player in this marketplace.  Moreover, Microsoft has a $7 Billion marketing deal with Nokia – the only smartphone manufacturer to use the Windows Mobile OS.  Microsoft has not been able to convince any other smartphone company to use their OS and if something were to happen to Nokia, Microsoft would be locked out.  In summary, this deal had to get done.

Beyond the fact that neither Microsoft nor Nokia is market orientated, my biggest thought on these events is The Rule of Three.  Without question, the smartphone marketplace is maturing (which is a major reason why we will see the more affordable iPhone 5c next week) and when marketplaces mature, the number of major players reduces.  Usually in highly competitive, lower growth zero-sum marketplaces, the only way to gain market share is to steal it from your competitors.  If this is the case, only a few firms will survive that cutthroat environment.  Therefore, there will be room for a #1, a strong #2 and finally weak #3 with perhaps a few small niche players.

Just as recent has 3 years ago, there were 6 major OS players in the market: iOS, Android, Symbian, Palm, Windows, and Blackberry. As I said many times in class, there is no way all those firms will survive.  This Microsoft deal places an enormous amount of pressure on Blackberry.  Microsoft has deep pockets, Blackberry does not…meaning something is going to happen to Blackberry relatively soon. Either they are going to go under due to the market strength of Apple, Android and the deep pockets of now Nokia or someone such as Samsung or Amazon who does not want their mobile future anchored to Android is going to buy Blackberry.

Something to think about today…

 

Best regards

Dr. Dan-o

 

Daniel M. Ladik, Ph.D.,

Associate Professor of Marketing

Stillman School of Business

Seton Hall University