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

 

 

 

 

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