Just like anything else, right? You don't become Hussein Bolt overnight. I think the average sales rep should spend no more than 45 minutes a day using social media, doing social selling. Really the problem with most sales people is they don't understand the tools that you need to be efficient with social media, and they don't have any formal education of how the technology and the tools work, so a lot of times, they're just winging it, and they don't understand how the strategy works. Let's say I want to get into social selling? What should I do? How much time should I invest every day? It's a really tough thing for sales leaders and sales people to wrap their minds around because it actually goes against all the traditional ways that they've been taught to sell. You're asking for something that you don't deserve, essentially, is what the traditional model of sales is, right? Social selling is a whole different approach because what it essentially does is it forces you to give a certain amount of times and to give a lot more value before you ever go for an ask. Social selling goes against the traditional sales approach, which is ask first value. So it gets me thinking that a lot of people don't have a good approach, so what are the biggest mistakes or misconceptions you see around? When you educate or train sales teams, in general, what is generally the biggest mistake or misconception you see about social media and social selling because when I'm on LinkedIn, I see a lot of people writing about how they get pitched on social media, and it was terrible. It's a one to one strategic approach that sales is using to create, strengthen, and influence one to one sales conversations from online revenue to offline close. I look at social selling as an outbound approach. Alright, so just to get everyone on the same page, how do you define social selling? Now I'm the CEO of a really thriving US division marketing agency. At the time, they had five or six of the Fortune 500 as clients, and I opened up a marketing agency didn't know what I was doing. That agency is in the UK, and they were very, very successful. At the time, he became an Act-On customer, and then he asked me to open up the US division of his agency. Then, the next thing I know, I was one of the top – I was always the top sales rep, but I was crushing my number because of that, and then I met my business partner on Twitter. Then, I started to become a content marketer, which I had no clue what that was at the time by writing on LinkedIn. So I said: "You know what? I'm going to prove that this Social Selling thing actually works." Because everybody else in the Social Selling space was a marketer, and I'd never carried a bag or had to hit quota, so I said I'm going to figure this out.Īs I started to have success, I started to write about it, and then little by little, I started to build a personal brand and really understand social at a deeper level. Essentially, I've learned that I could get a lot of sales conversations from from LinkedIn, from Twitter, that I couldn't get anywhere else. I decided I'm going to figure out marketing, so I started to try to understand and use social media from a marketing perspective. I thought I was all sales for a long time, and then worked at Act-On software as a regional sales manager for three years, and as I was selling a marketing technology, I was told by a CMO that I was a really good sales person, but I knew nothing about marketing when I started. I'm a 14 year sales professional, and I always make a joke that I'm kind of the Bruce Jenner of sales and marketing. In this interview, we talk about: social selling, sales and marketing alignment and why loving your customers is essential.Ĭheck out his website (Social Selling For Leaders) and get social with him on LinkedIn! Hey Jack, thank you for doing this! Why don't you start by introducing yourself to our readers? If you ever wondered how to approach social selling, this is it: Jack Kosakowski is nothing short of one of the leaders in the field.
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