Sat, 24 September 2016
Welcome to our 130th episode.
Interesting Stuff I saw this Week
Here are the links to the interesting things I saw this week
Your Guide To Generation Z
A key focus of social selling is to engage with your Leads on subjects that are of interest to them (rather than what you are offering them). There are however another set of people that you should work just as hard to engage with that aren’t leads, they are Thought LEADers.
You are highly unlikely to do business with these people but they could be the key to unlocking the most difficult Leads.
Building relationships with thought leaders can pay off big time. Your Leads will see you as more credible, you will have your finger on the pulse regarding topics that are important to your Leads and this will also help you write better, more relevant content.
Three Critical Questions
If you are in a sales role or you are hoping to win new customers on LinkedIn then can you answer the following questions;
What business subjects are important to your Leads?
Sat, 17 September 2016
Welcome to episode 129, at the end of a busy week for LinkedIn having delivered their social selling conference Sales Connect in New York.
In this episode I’m going to dive into the 5 main announced changes to Sales Navigator. Don’t worry of you don’t have a Sales Navigator account, this could still be very relevant to you.
But before all that I spotted these interesting things in the news this week;
Reid Hoffman is so against Trump, he created a card game!
I wasn’t able to make it to New York but I did the next best thing and followed on Twitter.
Various speakers talked about the exciting world of social selling including several case studies, Chris Anderson from TED talks appeared to be the most popular but I bet Malcolm Gladwell was pretty good too!
Various statistics were quoted, many I have heard before but these did grab my attention;
“Sales & Marketing are blending into one”
“Personal value has to 2X the impact over business value. 71% of B2B buyers who see personal value will purchase”
“92% of B2B buyers engage with sales professionals who are known industry thought leaders”.
“EY have 30,000 Sales Navigator licences”!!
The five really big announcements
Sales Navigator is becoming an open platform (at last!). Initial CRM partners are Oracle, SAP Hybris, SugarCRM, Hubspot and Netsuite.
Sat, 10 September 2016
Welcome to episode 128, this week I want to revisit the subject of advertising.
Firstly some interesting stuff I saw this week;
A company called We are Flint interviewed just over 2000 UK adults to determine the level of social media usage. The results for LinkedIn make interesting reading;
You may recall we covered advertising in episodes 85. 92 and 94 when listener Peter Gold experimented with LinkedIn ads. The conclusion wasn't very positive!
So I was intrigued when I came across someone who describes himself as a ‘LinkedIn ads evangelist’!
AJ kindly gave up some of his time to chat with me this week about LinkedIn ads.
Does having an email address in your headline still penalise you in search results?
This questions relates to a blog post I wrote in 2014;
The answer is yes, nothing appears to have changed since that post.
Sat, 3 September 2016
Welcome to episode 127, I hope you all had a fantastic week.
In this episode I attempt to get my head around the millennial problem - i.e. Why don’t Millennials use LinkedIn?
Firstly though a few things I found interesting this week;
Video is much more user-friendly, especially for millennials so LinkedIn should produce a series of videos showcasing examples of how millennial's have had great success using LinkedIn. I would suggest they use a different company/production team though as most Millennials I know would cringe at their normal style of video!