Sales Digest: How to Effectively Manage Millennials in Sales

Sales Digest: How to Effectively Manage Millennials in Sales

A while ago, we curated content for a sales digest on “Old-School Salespeople.” This week, we tackle the opposite end of the generational spectrum: Millennials in Sales. What do sales experts have to say about Millennial salespeople? What are their strengths and weaknesses? Read on to see the range of viewpoints.

But first, who exactly is a Millennial? Here are some key facts:

In 2015, Millennials are projected to surpass Baby Boomers as the largest living generation in the U.S. (U.S. Census Bureau).
Boomers are aged 51-69 in 2015; Gen Xers are 35-50 and Millennials (Gen Y) are 18-34 in 2015 […]

How Your Sales Team Can Identify Their 4 Buyers on LinkedIn

How Your Sales Team Can Identify Their 4 Buyers on LinkedIn

Editor’s Note: We haven’t often used guest posts on our blog, but this is one I thought our readers would find particularly helpful. This post comes courtesy of Celina Guerrero of SocialtoSales.com. It is a modified version of a post that was originally published on the SocialtoSales Blog. This version is designed specifically to help sales managers guide their sales teams towards more effective social selling methods. Let us know in the comments if you find it helpful!  

How Your Sales Team Can Identify Their 4 Buyers on LinkedIn

Gallup recently published an article entitled, B2B Companies: Do You Know Who Your […]

How to Use LinkedIn and Reachable for Referrals

How to Use LinkedIn and Reachable for Referrals

In my last article I spoke about the importance of asking for referrals and introductions. I described how one can accomplish this either the old-fashioned way, through asking, or by using LinkedIn or Reachable. I have been asked to explore these online applications a little bit further. So here goes.

We will start with the premise that receiving a referral or introduction far exceeds any cold calling one can do in terms of return on investment. Additionally, we will assume that your sales teams are already involved in seeking referrals the old-fashioned way.

Here is a simple primer on using LinkedIn for […]

Referral Gathering for Sales: Go Old School or Go On Social?

Referral Gathering for Sales: Go Old School or Go On Social?

I was at a conference in sunny La Jolla, CA last week presenting to a group of very successful business owners in the security industry. Most have owned their companies for decades and have already built thriving recurring revenue businesses. Still, every single one of them has a keen interest in sales expansion. Each of them wants to better understand how to keep moving their sales teams forward on the path to increased selling efficiency.

A conversation was had about whether their sales reps need to understand the ins and outs of social media, and how to use services like LinkedIn […]

Your Salespeople Need to Have Their Own Personal Marketing Plan

Your Salespeople Need to Have Their Own Personal Marketing Plan

In today’s cluttered world of advertising and social media message bombardment, buyers are seeking personal connection.  As the leader of your company’s growth vision, hopefully you have a marketing plan along with a sales strategy.  Most companies have some sort of marketing effort.  They want the brand to stand for something.  However, it can’t stop there.

Your salespeople need to take ownership of their own personal marketing plan as well.  While we want them supporting the company brand, each individual on your team will be more successful if they take some ownership in their own personal brand as well.   It is […]

Sales 2.0. What the Heck is That?

Sales 2.0. What the Heck is That?

If you are like most business leaders you have been around a bit and know the value of growing business through personal connections and referrals.  You may also understand the need to cold call when referrals don’t generate enough business.  But, how do you help a less tenured salesperson gain enough referrals?  Enter Sales 2.0, which is just a slick term for using social media for sales generating purposes.   Many company leaders disregard the use of these tools, especially in the B2B market, because they falsely lump Facebook, Twitter, Instagram, Snapchat, and LinkedIn together.  It is the savvy leader who […]