Archives for December 2016

The Video Element of How I Work Social Selling – Interview in Lehman’s Terms

Today I want to share with you some highlights of special blog post series “Social Selling Experts” featured by Adaptive Business Services  I was honored to be selected and interviewed by  Craig Jamieson.

Craig has done a wonderful job of showcasing and spotlighting several industry sales leaders like Eric Quanstrom,  Michaela Prouzova,  Richard Young, Barbara Giamanco, Larry Levine, Amar Sheth to name a few.  I encourage  you to checkout Craig’s blog for solid insight on social and selling today,

welcome to “How I Work It – Social Selling”.

 

 

My Interview with Craig and Adaptive Business Services

Could you please tell our readers a little about you?

Craig, I will put it in Lehman’s Terms.  I am a passionate Sales and Marketing Guy that leverages Social Video and Sales to generate results.  I have carried a bag, traveled, trained and been in the sales profession most of my life.  Working for, and supporting, companies and organizations like IBM, Sun Microsystems, Cisco, The Coca-Cola Company to name a few.  I currently work as Sales Video Consultant delivering video marketing programs that utilize social selling and brand awareness campaigns.   Other passions include video blogging and reading up on the latest technology trends in sales, marketing, sports, and entertainment.

How about telling them a little bit about your business?

I specialize in video blogging projects, sales training videos, client testimonials and video interview spotlights for authors, trainers, speakers, business owners and entrepreneurs.  The art of storytelling with a fresh and candid perspective for your clients to conceptualize, visualize, and recognize from B2B and B2C.

How did you get started in selling and when did you begin adding social selling to your business?

I started selling from the day I wanted to influence others on my point of view.  The natural progression was to major in Marketing and start my professional career in sales.  I started leveraging social when I joined LinkedIn back in 2007 which was followed up with me using an online personal branding tool called Visual CV, a personal branding resume site.  The next logical step was to create a website and video blog followed by Twitter, YouTube Channels, etc.

Ironically, SOCIAL selling did not come into play until I left the corporate world. I was on a mission of personal branding and career transition.  I would have loved to leverage social networking and tools back in the day when I was employed by corporate companies like IBM etc.  Now Social Selling and Social Media Marketing are a part of my customer engagement and sales process.

What are your social selling goals, objectives, and strategies?

My goal is simple in Lehman’s Terms, Deliver Value to my clients and grow revenue.  Objectives are reached by having a plan and strategy for building relationships with a purpose.  It comes down to positioning, developing social proof, and becoming a go to resource and subject matter expert.  Can you provide a solution and solve a problem in your social community.  It’s important to share and deliver social content but context is just as important.  Connecting with your targeted audience, collaborating, and building meaningful relationships take work, time, and effort and the strategic focus should be helping and serving others socially.  My mantra is always striving to bring value to my network by actively learning new procedures that can affect positive change.  Social Selling goes both ways from personal sales development and maintaining and growing social relationships.

Do you have regular routines (touches, frequencies, etc.)?

I wish I had a more systematic and process driven approach.  I block out time each day to research and monitor my current social connections and future prospects.  This is usually an hour time frame each day. I consider this time the social listening and social watching hour.  The second phase is building rapport with prospects through social shares, posts, invites, and touch points across multiple social channels. In some cases I will share a social personalized video greeting. Video interaction is the next best thing to being there and helps with building rapport.

The main routine for engagement is establishing which action items and connections are priorities each day.  I try to focus on business revenue and being popular among clients that write and pay the check.

Could you please share with us a few of your favorite social selling tools? (please feel free to say why you have chosen them and how you use them, if you wish).

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