Word of Mouth Marketing B2B Sales and Social Influencers how they work together.

Last month, I did a video book review on Fizz: Harness the Power of Word of Mouth Marketing to Drive Brand Growth by author Ted Wright. FIZZ is a great read and I highly recommend to anyone in business, sales and marketing.  A great resource supported by case studies with actual sales results.

I’ve been fortunate to hear Ted speak in Atlanta and it made me think about how word of mouth marketing relates to sales and the power of  leveraging marketing insiders or should I say social influencers to share your business story.

Word of mouth marketing has been around since the dawn of time. Nothing new here but today buyers have more access to information socially and they depend on their friends, peers and in some cases sales and marketing professionals that actually deliver value and insightful information.  What a noble concept for the sales profession.  Simply put buyers don’t trust advertising as much as they do referrals and recommendations from friends, peers and AUTHENTIC INFLUENCERS.

This video outlines my thoughts on Word of Mouth Marketing as it relates to sales and marketing today.  What are your thoughts on Sales and Social Influencers?

Word of Mouth Marketing B2B Sales and Social Influencers In Lehman’s Terms from Doug Lehman on Vimeo.

Word of Mouth Marketing B2B Sales and Social Influencers In Lehman’s Terms

wommFizz5fizz cover

Word of Mouth Marketing Drink it in!   In Lehman’s Terms.

Over The Social Selling Hype Interview In Lehman’s Terms with Barb Giamanco

Back in December, I had a chance to sit down with Barb Giamanco and elaborate on the status of Social Selling. I wanted Barb’s insight on Social Selling and sales profession today. Barb wrote a post titled “Why I’m Over Social Selling” and I wanted her to set the record straight in Lehman’s Terms.

Truth be told, she is not over the concept and practice of Social Selling but over the industry noise, hype and social gamesmanship by some social sellers today. I couldn’t agree more as we keep it 100 on Lehman’s Terms of business.

In Lehmans Terms with Barb Giamanco on Social Selling Hype and Sales Today from Doug Lehman on Vimeo.

We touched on the following topics in this interview

Social Selling Experts?
Social Tools – Sales Engagement
Sales Expertise and Sales Experience
Social Influence Advocacy
Sales Strategy

 

Additional Video Interviews on leveraging Social with social selling leadership.

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“Socially Using Video in Your Business Today” My Talk with Vistage

I just had a wonderful experience speaking to a local Vistage Chapter here in Atlanta on the use of social video today in business.

In Lehman’s Terms, I feel that authentic social business video can deliver value and position your company as a trusted advisor going forward. Organizations like Vistage are the perfect group of business leaders to present to.

Vistage International is a dynamic organization for CEO’s Executives and Business Owners, I encourage you to checkout out Vistage International for more information about their membership programs, executive coaching  and peer advisory groups.

Thank You Vistage for the opportunity to present and share some insight on social selling leveraging video marketing. Let’s put the social in your video.

 

(Video) Hiring Sales Trainers Social Selling Programs What To Look For.

Evaluating Sales Training Programs and Social Selling Workshops.

When it’s time to hire a sales trainer, sales coach, sales consultant , sales training company, what should you look for when evaluating the sales training program specifically for Social Selling? Here are my thoughts in this short video.

Hiring Social Selling Sales Trainers What To Look For In A Program

Questions to Consider

Program results and costs factor in as well as industry and sales training experience. Have they sold before? Do they have a firm grasp of the sales process? Do they train fortune 500 companies or are they fortunetellers? What about their social presence and program curriculum?

Social Selling Training Program Checklist

1) Audit Social Proof – Social Presence

2) Social Networking Experience

3) Sales Experience

4) Subject Matter Expert “Perception or Reality”

5) Program Curriculum

6) Social Channels – Social Networking Tools

* More than LinkedIn

7) Social Monitoring Tools

8) Social Listening Skills

9) Social CRM Tools

10) Program Deliverables

11) Online Training vs Face-to-Face Training Workshops

12) Program Results

13) Client References

14) Customer Testimonials

15) Industry Experience

16) Program Follow up

17) Measurable Performance Evaluation

18) Continuing Education – Accountability Training

19) Sales Management Leadership Training

20) * VIDEO Sales Training

Sales Video Tips for Authors – Getting Noticed, Staying Relevant and Getting Hired!

Video Tips for Authors Getting Noticed, Staying Relevant and Getting Hired!

Video is a powerful tool to promote and build brand awareness especially for Authors and Job Seekers.  I am passionate about video and do a number of video book reviews usually on the topics of sales, marketing and social media.

It‘s obvious that video book reviews and testimonials can help authors drive more customer engagement, build readership and sell more books.  Delivering value base content and leveraging your readers as brand advocates speaks volumes.

What else can authors do to position their books with Video?   Here are a few suggestions In Lehman’s Terms.

1)      Set up Video Book Trailers prior to launching your book leveraging social networking sites to promote engagement.

2)      Simply ask for video reviews and recommendations

3)      Collaborate and do video chats or Google Hangouts with other authors in the same industry.

4)      Produce short video clips and interpretive readings of your book.

5)      Repurpose any video or interview content about your book from talk shows, radio interviews and media outlets etc

6)      Do a video Slideshow, Slideshare Presentation of your book.

7)      Produce a video series Blog Tips from your book.

8)      Video (Record) your book signing events capturing the event story

9)      Do a follow up video on what you learned from this experience?

10)   Do a follow up video, on what topics you would like to add after publishing.

After a book is published relevancy has a deadline, leveraging video can help the author stay relevant by visual storytelling.  The simple fact is your book has a limited shelf life and video can promote, share and extend time establishing you as a subject matter expert.

Here is an example of an online video review I did for authors Jeff Sheehan and Alfred M. Smith book Hired! Paths To Employment In The Social Media Era. This a great read and resource book for anyone in job transition who is unemployed, underemployed or looking to make a career move.

http://www.hiredthebook.com/testimonials/online-reviews/

Both authors share their insight on several topics and strategies for getting hired today in the social media era.  I encourage you to checkout Jeff and Al’s website www.hiredthebook.com to learn more about their background and this book

 

Hired Paths to Employment in the Social Media Era Book Review from Doug Lehman on Vimeo.

Leveraging Video for Business and Sales – How I Started

Video is a powerful platform for business and when used with sales and social correctly, the results can be tremendous. Today, I want to share with you my video business journey.

A few years ago, I launched my own business as a salesman for hire, a brand ambassador that is passionate about customer engagement and sales training. At that time, the economy and job market was challenging but I desired to leverage all my work experience and transferable skills to start something new.

Now I have always been passionate about learning new technologies when it comes to marketing and sales. The rise of Social Media and social selling was in sync with my own business personal development plan.

One day I added a video to my website and my journey into video production and leveraging social selling video began. It would only be fitting to continue this story in Video. “Watch the Videos”

 

My Video Business Story Why I do Social Selling Video

In Lehman’s Terms, I learned the following about Video Marketing for Sales Performance.

  • Video Expedite The Sales Process
  • Video Builds Brand Awareness
  • Video Improves Customer Engagement
  • Using Social amplifies your Video Marketing Strategy.

Video Production can be simple, productive, fun and cost effective with numerous benefits. That is my story and I am sticking to it.

Why I do Social Selling Video

Will Implementing A Social Selling Program Convert More Sales “It Depends”

Will a Social Selling Program strategy guarantee you more qualified buyers, prospects thus increasing more sales and generating more revenue. The simple answer is it depends?

Sure social selling is an effective strategy that can generate more leads and build brand awareness but at the end of day, the sales process begins and ends with the salesperson’s skill set. Does the salesperson have the communication and management skills to get appointments, qualify leads and close deals?

 

Video Does Implementing Social Selling Program Increase Sales Social Selling TV

As an added bonus, I would like to share with you another video I did with Barb Giamanco, Social Selling Leader, friend and colleague. We discuss Implementing Social Selling further in the Social Centered Selling Moment of the day. Stay tuned for more video blog episodes of Social Selling TV and The Social Centered Selling Moment.

Five categories for effective social sellers “Social Selling TV”

In this episode of Social Selling TV we look at five categories for effective social sellers and top sales performers.  This video will looks at Sales Personality Traits, Departmental Mindset, Self Sales Development, Referral Selling and leveraging Social in the Sales Process.

 

Will Social Selling Programs get more prospects and increase sales revenue. Social Selling TV

Will a Social Selling Program strategy guarantee you more qualified buyers, prospects thus increasing more sales and generating more revenue. The simple answer is it depends?

Sure social selling is an effective strategy that can generate more leads and build brand awareness but at the end of day, the sales process begins and ends with the salesperson’s skill set. Does the salesperson have the communication and management skills to get appointments, qualify leads and close deals?

Social is just a tool to use to engage and enable the sales process. A great tool at that when leveraged correctly.

Creating Effective Event Video Testimonials

Event Video Testimonials are a great way to market your event or workshop.  Effective event video testimonials can build brand awareness and drive more attendees to future events.  What is the next best thing to being there?  The answer is video testimonials that provide real authentic event stories that offer value to the viewer.

In Lehman’s Terms here are my steps for conducting effective video testimonials that resonate with your audience and future customers.

 


Social Selling TV Doing Effective Video Event Testimonials

Creating Effective Client Video Testimonials “Video Case Studies”

People buy from people that like know and trust.  Companies look for referrals and recommendations to conduct business.  Video is high leveraged content for storytelling information.  If done correctly, video can be powerful platform for testimonials.

In Lehman’s Terms here are my steps for conducting effective video testimonials that resonate with your audience and future customers.

 

Doing Effective Video Testimonials Social Selling TV 

Think of your client video testimonial as video case study showcasing your client’s perspective and journey acquiring and using your product, service or solution.

1) Have the client identify their pain points, challenges, issues prior to using your solution.

2) Have the client tell and show the impact of your solution,  share the value and benefits that your solution provided.  Your are positioning the client as brand advocates which are educating future customers.  Share the results and cross promote.

3) Have the client share some statistical quantitative information data and facts that support using your service or product.  This will help validate your solution.

 

Social Business and “The Social Employee” Video Reviews

As an advocate for Social selling and Best Social Business Practices, I am constantly searching for great resources on the topics of Sales, Social Media Marketing and Customer Engagement. I am fortunate to be a part of the McGraw-Hill Insider Program where I receive business books to review. The Social Employee is my latest read and review.

@SocialEmployee

The Social Employee: How Great Companies Make Social Media Work  by Cheryl and Mark Burgess founders of Blue Focus Marketing is a must read for any business looking to leverage their employees and adapt a social business culture for company branding. This is an insightful book, with business strategies, case studies and success lessons. Empowering the social employee has numerous benefits.

The following videos will show and tell why you need to read this book for social business today.

I also encourage you to checkout Blue Focus Marketing and the official Social Employee Book Trailer. Glad to see that Cheryl and Mark are using video as a social channel to promote, educate and create brand awareness.

In Lehman’s Terms let’s put the social in your video empowering your business to be social.  It starts with the social employee.

 


The Social Employee Book Video Review Social Selling TV


The Social Employee Video Book Review Social Selling TV

 

 


The Social Employee Book Trailer

Social Selling TV “Online Value Creation Content” what is needed today

This episode of Social Selling TV discusses putting value based content in your posts, tweets, videos etc. Content is King, Marketing is Queen but Syndication is The Emperor. Providing and sharing valuable content is the best way to engage your community.

Value Creation Plan


• Be Transparent
• Content Curator
• Become a Trusted Advisor
• Bring Original Content into mix

Become A LEADER in the Community

In Lehman’s Terms If you want to be visible up your game and use video for social proof

Video Resume Playlist Doug Lehman Services

My new service offerings in Lehman’s Terms

Below is my new video playlist resume highlighting my service offering for future projects and employers.  I wanted to keep it simple and visual,  providing visual social proof.  I am actively seeking new projects now and would love to speak with your company or organization soon.

 

 

Launching Social Selling TV www.socialsellingTV.com

Social Selling TV is an interactive video training series on the topic of Social Selling with an emphasis on video customer engagement for today’s buyer using social media.

Let’s talk about social video selling. To be social there needs to be engagement and the use of Video is a great platform to be visible.

The Sales Process has evolved due to the internet and social media. If your using dated selling practices and not implementing social selling techniques, you are simply missing out on an opportunity to generate results. Your buyer or customer now researches your products and services online and evaluates information instantly from their peers via social media networks.

Social selling for pre sales and research is powerful way to identify opportunities and engage prospects in social networks. Today’s buying process has evolved and your customers have more control. The engagement process starts early. Your buyer expects immediate value, social proof, as a salesperson your company has to establish advanced online credibility to be more effective.

Establishing social proof, advanced credibility is done by having compelling and engaging content. How do you stand out against the competition? Is your online presence sufficient? Is your company website, blogs, social media profiles including LinkedIn, Facebook, Twitter and video Hosting Sites compelling for your target market customers.

Are you visible, using Video, now that is a great tool to leverage social proof and build credibility for your customers and prospects.

Stay tuned as I will go into more details on utilizing video for social proof during my video series ”Social Selling TV” on how to enhance your social selling process with video

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