Social media is transforming sales and business development processes -- and I'm trying to keep up. I thought it might be helpful to share the things I'm learning from each week with other professionals in sales, marketing, and business development. Here is this week's roundup -- please let me know how I can make it better.
* Lori Ruff shares an important process: how to back up your LinkedIn connections to a file you can save elsewhere.
* Paul Castain shares some thoughts on the cold call. Interesting that we can't even define a cold call the same way. To me, a cold call is truly cold -- a new prospect that you've had no prior communication with. Others define it differently.
* Top 10 SM shares ten secrets to generating social media leads online, including the rule of 10:4:1 for sharing content via social channels:
10 posts that link to a third-party article.
4 posts that link to one of your company’s blog posts.
1 post that links to your landing or home page with an offer and registration form.
* Greg McKeown shares
. I especially liked #4:
Myth 4: Successful people are the first ones to jump in with an answer.
Truth: Very successful people are powerful listeners.
As the saying goes, the people who talk the most don't always have the most to say. Powerful listeners get to the real story. They find the signal in the sound. They listen to what is not being said.
* In an article on selling into big companies,
(We) visited many individual stores. Although big retail chains buy nationally or regionally, sometimes local store managers can buy some products on their own.
“We literally had to go store by store, region by region,” says CEO Pandhi, whose company is based in San Diego. Finally, in about a year, Arctic Zero made it to a Whole Foods’ freezer case. After their first Whole Foods win, Pandhi and other Arctic Zero executives got the dessert into about 250 stores.
Sometimes the ground floor is the best place to start the process.
* Daniel Newman shares a stat from Forrester:
. By then, they've done lots of research online. So when you do begin talking with a new prospect, add value by sharing information companies can't find easily on their own.
* And finally, just
... millennials trust user-generated content (UGC) just as much as professional reviews. UGC is also 20% more influential when it comes to purchasing and 35% more memorable than other types of media.
In other words, to build trust, it's critical that your creating and sharing good content online. If you're invisible online, you much less likely to be trusted. Mashable has more interesting data on Millenials and user-generated content in this infographic:
That's a wrap. If you're having a tough week, take a minute and read this article on Lacey Holsworth, the eight-year-old cancer patient who stole the heart of Michigan State Spartan basketball player Adreain Payne, the team, and, eventually, the entire university. She passed away this week after a long fight, and her story sure puts work and career issues in the proper perspective.