Tim Hughes, one of the world’s leading experts in social selling, is the founder of Social Selling Lounge, author of Hacking the Buying Process and co-author of a new book you can pre-order called Social Selling: Techniques to Influence Buyers and Changemakers.
In today’s episode, I talk with Tim about the five pillars to success.
The whole process of sales is hard, developing new business and moving prospects through the funnel. There is a lot of controversy around what are the best methods to use – proactive outbound, inbound, cold calling and social selling. Most things in life are not about doing one thing or another; you need to sort through the noise to find the right strategy to connect with decision makers.
Social selling is misunderstood. There are a lot of people out there that think it is just LinkedIn and Twitter. We are living in the digital era which requires changing behaviors, cultures, and strategy. Social selling is a way to move offline life to online; even if it is being misused, it is still embedded in the modern sales process.
There are 5 pillars of social selling: LinkedIn, Social Media Listening, Influencer Marketing, Collaboration, and Marketing Automation.
Implementing one of these is fine, but companies need to use all of these throughout the entire funnel. However, you still can’t forget to use these pillars in conjunction with the phone and email.
What’s your most powerful sales asset?
Who’s your sales role model?
Miller Heiman & Jim Holden Sales Methodology
Tony Hughes and Jack Kruske
Name one book that every sales person should read.
The Connected Customer: The Changing Nature of Consumer and Business Markets by Stefan H.K. Whets, Marnik G. Dekimpe, Els Gijsbrechts, and F.G.M. (Rik) Pieters
What’s your favorite music to get you pumped up?
David Bowe, Led Zeppelin, and Thin Lizzy (All on Vinyl)
What’s the first sales activity you do every day?
Checking my Social Media
What’s the most frequently asked question you get asked by salespeople?
What’s the ROI of Social Selling?
What’s one tool you use for you now sales management that you can’t live without?