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The Center for Sales Strategy Blog

Why Thought Leadership Works in Sales + How to Get Started

why thought leadership works in sales

In uncertain times, prospects and clients conduct even more online research before working with a vendor or purchasing a product. Thought leadership is vital to brand differentiation, but when done right, it greatly improves sales performance.

The thought leadership position is certainly an advantageous position to have, as it helps with generating sales, lead generation, recruitment and retention, and new business opportunities. Sometimes this thought leadership position comes completely organically, but many times it's part of an overall sales strategy.

Topics: Social Media thought leadership sales strategy

Statistics to Prove B2B Sales Can Benefit from Social Selling

Statistics to Prove B2B Sales Can Benefit from Social Selling

Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects.

Research indicates that sales leaders still aren't convinced of social selling's value. And many salespeople simply don't know how to go about becoming a social seller. If you still need some encouragement when it comes to your social selling initiative, use these statistics for inspiration.

Topics: Social Media media sales report social selling

6 Ways Sellers Can Improve Engagement When Utilizing LinkedIn for Social Selling

CSS_Shaye-Tips to Improve LinkedIn Engagement

LinkedIn is the most popular professional social networking site out there, which means if you have a B2B business or cater to other professionals in a specific industry, it could be the ideal platform for growing your business.

By now, you’ve updated your LinkedIn profile using the Ultimate LinkedIn Profile Checklist. Now you want more engagement, you want your LinkedIn posts to attract more viewers and increase shares—but where do you even start?

Topics: Social Media sales strategy prospecting social selling

The Ultimate LinkedIn Profile Checklist for Sales Professionals

linkedin checklist for sales pros From personal branding and thought leadership to prospecting, lead nurturing, and recruiting—there are many benefits to using LinkedIn as a sales professional. The problem is that sales professionals don't have time to set up or update the basics of their LinkedIn accounts to best represent them and their company. 

You can't build a great building on a weak foundation, and the LinkedIn profile is just that: the foundation that could affect the success of your social efforts. Use this checklist to ensure your profile is updated and the best representation of your personal brand, the products you sell, and what you have to offer a prospect.

Topics: Social Media sales strategy prospecting

Social Selling: 10 Social Media Best Practices for Salespeople

salespeople social sellingIn an ever-changing sales landscape, maintaining a healthy personal brand on social media has become a necessary tool for sales professionals to build and maintain relationships with prospects. According to a Forrester Consulting study, Social Selling: A New B2B Imperative, “49% of B2B enterprises have developed a formal social selling program, and 28 percent are in the process of doing so.”

Even though using social media to sell has been widely adopted in many industries, our 2019 Media Sales Report found that only 12% of sales managers said their salespeople are using social media effectively to set appointments with prospects.

If you aren’t utilizing social selling as part of your sales strategy, you could be losing sales to more social-savvy salespeople. 

Topics: Social Media Sales personal brand

How to be a Thought Leader on LinkedIn

establish thought leadership on linkedinThe starting point of being a thought leader on LinkedIn is to use social selling as a way to connect with high potential prospects. Through social selling, you can illustrate empathy, expertise, and problem-solving ability which helps you build trust and create value for those who want to engage with you.

I am still surprised by the number of salespeople I meet who don’t use social selling as part of their attempts to connect with a high-potential account. Many tell me they are connected with current customers, but not with prospects.

I tell every salesperson who doesn’t attempt to connect with prospects on LinkedIn that they are missing out. For every seller I talk to who doesn’t use social selling, I know of one who is, and who is successful at generating new business. So why wouldn’t a salesperson add social selling to their approach?

Topics: Social Media

Attract Great Candidates and Get More Mileage Out of Your Job Postings on Social Media (VIDEO)

In this video, Kim Alexandre, VP/Senior Consultant at The Center for Sales Strategy, shares tips to get more engagement and attract great candidates from your job postings on social media. 

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Topics: hiring salespeople Social Media

Update Your LinkedIn Profile to Become Trusted and Valued by New Business Prospects

become a trusted and valued sales profesisionalThey don’t know you.
They don’t trust you.
They won’t respond to your emails.
They won’t engage in a conversation with you.
They won’t meet with you!

These are some of the challenges we face from new business prospects when it is early in the sales process. Each is a hurdle we have to overcome to connect and move the sales process to the next step. When you boil it down, the problem is linked to a lack of trust and value. Simply put, you are not valued or trusted in the eyes of new business prospects.

Ouch! How can this be when you have some much going for you?

Topics: Social Media sales process prospecting

Three Things You Can Do Right Now To Improve Your LinkedIn Profile

improve your linkedin profileIf you’ve wanted to update your LinkedIn profile, but each time you start, it feels like an overwhelming task, remember that the best profiles on LinkedIn were not written in one session, but layered in over time.

Your LinkedIn profile is one of the first signs of your professional brand that a prospect or potential business partner will find online.

Here are three things that you can do quickly, that will have an impact on the message that you’re sending out on your profile. 

Topics: Social Media Sales personal brand

How Do You Stand Out?

salespeople stand out with personal brandingAs a sales coach, I work with many salespeople at all different stages in their career. When we first start working together, we spend time talking about who they are, why they love what they do, and how their current and past experiences bring value to what they do today.    

I remember getting a very excited call from a salesperson that I had worked with. A big prospect in the market had reached out to her. They had searched her company via LinkedIn and discovered many of her sales colleagues. But it was her profile that caught their eye. Why?

Topics: Social Media sales strategy Sales personal brand branding