Apr 3, 2019
Importance of sales reps answering buyer questions, on video, and then distributing the video on LinkedIn to engage buyers in a way that builds trust and sets appointments over time. Show highlights:
07:00 - Seth Thompson's thoughts on majoring in communications
studies. Also part of Powerlifting club. How University of Iowa and
athletics made Seth the professional he is today. Valuing
intellectual and physical strength and persistence. Not going to
get quick wins because guaranteed results are never guaranteed.
13:00 - Idea of injury prevention in competitive fitness is similar
to avoiding burn out in business. Doing the little, boring things
right over time with discipline to get payoff.
16:00 - How Seth ended up in Sales. Why Seth enjoys customer
facing.
21:00 - UCaaS (Unified Communications) as a service. Seth provides
different ways for those that provide those services financial
programs to help end customers to make purchases. SMB space is
Device-as-a-Service, how do I have the latest and greatest and not
go out of date.
26:00 - How Seth is acting as an advocate for his customers on
LinkedIn. Using social media, not to sell customers but to educate
them. Need to be using video because that's the trend to
personalize to buyers. Answer questions in a non-biased way. You
don't have to be an expert, just try to be helpful.
32:00 - Your personal branding content doesn't have to be perfect!
Don't have to over-script, can't fear failure, it's okay to look
away from the camera and sound dumb. Putting something out there
imperfect is better than never putting anything at all.
36:00 - The internet didn't allow us to share video the same way.
Sales people are so well suited in this new age of selling.
37:00 - Concern about not being an industry expert to not
technobabble. How do you add value to a customer base without being
technical in a technical industry? Seth says that you don't have to
share groundbreaking stuff. Think of the top 10 questions your
customers ask and "who is Seth?". Start asking questions. That's
all you have to do and 80% of buyers will have the same
questions.
42:00 - in 6 months you will start seeing return, Sales Navigator.
You have to cold call and follow-up after sharing and engaging on
LinkedIn.
45:20 - Seth's company wants him to get better at LinkedIn and
supports him to do it. Takes it back to his business and makes a
case. Virtual networking events. "LinkedIn is digital industry
event our our time."
48:00 - Every lead you got at a tradeshow doesn't call you back,
either...don't know how to do it without selling." I'm a person
first, and then I happen to sell this, too. That buyer must believe
in you first to buy from you.
50:00 - Company can take your tools, but they can't take your
personal brand.
52:30 - Job hopping and documenting your story on LinkedIn. Protect
career.
54:00 - Sales Leaders, you want these personal branding sales reps
on your team because they will bring you customers.
55:00 - "I trust Aaron, he trusts his company, so therefore I trust
his company." 56:00 - a lot of buyers aren't active on LinkedIn,
and even if they are your still have to cold call and email.
57:00 - Final thoughts from Seth, driving the point home about
being okay with failure and finding ways to help other
professionals in personal development and their jobs.