Social Selling

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! 

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Many sales professionals we work struggle with the question of how to leverage social networking platforms like Facebook, LinkedIn, and Twitter into their business development plan. Here are twelve simple steps you can take that will make it easier for you to launch and sustain mutually beneficial social connections online.

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Potential buyers of your product or service – like the rest of us – spend a lot of their time online. This gives rise to a question: What are the best ways to engage with them when a voice to voice or a face to face conversation isn’t a possibility? Here are five simple, effective steps you can follow.

Let’s start by talking about the elephant in the room: Cold calling is almost every salesperson’s least favorite topic. In fact, the only two groups who like the idea of cold calling are those who have never done it and sales managers.

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According to research done by AYTM, over 60% of business professionals will take a summer vacation. At any given moment this summer, a third of your prospects and customers may be away from work. That can make it difficult to keep sales numbers up – and yourself or your team motivated. This summer, you can use these social selling tips to avoid a summer slump.

Summertime can be a difficult time for salespeople. Vacations, seasonal businesses, and other distractions can make it more challenging to get in touch with decision-makers. LinkedIn is a smart way to be more productive during these months. Of course, every great business deal requires a conversation. Using LinkedIn, you can make sure you have more of those conversations, have them with the right people, and have the best conversation possible.

Prospecting is the lifeblood of a successful sales career... but many salespeople overlook the basic behaviors that support a consistent prospecting routine. Here are the five necessary behaviors professional salespeople need in order to become successful at prospecting.

We’re sometimes asked what the bare minimum should be in terms of digital prospecting ability for an individual salesperson. Below, our list of five things we believe every salesperson, operating in any industry, should be able to do in terms of digital prospecting. If for some reason you can’t do this much right now, you should learn how, and sooner rather than later!

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2018 than you did in 2017, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.

Paul Lanigan from Sandler in Dublin, Ireland share the dangers of social selling and how to find success. Learn the difference between social marketing, social networking, social prospecting, and social selling. Find social selling success with these tips and tricks for maximizing your social media.

Guest host, Lindsey Demetris, interviews Mike Montague, VP of Online Learning at Sandler Training and the creator of our new Social Selling Success course. Mike shares the best practices of today's top social sellers and attitudes, behaviors, and techniques for social prospecting in 2018.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Later this month, myself and Marketing Director, Lindsey Demetris, are hosting a free webinar detailing how to drive revenues through social selling. We plan on teaching our viewers how to target efficiently, connect appropriately, and build engagement.

First, let’s understand what social prospecting is and what it isn’t. Social prospecting simply means using social media and online networks to add more prospects, information, or sales opportunities to your pipeline. In other words, social prospecting is using modern communication and information networks to start a sales conversation with another person to determine if there is a reason to do business together.

Social selling means using virtual tools and online networks to add more prospects, opportunities, and information to your sales pipeline. 

Social selling, or using social media during the prospecting and sales function, may very well be the “three-point line” of the sales world. It is a modern-day creation that can be perceived as a marketing gimmick or a cheap stunt, but it has been around for almost 20 years and people are now starting to see its real value.

You don't have to be a tech wizard to grow your business through social selling. You can use your network of business contacts, to take a proactive, client-centered view of prospecting on social media. This special bonus podcast cuts through all the noise, tech-speak, and misconceptions about LinkedIn and social selling.

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2016 than you did in 2015, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.