Posts tagged Vsnap

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What’s Social Selling Anyway?

Ask five people what they mean by “social selling” and you’ll get twelve different answers. At Vsnap, it’s not just a buzzword, it’s a series of specific tactics that our team practices daily. Generally we break down social selling in three parts: listen, create and engage. Each step influences the one that follows. And when executed properly, they help salespeople build relationships that turn prospects into buyers.

LISTEN

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A salesperson is first and foremost a good listener. It’s the most effective way to personalize your engagement with prospects and start building a relationship. The challenge, however, is to hear clearly amidst all the noise inherent on social media. On Twitter, you can remedy this issue by creating lists of your prospects to quickly check on their activity. On LinkedIn, you can filter your connections’ most interesting updates by clicking the All Updates button on the top right corner of your feed and changing it to Recent or Shares.

Other tools to consider: check out HootSuite or Tweetdeck to easily visualize multiple social media feeds/lists. Google Alerts is also great to keep track of specific keywords related to you, your prospects or competitors.

CREATE

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Now that you’ve got your ear to the ground, use the information you’ve gathered to create content. That’s how you’ll establish your reputation with your tribe. Obviously, blog posts are the most substantive but they can be a time sink. A good alternative is to answer questions from your community on Quora — it’s amazing how often major influencers do so. The easiest way to contribute is probably Twitter. Even 15-20 minutes each day will go a long way to let others know what you believe in, whether you’re tweeting your own thoughts or sharing articles by others.

Other tools to consider: HubSpot is great to centralize your content writing. Medium and Tumblr are effective for shorter or visual-heavy content, respectively.

ENGAGE

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You know the word around the campfire. You’ve created content. Now’s the time to engage prospects directly. LinkedIn direct messages can be a good alternative to email since they won’t get buried in an inbox. In our case, we reach out via Vsnap. It works. It’s personal, concise and grabs people’s attention in a way that email simply can’t. But no matter which outbound medium you use, the most important thing is to track that activity through your CRM. This is especially important for larger sales organizations. To that end we use ecquire, which automatically creates records in SFDC for any LinkedIn or Twitter contacts.

Other tools to consider: Buffer can help optimize your social media engagement by scheduling shares during the most productive times of the day.

Over to you Vsnappers — how do you define social selling? Are there any other tools you’d throw into the mix? Share your thoughts with us in the comments section below or drop us a note on Twitter @Vsnap!

Read more on the Vsnap Blog:

Filed under social selling guillaume blogs vsnap social selling tools

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[Guest Post] My Social Selling Secret Weapons

Author Bio: Rachel Miller is Chief Listener at Pipeliner CRM. Pipeliner is a fresh take on CRM — using insight-driven visuals to empower salespeople, focus sales teams, and drive more business. Follow her adventures on Twitter: @rachelloumiller

There are three very important components of successful social selling: Discipline, Listening, and Engagement. Noisy platforms and busy schedules make augmenting the traditional tasks of a salesperson with social activities difficult, but with the right tools at hand you can identify, engage, and nurture prospects online. I love talking about my favorite tools, and today I am excited to share some of my must-have business applications for social selling success.

Bundlepost: Sharing great content builds relationships

Personal branding and thought leadership are an integral piece of your social selling strategy. Admittedly, content curation is one of the hardest tasks on a salesperson’s to-do list. To stay top-of-mind and to add value to your network and prospects, it is important to stay aware of industry trends, hot news articles, and actionable advice. But where do you find all this great content? Answer: Bundlepost.

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Bundlepost makes content curation and sharing easy. It’s quite literally a three-step process. One, add the RSS feeds from your favorite blogs, online publications, and other news sources into Bundlepost. Two, select posts to share with your network. Three, export a .csv file to upload into your favorite content sharing application.

I was an early adopter of Bundlepost and now my account boasts several hundred RSS feeds. What used to take me hours weekly now takes minutes. My absolute favorite thing? Bundlepost automatically appends tweets with the author’s Twitter handle and turns words into hashtags with the click of a button. What’s not to love? Content game over!

HootSuite: Listening and engaging creates revenue

Once you have your content sharing schedule under control, it’s time to focus on social listening and identifying prospects who are sending out buying signals. What is the most effective way to do this? Answer: HootSuite. While you can most definitely type search terms and hashtags into Twitter and view the results a couple times a day, I highly recommend investing time in a social media management tool like HootSuite.

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By design, HootSuite makes social listening and engagement painless. The multi-tab, multi-column display makes digesting massive amounts of data manageable. At a glance you can view the latest tweets for any hashtag and search terms that matter to you, see the most recent posts in your favorite LinkedIn groups, manage your Google+ business page, and more. HootSuite is a dynamic tool that ensures that the social activity that matters to you will not go by unnoticed.

I heard this saying a couple months ago, “It’s not about the wand - it’s about the wizard.” This holds true for HootSuite and other applications like it. Whichever social media management tool you choose to use, absolutely make sure you dedicate the time to mastering it and using it to its fullest capacity.

Vsnap: Personalizing your messages brings the human back to business

So, you’re sharing great content. You’re identifying prospects and engaging in meaningful conversations. But how do you make sure that you’re memorable? Answer: Vsnap. Take that feeling you get when someone sends you a handwritten note and amplify it by ten with a personalized video message. Boom! You’ve just made someone smile.

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Engaging with prospects and customers online can at times appear sterile. With Vsnap, you avoid that challenge. When you create your 60-second personal video message, you are telling the recipient something — and that is “you’re important to me”. You can use Vsnap online or by pointing your phone at yourself, pushing a button, and sending the video. It could hardly be simpler — or more powerful.

These social selling applications are just three of many great choices available today. The fact that there are so many tools to help us socially engage is proof that there is a new business model — one that uses the best of technology combined with the power of human connection to drive a company’s success.

Read more on the Vsnap Blog: 

 

Filed under guest post vsnap bundlepost hootsuite rachelloumiller pipeliner crm socialselling

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Try In July: 6 Top Execs Tell Us Why They Test in the Summertime

By Dave McLaughlin, CEO at Vsnap

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For many businesses that sell enterprise software, July can be a slow month. That makes it a perfect time to be experimenting with new technologies and processes. I reached out to a few contacts to ask them if they think of July in this way. Here’s what they had to say.

Mike Troiano is CMO at fast-growing copy data virtualization company Actifio.

“July is halftime on our year. We use it to regroup, check what’s working and what’s not, and to be sure we’re doing more of the former and less of the latter in the back half of the year. It’s a good discipline, given how different the world usually looks in July than it did in December.”

Michael Nugent is CEO of BISON, which provides data to help fund managers and Limited Partners find the right match in both directions.

July and August are great months to test stuff with hardcore users — those that will use your product despite the natural tendency to go off the productivity grid for the summer.”

This July, Nugent is testing a new connection capability in their product, and a new approach to gathering data directly from GPs.

Matt Bertuzzi, of The Bridge Group, is an inside sales leader and a Salesforce.com MVP.

“July is a great time to try things.  More off-time, fewer coworkers around, less overall grind — it just gives you more space to explore. In essence, a refreshed mind and less cluttered calendar is a requirement for developing and trying new ideas.”

Bertuzzi is currently testing a new Salesforce.com app he has built. Also, as a result of some new strategic thinking, his team has accelerated a major technology purchase that  had been tabled for several quarters.

Joe Moriarty is VP Global Sales & Marketing at Content Raven, which provides security and deep analytics on documents you share.

“People are in the office,” Moriarty says, “but they’re doing less since the decision-makers are less available to give them approvals. That can actually be an opportunity to really capture attention.” Moriarty’s team is using this as an opportunity to test edgier collateral to more aggressively capture attention. That ranges from trying different messages in reps’ talk tracks to actual A/B/C testing of messaging on their site.

I did get some push-back on my premise that July is the time to try and test new tactics.

Emily Green, CEO and Chief Lunch Lady at Smart Lunches, reminded me that many businesses have seasonality, and so the summer months aren’t always the slow time of year. Also, she pushed the perspective that companies should be allocating resources for testing at all times.

“Vibrant learning businesses are always trying things,” Green says. “Fail Fast is the startup mantra — but why isn’t that the motto for every business that wants to grow?”

Andrew Burton, CEO at Logentries, echoed this perspective.  “I’d argue that every month is a great month to do experiments, and often we’re running multiple experiments at one time.”

Burton says it’s easy to empathize with sales leaders who are under pressure and feel they don’t have time for testing. They effectively say, “Our approach may be imperfect but it’s predictable.”

But, says Burton, every organization is resource-constrained — that’s no excuse for sticking with approaches that can be improved on.

“Depending on stage of the company or the area of the business that’s being developed,” says Burton, “I put a percentage of time and effort on execution/scale, and a percentage of time and effort on experiment/build. Striking the right balance is key, but too much of one without the other, and you’re doing an incredible disservice to individuals, the team and the company.”

Conclusion

Test and learn, whether you’re slow or busy. That’s what these leaders say is the recipe for growth. If you can do it year-round, that’s great. But at a minimum, you should be trying new products during your downtimes to help you capture maximum growth during the busier months.

Filed under Dave McLaughlin dave blogs vsnap influencers july sales testing sales tips

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Recap: Customer Love Meetup Boston #5

By Guillaume Delloue, Director of Marketing at Vsnap

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“Cozy” isn’t a word New Englanders usually throw around in the summertime. But it’s an apt description for this past Tuesday’s Customer Love Meetup. We all gathered at EverTrue’s headquarters to trade stories of customer love and enjoy a beer (or two). Not a bad shelter from the heat! For those of you that couldn’t make it this time around, here are some of the highlights from the evening.

#VoteForNed to show your support for entrepreneurs.

The night kicked off with Taylor Aldredge of Grasshopper. He spoke about #VoteForNed, a new campaign to help make National Entrepreneur’s Day an official U.S. Day. It’s Grasshopper’s way of giving back to the thousands of small business entrepreneurs who built this country. It’s also a great way for Grasshopper to celebrate their customers and bring national attention to their efforts. Read more about it and lend your support by visiting http://voteforned.org.

Help your customers when they need it most.

Next up was our most gracious host, Joanna Vinick of EverTrue. EverTrue has a set of apps that help universities better manage their alumni relations and donor efforts. And they really go the distance for their customers. Not only do they ship EverTrue pennants to every new school that signs up, they also ship “survival kits” during crunch time. By acknowledging and offering relief during their customers’ busiest time of the year, they show how much they care about them.

Give your customers some unexpected recognition.

Christine Del Castillo talked about Wizeo’s recent partnership with folk-singer Melissa Ferrick. At the end of her pop-up set, Melissa announced the winner of an iPad giveaway. To be called on by one of your idols is a dream come true for any fan — and a great way for Wizeo to make their customers feel special. Although not every company has access to a celebrity, it’s always a great idea to have executives or other high-level employees connect with and recognize customers.

Empower your team to surprise customers in real-time.

HubSpot is always finding ways to surprise and delight their customers. But did you know they once paid for someone’s massage? Katherine Yasi shared how one customer called the company’s hold music a “tease” and jokingly said she deserved a free massage. The customer service rep replied that they’d happily pay for a session at her favorite spa. Yes, Brian Halligan approved.

Last but certainly not least was Sean Butler from Leanbox. After his 4th of July plans were cancelled because of the storm, Sean took it upon himself to bring 50 savory pies to one of his client’s offices. They were so delighted by his spontaneous act of generosity that they invited Sean to watch the fireworks from the 45th floor of the John Hancock Tower. How’s that for a 4th of July?

Thank you to Grasshopper and EverTrue for sponsoring the event, and to everyone else who came, you’re all wonderful! To make sure you don’t miss our next Customer Love Meetup, please sign up for the Customer Love mailing list (you’ll only receive emails about the meetups).

 

Filed under Customer Love customer love meetup guillaume blogs vsnap startup culture customer service customer experience custlove14

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13 Tools to Recapture Your Buyer’s Attention [eBook excerpt]

By Dave McLaughlin, CEO at Vsnap

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(This is an excerpt from Tools & Tactics to Close More SQLs, a free eBook that spells out the benefits of focusing on SQLs, provides a case study to illustrate how to improve, then breaks out 11 individual obstacles and the tools to help you overcome them.)

The definition of a Sales Qualified Lead (SQL) is that it has the attributes of a buyer. In theory, every SQL is winnable. You won’t actually win every one of them, but you almost certainly can increase your close rate from what it is today. Doing this requires commitment though, and you may wonder if it’s worth the work.

The following section is excerpted from the eBook.

OBSTACLE: BUYER DISTRACTIONS

There is a constant array of events that will compete for your SQL’s attention. If your rep finds a warm conversation going cold, he will need a plan to re-engage the SQL by means of multiple touches. The emphasis here should be on helpfulness and warmth. Make your engagement personal to the buyer. That means it’s about them, not about you and your product.

SOLUTION: SOCIAL LISTENING

Your SQL may not be engaging with you, but chances are she is sending all sorts of signals on platforms like LinkedIn, Twitter and Facebook. Similarly, her company is putting out information that may help you re-engage. You can use social listening tools to help you here. Many companies do this earlier in the funnel, with tools ranging from Radian6 / Salesforce Marketing Cloud to HootSuite, but then forget the value of these tools in the SQL phase. So this is a reminder to take whatever listening tools you’ve already invested in, or use free ones like LinkedIn Updates and Google Alerts, and look at how they can be leveraged to help reps re-engage prospects.

SOLUTION: TRACKABLE TOUCHES

You want reps to use those bits of information they capture as hooks to reach out to the prospect. Reps should not make their touches about their need to get the prospect back into a buying posture. Instead, make them about the prospect, and about the prospect’s needs, to the extent that they can be inferred from what your rep is hearing through the social listening exercise. Work hard to find an opportunity to create some nugget of value for that prospect. Then use a trackable email or video message (Yesware or Signals for email, Vsnap or EyeJot for video messages) to ask for a call to either get him back on track, or to requalify his interest and ability to take action.

SOLUTION: TRACKABLE CONTENT

Another tactic here is to provide rich content that is trackable. Knowing that the prospect has consumed your information is valuable because it allows you to affirm that they still have a certain level of interest. Tools like ClearSlide, PostWire and Brainshark allow you to communicate a lot of complex information. ContentRaven is another product that offers rich insights when you share it.

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To learn about the other 10 common obstacles that can keep you from closing more SQLs, download Tools & Tactics to Close More SQLs for free.

Filed under sales sales tools sales tips Dave McLaughlin vsnap