In this episode, Mark describes his 5C system for becoming more active and engaged on LinkedIn.
Mark Williams is the founder and managing director of ETN LinkedIn Training, and the UK’s leading LinkedIn and social selling expert (also known as “Mr. LinkedIn” on Twitter.) LinkedIn has become an indispensable tool for finding new prospects and decision-makers when developing new sales.
What’s your most powerful sales attribute?
Quality of what I do. People get carried away with selling a product, a feature and benefits, and the rest of it. If you’re great at what you do, it sells itself. So, if you’re in a job like mine – I focus a lot of my attention on what I do. The quality of what I do brings much more business into me than any form of marketing of sales technique. That’s what I mean.
Who is your sales role model?
What’s one book that every salesperson should read?
The Go-Giver by Bob Burg
What music is on your playlist right now?
The most recent thing I’ve been listening to is Daft Punk. I do a lot of public speaking and I have one song that I listen to before I go on stage every time – Coldplay, A Sky Full Of Stars.
What’s the one question you get asked most frequently by salespeople?
Should upgrade my account?
What’s your answer?
If you need to ask, the answer is “no” – i.e. you need to learn to use this tool as a free user. When you know how to use the tool, you don’t need to ask me the question. You’ll know that you need to upgrade. You will get to a point where you know you need to. But if you’re asking the question, then the answer has to be “no”.