Jack Kosakowski is the global head of Social Sales Disruption at Creation Agency, the second largest marketing automation agency in Europe. In today’s installment, I chat with Jack about utilizing social media to add value to the sales funnel.
Unfortunately, sales aren’t keeping ahead of the curve on anything nowadays. Digital marketing has shifted the channels to the marketing side of things. Sales teams need to understand those channels efficiently. Social adds the gap between these channels, such as email and phone calls. Throughout the entire sales process, sales reps need to ensure they are staying connected with their buyers. By doing so they will learn more about who they are on a personal level.
Salespeople are making a huge mistake by always trying to make the sale; instead they should take a step back to add more value. Buyers are looking for more content; you can leverage content to educate them about their industry and communicate to them on how you can solve a business problem.
Social is one of the many pieces of the pie to add value. It is harder to add value in an email and on the phone. However, you also need to make sure to be adding value to every touch you have with your buyer. Social media is another way to stay consumer focused; utilize this while filling time gaps in the pipeline to remain visible.
Sales reps need to take the bull by the horns and be proactive instead of reactive. Sales never stop evolving. Sales reps are the ones that are given the quotas by the companies, so it is essentially up to the salesperson to self-evaluate and self-educate.
Salespeople need to know what their buyers are doing and where they live. Companies need to make a commitment to use social as part of their process. Sales reps need to ensure they are following their buyers on social media, if they are not, that is a big faux pas.
Companies need to have their sales teams go on LinkedIn Groups to find out what customers want. Social media is a footprint that you cannot get rid of, no matter how bad you want to take it back. Do not engage in negativity on any social media outlets.
Social should be another touch in the sales process. Sales reps can use social media to attract the attention and begin the engagement process with potential prospects.
Tune into the podcast for more great information on how companies and sales teams should utilize social in their sales funnels to gain more relevant visibility.
What’s your most powerful sales asset?
Who’s your business role model?
Jack’s grandfather is his role model.
What’s the one book that every entrepreneur should read?
Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You by Jim Keenan
What’s the most frequently asked question you get asked by salespeople?
How do I social sell?
What’s your favorite music to get you pumped up?
What is the one tool you use for managing your own sales that you can’t live without?
What’s the first sales activity you do every day?
Check calendar and social channels and engage