Episode 90: Social Selling - Carson V. Heady

Carson V. Heady is an author and sales leader that I am really excited about talking to. He is in the trenches when it comes to sales. He is there digging in the dirt making sure that those sales are happening. I asked him to come on the show is because he is diving into an becoming an expert at social selling. When it comes to prospecting, we are habit machines that block out times to do single tasks, and we get stuck when it comes to integrating all of the social tasks into our process. Carson is going to talk about best practices around integrating social into the sales process and specifically the prospecting side of things. Episode Highlights: How social selling is bubbling up as something that we should pay attention to. Sales is still a relationship game, but social will enable us to build relationships and stay top of mind. How platforms have caught on and integrated into people's day. These platform enable us to target specific areas and when people make changes. We can keep at the pulse of what is going on. It also enables to continue the post sales relationship. Display etiquette and be succinct and state your desired value that you are bringing. It comes down to adding value. How social selling allows us to do a lot of experimentation. These social tools can help us take the cold out of cold calling and introducing ourselves in a relatively passive way. Consistently reaching out to 5 to 10 people a day and stacking it into your daily routine. How it takes a long time to craft and cultivate social relationships, but the returns are unbelievable. Gearing messages for your audience and understanding what is working and what is not. The stuff that works can be transferred over to your email sequences. Assimilate social selling into your evolving sales process. Finding the right tools that will work specifically for you and using them to be more effective. Begin with the end in mind. What your goal is? Social selling is a wonderful way to share and connect with people. Resources: Birth of a Salesman (The Salesman Against the World) (Volume 1) Birth of a Salesman: Ultimate Edition Carson V. Heady on LinkedIn @cvheady007 on Twitter Crowdfire