I know we are all familiar with the old saying, “Perception is reality.” Think of how many times this happens when we meet someone for the first time. Within seconds opinions form and judgements are mentally being made.

 

As the selling landscape continues to transform “Perception is reality” applies to your sales reps digital story. Stop and think about this for a minute………. How they position themselves and the image they portray digitally will determine their “sales fate.”

 

You may be thinking to yourself, “Yeah right, I am not buying any of this nonsense.” This is OK. I would like to introduce you to Buyer 2.0. They are digitally driven, socially connected and mobile empowered. They have unlimited access to information and will conduct their research on Google as well as LinkedIn. Thus having unlimited access to real-time information about your sales reps, your company and your products.

 

To the sales managers out there, LinkedIn has become the “go-to” when someone wants to learn more about your sales reps. Becoming socially visible in the business community will help enhance your sales reps credibility and build up their value in order to gain trust. Learn more about me http://www.linkedin.com/in/larrylevine1992 Check out my special report, A Sales Managers Guide to LinkedIn

 

9 steps to have your sales reps build their professional visibility

 

1. LinkedIn profile – Insist they build a strong online reputation to showcase what they do, why they do it and how they can solve business problems. This builds their credibility and promotes their story. This starts to create personal branding.

 

2. Personal Network – Encourage them to build their network by developing relationships with people who can share information and provide referrals.

 

3. Gather insights – Encourage intelligence gathering by having them research social information to prepare for sales conversations.

 

4. Contribute & Communicate – Have them offer insights by providing relevant information that earn them the opportunity to engage with and influence contacts. Promote blogging by having them create posts highlighting how they have helped their clients solve challenges within their businesses.

 

5. Social solutions – Gain a competitive advantage by having them leverage social media outlets. Engaging with and nurturing contacts into becoming warm prospects.

 

6. LinkedIn Pulse – This is news and insights and is a source for professional news tailored to your sales reps interests. It's the place to discover compelling content and to discuss what's trending with millions of professionals worldwide.

 

7. Notifications – This can be monitored right from their LinkedIn home page. This provides real time updates of prospects and clients when they have commented and or posted a publication. This is a great way to have your sales team kick-start conversations.

 

8. Groups - Have them participate in interesting discussions within the groups they follow. This allows them to engage and hang out where the people they want to do business with socialize.

 

9. Mobile Apps - Have your sales reps download apps tying them right back into LinkedIn. LinkedIn Pulse and LinkedIn Connected are two fantastic apps. At their finger-tips your sales reps will be armed with up-to-minute information in order for them to strike up conversations. Please remember we are encouraging them to build relationships.

 

Lets all keep an open-mind and accept the fact selling today has changed. Adapt and adopt will be the key to future success within the sales community.

 

I leave you with my 5 C’s to sum this up….. How your sales reps cleverly capture, converse, collaborate, connect and convert will determine their “sales fate.”

 

I welcome your comments.


I enjoy sharing my LinkedIn stories. LinkedIn was my “game-changer” in the highly competitive copier world. I transform and coach copier sales professionals to grow their net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help independent office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, www.dealermarketing.net/what-we-do/linkedin and www.dealermarketing.net