digital selling

Explore " digital selling" with insightful episodes like "Storytelling for Marketing & Sales Success: Fact or Fiction", "Encore: Rise of the Machines: How AI Is Disrupting Marketing", "Rise of the Machines: How AI Is Disrupting Marketing", "Accelerating Account-Based Marketing: Integrate Digital Selling" and "Can We Leverage Digital Sales Automation in B2B Sales?" from podcasts like ""Changing the Game with Digital Engagement, Presented by SAP", "Changing the Game with Digital Engagement, Presented by SAP", "Changing the Game with Digital Engagement, Presented by SAP", "Changing the Game with Digital Engagement, Presented by SAP" and "Changing the Game with Digital Engagement, Presented by SAP"" and more!

Episodes (66)

Storytelling for Marketing & Sales Success: Fact or Fiction

The buzz: “Today, data is hidden all around us, and this begs the question: Is storytelling still important during a time when analytics reign supreme? Great analytics inform your storytelling; they point it in the right direction. But the data won’t do the storytelling for you.” (medium.com/the-mission/the-power-of-storytelling-in-sales-7ac8877475fa) Storytelling has been around since the start of civilization. It is how people shared experiences, informed family and friends, entertained each other. Good storytelling hooks us in from the beginning, and stimulates an emotional response to the characters, situation and outcome. Is storytelling critical to sales and marketing tactics today? If yes, how does it fit into the buyer’s journey? If no, why not? And what are the elements of a good story? We’ll ask SAP’s Kirsten Boileau, Citrix’s Lindsey Boggs and The Zahnd Team’s Georgia Huntley for their take on Storytelling for Marketing and Sales Success: Fact or Fiction?

Changing the Game with Digital Engagement, Presented by SAP

en-usJanuary 19, 2021

Encore: Rise of the Machines: How AI Is Disrupting Marketing

The buzz: “Artificial intelligence is making waves…When marketers use AI with marketing automation, they create a superpower…drawing on everything they know about their consumers to tailor experiences with speed and precision…on a massive scale.” [blog.marketo.com] Marketers are constantly on the lookout for the next big thing when it comes to the future of the marketing industry. Many are focusing on buzzwords 'Automation' and 'AI', which have the potential to dramatically change how the industry works. It has to do with enhancing the effectiveness of critical components of a business such as the target clients your sales team has to concentrate on, the use of personnel time and required repetitive assignments. How will the future marketer work with AI? Will it be a battle between humans and machines? We’ll ask Alan McLaren at Infinitycomm, Rajat Kapur at &Marketing and Sylvia Lachkar at SAP for their insights on Rise of the Machines: How AI Is Disrupting Modern Marketing.

Changing the Game with Digital Engagement, Presented by SAP

en-usJanuary 05, 2021

Rise of the Machines: How AI Is Disrupting Marketing

Changing the Game with Digital Engagement, Presented by SAP

en-usDecember 15, 2020

Accelerating Account-Based Marketing: Integrate Digital Selling

The buzz: “B2B sellers have tremendous success when integrating social into their process…Modern buyers are digital-first buyers…B2B social sellers outperform peers who don’t use social by 72%.” go.forrester.com How can your sales team drive brand awareness and accelerate your account-based marketing (ABM) strategy to convert top prospects into customers? Leverage their social presence. Digital selling has become increasingly important in building long-term customer relationships and repeat business. If your sales team isn't including it in ABM, they’re missing out. We’ll ask Steve Watt at Grapevine6, Kristina Jaramillo at Personal ABM, and Paroma Sen at SAP for their insights on how to get your marketing and sales teams to collaborate on ABM strategy, identify target accounts and key influencers, reach the right decision-makers with targeted content, and measure the impact of your ABM campaign. Join us for Accelerating Account-Based Marketing: Integrate Digital Selling.

Changing the Game with Digital Engagement, Presented by SAP

en-usNovember 17, 2020

Can We Leverage Digital Sales Automation in B2B Sales?

The buzz: “Sales representatives spend less than a third of their working time actually selling…bogged down by administrative and other ‘non-sales’ tasks.” (HubSpot, business2community.com ) Digital Selling is inefficient and time-consuming when you have to manually research different prospect profiles to fill your lead pipeline, then craft unique messages specially targeted for each. How to reduce the busy-work? Consider Digital Sales Automation with tools to help you compile concise, detailed reports and generate new pipeline-happy leads. But while automation can provide an elegant solution for streamlining and executing your internal marketing and sales processes, it also can create a disconnect for B2B buyers who still value and demand meaningful relationships, credibility and trust with human B2B sellers. We'll ask Melissa Jeyaraj at LinkedIn, Walter Pollard at Brand Fuzion and Phil Lurie at SAP for their insights on Can We Leverage Digital Sales Automation in B2B Sales?

Changing the Game with Digital Engagement, Presented by SAP

en-usOctober 20, 2020

Lazy Leaders Use Scripts: Strategies to Better Sales Enablement

The buzz: “When I got started in sales, I would create scripts based on what I heard from the best sales reps around me…but… every sales rep I tried to copy was doing something different…I couldn’t close a deal for the first 18 months…then something clicked…I learned how to read a conversation, understand tone and intonation…to build genuine relationships with my prospects. I stopped trying to automate what needs to be personal.” (S.M. Lowisz, Jan. 2020, forbes.com ) Reality check! Many sales leaders are getting lazy and resorting back to scripts. How bad it is? HubSpot reports that the computer software industry converts only 22% of opportunities to deals. Do the math. Is 78% of your sales team’s time a financial waste? The cure: non-stop coaching, optimized content, real insight, no scripts! We’ll ask Juliana Stancampiano at Oxygen, Julio Viskovich at NexLevel Sales, and Mike Orr at Grapevine6 for their insights on Lazy Leaders Use Scripts: Strategies to Better Sales Enablement.

Changing the Game with Digital Engagement, Presented by SAP

en-usSeptember 22, 2020

Modern Marketers in the Post-Pandemic Next Normal: They’ll Find You!

The buzz: “Web marketing is about delivering useful content at just the right moment that a buyer needs it.” (David Meerman Scott, The New Rules of Marketing and PR) For companies trying to sell you something right now, while you’re listening to us and in the midst of a pandemic, is this the right moment? How do you want them to find you, pitch you, engage you, earn your trust and get you to buy their products or services? Are you annoyed by their intrusion or do you welcome it? Today’s dynamic business and social landscapes are forcing sellers and marketers to creatively find you wherever you are – on social platforms, websites, email, perhaps still in the physical commerce world. As the world and society evolve, so does business. We’ll ask Lorraine Maurice at SAP, GL Hendricks at Chirp PR, and Brian Moran at Brian Moran & Associates to predict the post-pandemic 'next normal' for modern marketers with something to sell to consumers, including you, me and even each other.

Technology Revolution: The Future of Now

en-usAugust 26, 2020

Sales in a Digital Age: Sell More by Understanding Digital Marketing

The buzz: Marketing has always been about connecting with your audience in the right place and at the right time. Today, that means you need to meet them where they are already spending time: on the Internet.” (www.c-tel.eu) Welcome to digital marketing, where businesses leverage digital channels including search engines, social media, email, and their websites to connect with current and prospective customers. Some sales professionals think they don’t need this because they’re not the ones researching keywords, executing campaigns, and optimizing results. Think again. Digital marketers are in charge of driving brand awareness and lead generation through all the digital channels, both free and paid. We’ll ask Kirsten Boileau at SAP, Perry van Beek at Social.One, and Bernie Borges at Vengreso for their insights on Sales in a Digital Age: Sell More by Understanding Digital Marketing.

Changing the Game with Digital Engagement, Presented by SAP

en-usAugust 25, 2020

The Future of Digital Selling: Coming to Your Favorite Social Media

The buzz: Hard to imagine, but not so long ago, products and services were sold in the physical world and salespeople were the go-to experts before a sale. Remember being invited to coffee or lunch by a salesperson? But consumer habits change, often due to technology. Over the past few years, social selling has gained the attention of sales professionals. With nearly 3.6B people now using social media worldwide, and consumers now 5 times more reliant on digital content than in the early 2,000’s, the digital space is here to stay. Social selling is defined as when salespeople use social media to interact directly and build trust with target audiences until prospects are ready to buy a service or product. [digitalmarketinginstitute.com, statista.com, businesswire.com] We’ll ask Jason Taylor at Grapevine6, Julio Viskovich at NexLevel Sales, Chris Diskin at TIAA and Brandon Bornancin at Seamless.AI for their take on The Future of Digital Selling: Coming to Your Favorite Social Media.

Technology Revolution: The Future of Now

en-usAugust 12, 2020

Secrets to Great Content Curation & Creation for Digital Selling: How and Why

The buzz: “Digital Selling makes so much sense and seems so easy. Just find useful content, add valuable personal insights, and share it with the right people to build relationships. But creating a repeatable Digital Selling strategy requires more. As Stephen Walsh explains on the Knowledge Enthusiast: In practice, it takes time and focus to build a Digital Selling habit. Finding that content is all about useful content curation. How can you become a great content curator?” contentcurationmarketing.com “In a 2017 contentmarketinginstitute.com survey, 49% of B2B marketers identified content creation as one of the challenges that contributed to the stagnation of their content marketing efforts…Content curation is a powerful tool…Getting more done with less is what every business strives to achieve.” quuu.co/blog We’ll ask Jason Taylor at Grapevine6, Brandon Bornancin at Seamless.AI, and Marco Argaez at SAP for their insights on Great Content Curation and Creation for Digital Selling.

Changing the Game with Digital Engagement, Presented by SAP

en-usJuly 28, 2020

Profile Secrets from Australia's Leading LinkedIn Profile Specialist - Karen Tisdell.

Karen Tisdell, is probably Australia's leading LinkedIn profile specialist. Karen has been ranked one of the top LinkedIn trainers across APAC and has been included on many 'best of lists' over the years

Karen is in high demand and highly successful.

In this episode Karen takes us deep into the various parts of our profile that, whilst on the surface, might look to be unimportant, actually have a big impact on how we are perceived by others on the platform.

When you ask someone for a meeting/ conversation , Sales force say 83% of people view your profile as part of their research to decide whether to have that conversation or not. Your profile is the key to ensuring you get that yes.

There is no surprise that every single person we've had on the podcast has said – it all starts with a great profile.

So, the question begs, what do we do and how do we do that?

Karen, takes us through the main components step-by-step. This is a lovely 'explainer' for those of you who need to build a profile OR a good checklist for those who THINK they have a great profile already. I must admit to going back into my profile after listening to this episode and making a few changes myself.

Before we jump into the chat with Karen, I need to say thank you to all of you who continue to support the podcast. The listener base is growing and we are keen to get the message out. Please like, share these episodes to help others find us. And of course a big thank you to our corporate supporter @Bonjoro

Karen Tisdell
https://www.linkedin.com/in/karentisdell/

Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/

Mark McInnes - Sales Training
www.Markmc.co

www.Bonjoro.com
Coupon – BOSS20

Catch all versions of me here.

https://linktr.ee/markmcinnes
LinkedIn profile
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Tactical Pipeline Growth
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Best Of Sales Skills Podcast

en-auJuly 26, 2020

A Grumpy Old Man on LinkedIn. Jay Jensen.

Jay has the kind of profile many LinkedIn trainers will tell you NOT to have. Yet, Jay is active on LinkedIn with lots of connections and lots of interaction.

If I had a photo of what not to do versus what you should do – Jay's profile would be what NOT to do.

You will quickly hear why Jay is able to disregard all the rules on LinkedIn and still be super successful. He's an absolute natural. Jay's recommendations read like a who's who of sales, James Muir, Steve Hall, Steve Burton, James Buckley. That's because he is so revered by so many. He is simply a one of kind guy.

Jay and I had a great time on this pod and I dare you to get through this episode without cracking a big smile if not a huge belly laugh. We cover all aspects of sales and social on this one – lots of great takeaways and there are too many to single out just one.

To be honest, I was very scared about how this episode might go. I did my usual preparation but, as you'll hear, after some research all I had was a couple of recent posts and a bunch of dead ends.

The big takeaway for me and, I hope for many of you, is that you can often just forge your own path. If you're being true to yourself, you have a message people will appreciate and will respond to.

There are so many ways to make social selling work for you. Jay shows us another way we've not explored before.

Before we jump into this episode, again, thank you to all of those of you who continue to interact with the podcast and with me on LinkedIn. Keep it coming and don’t be shy to send us a share or a like here and there.

I really appreciate everyone who participates and listens. Enjoy a laugh with Jay.

Jay Jensen
https://www.linkedin.com/in/jay-jensen-45b88686/

The 'late for work' post
https://www.linkedin.com/posts/jay-jensen-45b88686_sales-linkedin-sizeisimportant-activity-6683770486465331200-z0qx

Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/

Mark McInnes - Sales Training
www.Markmc.co

www.Bonjoro.com
Coupon – BOSS20

Tactical Pipeline Growth
www.markmc.co/tpg

Catch all versions of me here.

https://linktr.ee/markmcinnes
LinkedIn profile
VIP sales mailer
Tactical Pipeline Growth
BOSS Podcast
1 on 1 Consulting

Best Of Sales Skills Podcast

en-auJuly 19, 2020

The Platinum Rule for LinkedIn Connections with Bill McCormick.

Bill McCormick is a social selling trainer from Social Sales Link.

In this episode, we discuss how to create a conversation from almost every connection request you receive. It’s a great play.

Bill has some very strong feelings about connection requests and network building which I found really easy to agree with.

Having recently spoken to both Bill and Brynne Tillman, recently I really like the way these two keep social interaction and engagement as simple as possible.

Why create a massive marketing or campaign strategy when we don’t need one to start valuable conversations.

I’m 100% sure you’ll love the simplicity of Bills’ ideas.

I’m delighted to announce a treat for our supporters and regular listeners. Bonjoro, the video application that increases your response rates by 200 x 300%, has allowed us to provide a coupon code exclusively for our BOSS listeners.

I’ve been using Bonjoro for years and completely endorse it.

Listeners can now get a massive 20% off ANY Bonjoro membership by simply using the code BOSS20 at check out. Thanks to the wonderful crew at Bonjoro for the support.

Now across to the conversation with Bill McCormick

Bill McCormick
https://www.linkedin.com/in/billmccormicksocialsaleslink/

Social Sales Link
https://socialsaleslink.com/

Atomic Habits
https://www.booktopia.com.au/atomic-habits-james-clear/book/9781847941831.html

Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/

Mark McInnes - Sales Training
www.Markmc.co

www.Bonjoro.com
Coupon – BOSS20

Tactical Pipeline Growth
www.markmc.co/tpg

Catch all versions of me here.

https://linktr.ee/markmcinnes
LinkedIn profile
VIP sales mailer
Tactical Pipeline Growth
BOSS Podcast
1 on 1 Consulting

Best Of Sales Skills Podcast

en-auJuly 12, 2020

The FAMOUS birthday strategy with Phil Gerbyshak.

Phil Gerbyshak. Value before volume. Turn your birthday notifications ON to start conversations.

Phil is a gun sales trainer, social expert and inside sales specialist. He is training people all day every day to be better at sales, it’s his thing and it shows. It was a real blast to have him on the podcast sharing some truly great strategies that we can put into practise and stand out right away.

Whilst, I have not yet implemented his secret ‘birthday strategy’ I certainly intent to.

He also shares his 3 x H’s and 3 x I’s strategy which is almost a complete sales strategy all on it’s own. You could take this strategy and apply it regardless of whether it be on social or via traditional selling. I love it.

Phil is an author of 5 books and with articles published in countless magazines and websites, Phil is a true thought leader in the sales space. I was very honoured to have him on the podcast.

I’m sure you’ll love this episode as it’s jam packed full of great tactics and ideas.

Listeners will now get 20% off ANY Bonjoro membership by simply using the code BOSS20 at check out. Thanks to the wonderful crew at Bonjoro for the support. Grab more details at Bonjoro.com

Phil Gerbyshak
https://www.linkedin.com/in/philgerb/

Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/

Mark McInnes - Sales Training
www.Markmc.co

www.Bonjoro.com
Coupon – BOSS20

Tactical Pipeline Growth
www.markmc.co/tpg

We are very pleased to announce a treat for our supporters and regular listeners. Bonjoro, the video application that increases your response rates by 200 x 300% has allowed us to provide a coupon code exclusively for our listeners.

Listeners will now get 20% off ANY Bonjoro membership by simply using the code BOSS20 at check out. Thanks to the wonderful crew at Bonjoro for the support.

Catch all versions of me here.

https://linktr.ee/markmcinnes
LinkedIn profile
VIP sales mailer
Tactical Pipeline Growth
BOSS Podcast
1 on 1 Consulting

Best Of Sales Skills Podcast

en-auJuly 05, 2020

The Future of B2B Sales Enablement

The buzz: “If you work in sales…you’ve heard the term sales enablement. Although it’s a hot topic, there seems to be some confusion around whether it’s just another vague buzzword or a specific field of practice that’s delivering real benefits to sales organizations…Sales enablement is less about sales and more about the buyer.” blog.topohq.com “The days of corporate, siloed ownership of prospects and customers are hopefully long gone, as these two departments understand the importance of nurturing from all perspectives to maintain customer engagement and loyalty -- a strategy known as B2B sales enablement.” forbes.com Sales Enablement today is primed to drive a new approach to sales and marketing messaging, skills, and content for years to come. We’ll ask Lori Richardson at Score More Sales, William Arruda at Reach,and Bruna Gonçalves at SAP for their insights on The Future of B2B Sales Enablement.

Changing the Game with Digital Engagement, Presented by SAP

en-usJune 30, 2020

How to get a Prospect Off Social and on the Phone. Step by step with Chris Justice.

A cold call expert, a couple of marketers and a social guy.
How to get a prospect on the phone and off social, step by step.

We spitball a few ideas about how to take social activity and frame that into an outbound – warm call.

Chris Justice, our cold call expert, shares some calling ideas after the marketers Tino HO & Stuart P Turner tell us how to find and engage with prospects on social.

This episode attempts to track a path from finding a perfect prospect on social, building some presence and then reaching out for a chat on the phone. A full prospecting on the social journey.

We come up with some ideas you can use yourself.

A slightly longer episode as we have four of us on the pod and everyone wants to get their share of mic-time. You will note, I have a new microphone with the gain turned up just a little too high – so there are a few cracks and pops, apologies. I promise I already have it dialled in for the next episode.

Bonjoro are a valued partner of the BOSS podcast and you can get access to their premium tools with our 20% off code BOSS20 or access their free plan via bonjoro.com

Chris Justice
https://www.linkedin.com/in/chris-a-justice/

Tino Ho
https://www.linkedin.com/in/tinoho/

Stuart P Turner
https://www.linkedin.com/in/stuartpturner/

Binary M
https://binarym.co/

Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/
www.Markmc.co

Tactical Pipeline Growth
www.markmc.co/tpg

Bonjoro
www.Bonjoro.com

Catch all versions of me here.

https://linktr.ee/markmcinnes
LinkedIn profile
VIP sales mailer
Tactical Pipeline Growth
BOSS Podcast
1 on 1 Consulting

Best Of Sales Skills Podcast

en-auJune 28, 2020

B2B Sales Enablement: Four Imperatives for 2020 and Beyond

The buzz: “Sales Enablement has the opportunity to evolve in a big way. When the role first showed up in the B2B enterprise, Sales Enablement became a sidekick to the in-person, acquisition-focused selling conversation. But selling today looks completely different than it did back then” (Erik Peterson, business2community.com). Welcome to the 2020 decade. Sales Enablement has matured and is poised to drive a new approach to sales and marketing messaging, skills and content. The four emerging and imperative trends are Customer Success Emerges as a Growth Engine, Remote Selling Replaces Face to Face, Training Adapts to the Speed of Business, and Sales and Marketing Converge. We’ll Ashley Welch at Somersault Innovation, Loic Simon at #SocialSellingForum and Sylvie Lachkar at SAP for their insights on B2B Sales Enablement: Four Imperatives for 2020 and Beyond.

Changing the Game with Digital Engagement, Presented by SAP

en-usJune 02, 2020

Social Selling For Survival

This session talks about how technology sellers survive in a world where the digital normal demands a fresh approach to sales.

We know you will find this episode enlightening and informative. To delve deeper into the world of channel strategy and gain more valuable insights, we invite you to visit our website.

For additional information, feedback, questions, or comments, don't hesitate to reach out to us at info@jsgnow.com. Tune in to Channel Smart and stay ahead in the ever-evolving world of business partnerships.

Channel Smart | Ecosystem Acceleration

en-usMay 11, 2020

Top 5 Reasons You Need to Leverage Multi-Generational Digital Selling

The buzz: “We need to get over the idea that age is a barrier to expressing yourself on social media” (Ari Seth Cohen). A 2019 AARP Magazine article about social influencers age 50+ talked about influencers over 50, despite their stereotype of defining social selling as having coffee with a customer at a diner vs. millennials, the go-to social selling experts. Reality check: 66% of LinkedIn users are age 46–56+, while 25–34-year-olds are LinkedIn’s global advertising audience’s biggest cohort. The take-away for your company: employees of all ages can become passionate social advocates for your brand and your industry. By leveraging all generations’ talents, you can address the needs and interests of a multi-generational customer base. We ask Riley Hopkinson at Grapevine6, Kurt Shaver at Vengresso, and Lynn Lupo at SAP for their insights on how you can kick-start this cultural change in your organization. Join us for Top 5 Reasons to Leverage Multi-Generational Digital Selling.

Changing the Game with Digital Engagement, Presented by SAP

en-usMay 05, 2020

Influencer Marketing: The Next Hottest Thing in B2B?

The buzz: “People do not buy goods and services. They buy relations, stories, and magic” (Seth Godin). The image of influencer marketing by brands has been tarnished. In 2019, fake followers were widespread for many social media personalities, and some influencers were accused of covert advertising, challenging their authenticity. This poses a dilemma for brands because when we feel something is fake or misleading, we switch off. In August 2018, almost half (47%) of respondents surveyed by Bazaarvoice reported feeling fatigued by influencer content. The experts speak. Vanessa Baker, Tribal Impact: “… your experience facing and overcoming adversity is actually one of your biggest advantages” (Michelle Obama). Mic Adam, Vanguard Leadership: “The best way to predict the future is to create it” (Peter Drucker). Ursula Ringham, SAP: “…people will never forget how you made them feel” (Maya Angelou). Join us for Influencer Marketing: The Next Hottest Thing in B2B?

Changing the Game with Digital Engagement, Presented by SAP

en-usApril 07, 2020