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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Dec 7, 2016

Joining me on Accelerate! once again is Tim Hughes, UK-based Founder and Partner of Digital Leadership Associates, a social digital transformation agency. He is one of the leading experts on social selling, and author of a great new book, Social Selling: Techniques to Influence Buyers and Changemakers. Among the many topics that Tim and I discuss are Tim’s journey from salesperson to sales expert and author, how social selling is becoming mainstreamed, how the traditional sales methods are being replaced, and why most sales reps are still not taking advantage of the opportunities presented by social selling.

 
KEY TAKEAWAYS

[2:45] Ok, you’ve got a Twitter profile; You’re set up on LinkedIn -- what do you need to do now?

[3:42] Why too many reps think that just putting their profile on LinkedIn is “social selling.”

[6:28] Social Selling Index scores don’t pay the rent, but your LinkedIn and social profiles provide ways for people to find you, and are sources for inbound contacts.

[7:36] Tim shares strategies for taking traditional sales methods and applying them online.

[11:01] Sales reps need to understand the relationship funnel and how to use it to move prospects into the sales funnel

[11:50] What happens when you ask prospects if you can connect with them on LinkedIn.

[18:18] What is the impact on sellers and prospects from technology changing society from a very hierarchical structure to a very flat one.

[23:36] Sales cycles are shorter, but buying cycles are longer. The buyer is researching long before talking to the rep.

[26:20] Does your content actually educate? How to interweave your unique selling points and value proposition into it.

[30:06] The customer is now in charge of the buying process. The shift in power has taken place.

MORE ABOUT TIM HUGHES

What’s the single biggest challenge facing salespeople today?
Management that does not support them in social.

What solution do you suggest?
In the book, it tells how to pitch the benefits of social selling to management and others within the organization.

What’s one behavior sales reps need to master, that would make a huge difference?
Early on, I learned to shut up, and then to ask ‘stupid questions,’ that helped me understand the customer.

CONTACT TIM HUGHES

Twitter: Timothy Hughes

LinkedIn: Timothy Hughes

Social Selling: Techniques to Influence Buyers and Changemakers, by Timothy Hughes

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