My guest on this episode is Kevin O’Nell, CEO of PeopleLinx, a system that activates social selling to drive more quality leads, create faster sales cycles, and increase conversion rates. In this episode, Kevin and I discuss the role of social selling in the early stages of the buyer’s journey, and dig into the effective (or ineffective) use of sales technologies that managers and teams are implementing.
[2:00] In the early stages of a company, there’s nothing more valuable than putting yourself in front of your customers.
[2:33] What was the impetus for starting PeopleLinx, and what does it do?
[5:30] How social selling can improve your sales efficiency. [7:24] How sales reps can use social selling to engage on a deeper personal level and jump start relationships with buyers.
[9:02] What are the pitfalls of social selling that risk annoying buyers?
[11:00] Sit down with any sales team and ask them to write down all the tools they’re using, they’ll come up with ~ 11, whereas their managers might say 5. How can a sales leader get a handle on that?
[14:30] Traditionally the advantages of sales tools have been for the benefit of managers, not salespeople.
[18:50] Kevin has a 5-step program to ensure companies get the best ROI from the sales tools they invest in. Kevin and Andy walk through each step.
What’s your most powerful sales attribute?
At the end of the day, it’s yourself.
Who is your sales role model?
Matt Gallen in Philadelphia.
What’s one book that every salesperson should read?
Crossing the Chasm by Geoffrey Moore
What music is on your playlist right now?
Coldplay and Jack Johnson.