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Use Social Media to Sell Smarter: Insights from our WebEx Event

On Feb. 3rd, Brian Fetherstonhaugh, Chairman and CEO of OgilvyOne facilitated a WebEx featuring a panel of thought leaders who shared their knowledge and experiences in using social media to create powerful sales strategies. In part one, Brian shared some amazing research about the changes social media has made to the sales cycle. Today, in part two, we’ll hear from the panel. You can listen to the entire WebEx here.

Meet the panel:

Sam Decker: founder of Mass Relevance. He worked with Dell on their ecommerce engine and also was CMO of Bazaarvoice. Now he is curating content. All of the millions and billions of pieces of content around the world, he pulls it together and curates it so that marketers and salespeople can engage with buyers.

Barbara Weaver Smith: founder and president of The Whale Hunters -- a strategic sales coaching firm. They help small businesses grow explosively by finding bigger customers and signing up bigger deals.

Sergio Balegno: director of research with Marketing Sherpa and MECLABS. His company has a phenomenal repository of over 7,000 case histories for the marketing and sales community.

The discussion in Part One focused on how the sales/buying cycle has really changed because of social media. As a result, selling has changed too. In part two, the discussion turned to evidence of this change and tips for dealing with it.

Is this change in buyer behavior happening in small businesses as well?

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Research Proves Sales Cycle is Changing

On Feb. 3rd,  Brian Fetherstonhaugh, Chairman and CEO of OgilvyOne facilitated a WebEx featuring a panel of thought leaders who shared their knowledge and experiences in using social media to create powerful sales strategies. In part one (below), Brian shares some amazing research about the changes social media has made to the sales cycle. In part two, we hear from the panel. You can listen to the entire WebEx here.

Today we have some research and insights on how the whole area of buying and selling are changing. We’re going to talk about digital body language, the new form where you can observe, interpret, and respond to the buying signals that your customers and prospects are selling.

We will talk about how to use social media to sell, whether it’s Facebook, Twitter, YouTube, LinkedIn. How can you actually use social media not just to engage, but to actually get down and sell? Our terrific panel will be sharing some of their own experiences and some case histories of people using social media effectively to sell in the marketplace.

In the fall of 2010, OgilvyOne wanted to know how selling was changing as the world went digital. Read More »

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10 Best Practices to Selling (Smarter and Faster) Using WebEx

Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Part one previews is Tips for Selling Online and part two features the Five Most Common Mistakes Made Selling Online. You can listen to the entire WebEx event here.

In today’s final look at Tom Drew’s advice, we have summarized his 10 Best Practices. While still in his voice, this is a high-level summary of his talk. If you watch the recording, you can see his visual examples that support these ideas.

When you are hosting an online meeting, the chances of you losing the attention of your audience are very high. Getting your attendees attention and keeping them engaged is the key to success when selling online. Read More »

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Selling Online: Avoid The Five Most Common Mistakes

Tom Drews

Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Click here for part one. You can listen to the entire WebEx event here.

Here are the five most common mistakes I see people make when selling online:

1. Not having a structure.

So many people don’t have a beginning, middle and an end. They don’t state a clear objective like, “Here’s what I’d like you to get out of our presentation today, and here’s what I’d like you to do.” When you don’t have a structure, the participants don’t know what to expect from your meeting.

2. Death by PowerPoint.

Most of the presentations that I see have too much information. The problem with having too much information on the slide is that we are naturally inclined to want to read what’s in front of us, and that is a major distraction if you have too much information. Here are some other classic Death by PowerPoint complaints:

  • “Presenters talks about themselves too much.”
  • “Too much focus on pain point.”
  • “Set up of things I already know and live with.”
  • “Not getting to the point.”
  • “Not prepared.”
  • “Weird fonts makes it hard to read.”
  • “Reading the PowerPoint.”
  • “Speaker gets ahead of the presentation.”
  • “Presenters who talk a lot around the topic instead of focusing on the topic itself.”
  • “Lack of interaction.”
  • “Jumping around.”
  • “Lack of enthusiasm.”

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Tutorial: Tom Drews Delivers Tips for Selling Online with WebEx

Don't put your prospects to sleep!

Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. His clients include Google, Clif Bar, McKesson, Cisco, and Symantec.

Tom was former vice president of sales for two different fast-growing technology companies in San Francisco. Tom also spent some time in Hollywood as an actor where he learned valuable strategies for designing and delivering engaging presentations.

We will present Tom’s information in a series of blogs. Today, in part one, he talks about the role of virtual sales and the value of using tools like WebEx. He also offers his first tip for success. You can listen to the entire WebEx event here.

Presenting and selling in the virtual environment is the wave of the future. It’ll never replace the face-to-face meeting, which is something we’ve been doing for centuries, but it can be an incredibly effective means of communicating both our message and our value to our prospect. That said, it will mean next to nothing if we can’t effectively engage them.

What is the number one challenge when selling in a virtual environment?

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