How Can Digital Help You Win Clients and Attract Talent?

My guest is #KurtShaver, Chief Sales Officer at #Vengresso. He is a tech sales veteran of 36 years who moved into digital B2B social selling.  Kurt explains the difference between social marketing and social selling. As a seller, your objective is to get engagement to generate a sales conversation. We explain how to use social selling to drive opportunities forward or out of the funnel, how to identify the players in the buying committee and deliver value to open them up to your offering. Kurt raises the question about how do you track success in you digital selling? How else can social and digital platforms help your company? Where else can we take this social lark? Digital technologies like LinkedIn can support your sales, your recruitment and your marketing. Kurt cites an example where a potential heavy hitting new hire that an MSP was hoping to hire, was concerned because their strategy on LinkedIn was weak and it was affecting his decision. We identify a serious gap which presents an important opportunity, which is the recruitment of partners. We dig into why selfish vendor marketing leaves their partners cold and is a hangover of traditional marketing not adapting to the social era. Social has flattened and democratised content distribution but few vendors or marketers have adapted well. We investigate why too much IT marketing is focused too narrowly on IT, and is missing their real audience in the line of business. Kurt gives you a beautifully elegant tip to tap into the expertise of your technical leads who suffer the curse of knowledge so they can position themselves as subject matter experts but keep them under control so they don’t sink your sale. We investigate how to win mindshare in a crowded market with your customers and your partners. Kurt identifies the crucial importance of being timely, to localize your content by putting the power in the hands of the individual salesperson to ensure that the right conversations are coordinated and delivered correctly to the right people with the right buyers. I explain why failure to coordinate effectively will rack up unnecessary and eye-wateringly high, hidden costs of sale. The metrics that used to work in the past, no longer do, because of the current level of complexity, the number of buyers involved, and the increased difficulty.   Contact Kurt: Kurt’s LinkedIn Profilelinkedin.com/in/kurtshaver Websites vengreso.com  (Digital Sales Transformation) bit.ly/Social_Selling_Boot_Camp  (Social Selling BootCamp) vengreso.com/blog  (Digital Sales Blog) Phone+1 707 477-1043 (Mobile)[email protected] Twitter@kurtshaver