Author Archives: brianoconn

A Social Selling Guide for Sales Leaders

A social selling strategy starts at the top. If sales management and senior executives are suspicious about social media – if they only see risk, their people wasting time clicking “Like” buttons and employees posting funny pictures, then they would be right to draw down the shutters and, in the process, cut off the opportunityContinue reading “A Social Selling Guide for Sales Leaders”

The What and How of Sales Enablement

Sales enablement is linchpin that a business uses to bridge the gap between their sales strategy and how they execute this on social media, the phone or face to face. In a fast moving digital world, common sales challenges (buyer interactions, longer sales cycles, declining win rates, slowing customer acquisition and shrinking deal sizes )Continue reading “The What and How of Sales Enablement”

Social Selling Influencers

The Bitter Business is delighted to be named in the TOP 100 BRANDS and influencers for Social Selling. The report complied by Onalytica was to identify which Social Selling brands and individuals were leading the online discussion. They analysed 263K+ tweets from 16 November 2015 – 4 February 2016 mentioning the keywords “Social Selling” OR socialselling OR socialsalesContinue reading “Social Selling Influencers”

Connecting Content Marketing to Sales

How to use content marketing for improved sales enablement is a big discussion point among sales and marketing leaders. Most B2B companies rely on selling by direct sales teams to generate a large percentage of their revenues. For these companies, improving sales performance is a critical business objective, and sales enablement alongside the use ofContinue reading “Connecting Content Marketing to Sales”

B2B Sales Techniques for a Digital World

The buyer’s journey is changing sales models and how B2B sales teams sell. Sales 2.0 as a sales technique has been around nearly ten years now but still many companies struggle to embrace it. If you are in B2B sales then Forester projects that over the next four years, 1 million B2B sales people will beContinue reading “B2B Sales Techniques for a Digital World”

Social Selling Training

As someone is involved with social selling training I am often asked about best practices including how to engage with a prospect for the first time. Let me start by introducing The 5 C’s of social selling. Credibility, Connecting, Content, Conversations and Conversions. Next it is important to understand that social selling is a processContinue reading “Social Selling Training”

How to Use Content Marketing the ACD way.

Many companies struggle in how to use content marketing to drive their sales or business upwards. No big surprise as today’s buyer is more educated and savvy than ever. Smart marketing leaders know that traditional marketing methods are becoming less and less effective by the day, so turning to social media and content marketing as aContinue reading “How to Use Content Marketing the ACD way.”

The Sales Process

The sales process is a repeatable model that a business deploys for the sales teams to follow when moving a buyer from being a prospect, to a qualified lead and on to a paying customer.  This is an introduction to defining what is process could look like for your company. A sales process could beContinue reading “The Sales Process”

Social Media Marketing Tips for Small Business

Small business can struggle to strategically use social media marketing to get their message out. In fact at times social media can feel a bit overwhelming. The top 10 social network sites, Twitter, Facebook, LinkedIn, Pinterest, Google+, Tumblr, Instagram, VK, Flickr, Vine and a host of other niche networks generate huge audience participation for aContinue reading “Social Media Marketing Tips for Small Business”

Social Selling using Data

Business loves the concept of social selling, tapping into the social networks combined with big data to lower the cost per lead and to speed up the sales and marketing process like never before is appealing. The good news for sales and marketing leaders who want to use social selling as a sales tactic isContinue reading “Social Selling using Data”