How to Get Salespeople to Join the Conversation
11
#inbound20 13 How to Get Salespeople to Join the Conversation M. Jeffrey Hoffman, President & CEO MJ Hoffman and Associates @mjhoffman
-
Upload
jeff-hoffman -
Category
Business
-
view
766 -
download
0
Transcript of How to Get Salespeople to Join the Conversation
#inbound2013
How to Get Salespeople to Join the Conversation
M. Jeffrey Hoffman, President & CEOMJ Hoffman and Associates @mjhoffman
1 Salespeople Defined2 Discoveries3 Recommendations4 Closing
AGENDA
SalespeoplePossess unique qualities that make them good at what they do
INHERENT GAP BETWEEN THE TWO
Different qualities are required to successfully embrace and leverage social
Social Salespeople
Why Sales People are Unique
Don’t like to share
Inherently neutral
Prefer day-trading to long term investing
Natural quarterba
cks
RemedySalesperson
Don’t like to share
Make it a contest
RemedySalesperson
Don’t like to share
Make it a contestGive them the numbers
Day-traders versus
long term investors
REMEDY: Give them the numbers.
RemedySalesperson
Don’t like to share
Make it a contestGive them the numbers
Day-traders versus
long term investors Ask them to write a Blog about why they joined the company
Neutral opinions
Don’t like to share
Make it a contestGive them the numbers
Day-traders versus
long term investors Ask them to write a Blog about why they joined the company
Neutral opinions
RemedySalesperson
Natural “Quarterback”
Turn them into a “Captain”
#inbound2013
Seek first to understand- Dr. Stephen Covey
CONTACT USMJ Hoffman and
Associates, LLC.60 State Street – 7th FloorBoston, MA 02109
617-371-2905 www.mjhoffman.com @mjhoffman
