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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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Mar 22, 2020

My next guest is one of the world's leading Social Selling & LinkedIn experts. He is the author of the best-selling social selling book "The Million-Pound LinkedIn Message", a hugely popular keynote speaker, LinkedIn trainer and is the Founder of The Daily Sales, Daniel Disney is LinkedIn's most popular page for salespeople.

Daniel was inspired to write his book The Million Pound LinkedIn Message – after receiving many terrible, cut and paste salesy connection messages. It is the one bug bares Daniel hears from decision-messages. The book was an opportunity to share tried and tested messages and help people use better messaging.

LinkedIn is already trying to crack down on the bot messaging and knows of people who have been banned from LinkedIn and suggest LinkedIn might develop a spam box. Daniel said “It is like the sales virus; first we ruined the telephone because people hate cold callers, then we have ruined email because people hate spammers and it will not be long before Linkedin message fall fowl of the virus because of the poor use of messaging.

Daniel says there are a lot of ethical salespeople, and as an industry, we need to bring more trust back.

Daniel said it is not a bad thing that buyers have more power than sellers. It is an excellent time for salespeople that know the environment they are in, as there are so many opportunities to sell in a modern way that respect buyers. Salespeople need to be creative and sell in a modern way.

Daniel started using LinkedIn seven years ago, the concept for daily sales was that all the best content was scattered across LinkedIn and the was to be the channel for sales. Daniel shared memes and doodles and it did so well Daily Sales just developed from there. Human sales work well said Daniel, who often uses humour in the Daily Sales channel to give people what they want in the way they want it. People buy people, and humour said Daniel, is an excellent way of cutting through those trust barriers and building a relationship.

Articles are a fantastic way to gain traction, next to video, on LinkedIn because you can give more in-depth insights. Daniel advises that articles first challenge to get the reader to open and read the article so you must have a good title and strong image, to get them to click. Then write with lots of space as the reader is scrolling and the article must be engaging and easy to read, mixed with media a quote, a video or images. Finally, a strong call to action (CTA), of who you are and what you do for them.

Daniel feels as a salesperson out to create opportunities that a CTA is essential to make it easy for your reader to take action, for example, “if you enjoyed this, please click like and share,” or “if you think I can help you, here is how you can reach me”.

When it comes to building long term relationships and retention, you must open your curtains and let them see you, said Daniel. 15-years ago, you would make the awkward six-monthly call conversation of ‘how are you, how’s the product, can I sell you more’? Daniels biggest tip is to be consistent, build your brand, be present while sharing your journey. With LinkedIn and social, you can have regular conversations and engage in your customers content, so you do not have to have the awkward six-monthly conversations, as you can maintain those relationships regularly on social. Daniel advises, if you can be on LinkedIn, Monday to Friday at least once a day, post something, engage in other posts, building and maintaining long-standing relationships.

When asked about personal and company pages, Daniels said the more significant potential sits in the personal page. Company pages are great and can develop many followers delivering great content that can be amplified by personal pages. A joined-up approach is best practice.

Uncle Alf was the ultimate salesperson, selling all his life. Uncle Alf instilled ethical selling and mindset into Daniel and the values that Daniel maintains today. A role model and guide to Daniel, although he passed away five years ago. Uncle Alf realised all those years ago that the key to success in sales was to help people. Daniel said, Uncle Alf would always listen to people, solution sell before the term existed. Sales success is no different now as then.