May 10, 2020
My next guest of Scale Your Sales Podcast is a co-founder and the Chief Visibility Officer of Vengreso, the world's largest digital sales transformation company. Viveka von Rosen is a contributing expert to several of LinkedIn's official blogs, Guides; and contributes to many feature publications.
Viveka developed her expertise and secured @LinkedInExpert Twitter handle, and then she says, she needed to prove it. Wiley, the publisher, had approached her to write the best-selling book, LinkedIn Marketing: An Hour a Day. Viveka has continued to develop her expert status.
Sales professionals must now learn to bring their skillset online to use the different tools to find, engage and connect their prospects. There are numerous ways to get customers involved online, says Viveka, and still have face to face conversations. Viveka advises not to get so wrapped up in the technology and worry about the dress code and lighting. As much as how you can bring the charisma and whatever it was that made you a great salesperson and adapt to do the same on video.
Instead of the hours commuting, people can better utilise their time. Employers must trust their employees to work remotely. Remote working is proven to be more productive with employees working longer.
Companies that are unwilling to work remotely in the future, their people will leave. Companies will have to pay attention to what salespeople need and provide them with the right tools to work remotely as this remote working is a powerful tool.
Eventually, to will be able to go to tradeshows as you cannot replace face to face for establishing a better sense of people.
If there is a gift in COVID19, is that we are all experiencing some version of the same disruption. It is allowing us to understand our customer as a human rather than a client. Online salespeople need to learn how to use LinkedIn to build relationships. COVID is making us realise that we are all human, and we must empathise the point of pain says Viveka.
It about quality, not quantity, on LinkedIn, many salespeople connect and go straight to sell. You would never do that face to face.
An example of one automated message said, "Dear Mr Rosen, I see you are in the office supply cleaning industry if you want more leads like this, I can help you with LinkedIn automation." They got everything wrong! It drives me insane, said Viveka, such that people think LinkedIn does not work. It works well when people know how to use it.
LinkedIn is introducing LIVE and releasing LinkedIn stories. You cannot fake a Live stream or a Story or automate it. The people that use the tools well will build the essential know, like and trust.
Viveka says, there is a difference between the platforms and sharing your personal life on LinkedIn and sharing your private life.
Regarding Diversity in Sales, too often we see all men panels or one woman out of five men Viveka says. Viveka belongs to Women’s Sales Pros where we are always trying to increase the skill set and visibility of female sales professionals.
The women I know that are in sales roles crush it, Viveka says. At Vengreso, we do a lot of sales training, and the women are active learners, and that makes them better sellers in the long run. The women that that can overcome the little old me mindset of I cannot put myself out there. If women get over this learnt behaviour, says Viveka, they are super confident and make a big difference as a great salesperson because they are willing to listen to the buyers and utilise their unique qualities.
Jill Konrath is Viveka’s Shero, https://www.jillkonrath.com. A fantastic speaker and salesperson, Jill took the time to mentored Viveka. Viveka says Jill is human and down to earth and a tremendous role model.
LinkedIn Expert Viveka von Rosen https://www.linkedin.com/in/linkedinexpert
Schedule a meeting with Viveka https://vengreso.com/our-team/viveka-von-rosen