A Selling With Social Media Example


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OK, sales rep or manager, you tell me what, if anything, is wrong with the following scenario:

  • The Situation:
    • A host and co-host interviewing an executive about delivering customer value
    • Streamed live on the web and recorded for podcast and on-demand streaming
  • The Players:
  • The Target Audiences:
    • Manufacturing companies …all of whom extensively need and apply Control System Integration (The executive’s target market)
    • Control System Integrators (The CSIA’s target market)
    • Both of the above (my target market)
  • Who Got Value & How?
    • Executives, managers and professionals at manufacturing companies; they got insights into the power of “Overall Equipment Effectiveness”
    • Avanceon; Marty did a great job of demonstrating his expertise and how his customers can derive value from working with his company
    • Control System Integrators Association; Bob provided an on-demand marketing vehicle for Marty & demonstrated how the CSIA can do the same for any of its current or prospective members
    • Me; I sure hope Marty & Bob give me some brownie points for orchestrating the whole thing and helping them sell a bit more, a bit faster

Unless you’re into manufacturing, you won’t necessarily care about the actual content of the interview. If you’re responsible for selling something though, I think you might want to listen to a bit of it. More importantly, think about how you can use this scenario to establish and/or develop relationships with customer executives, while at the same time providing a valuable service to them.

Listen now!

NOTE: I need to acknowledge Stone Payton and Todd Schnick of The High Velocity Radio Show. Those two dudes introduced me to and taught me the concepts above.

Republished with author's permission from original post.

Todd Youngblood
Todd Youngblood is passionate about sales productivity. His 3+ year career in Executive Management, Sales, Marketing and Consulting has focused on selling more, better, cheaper and faster. He established The YPS Group, Inc. in 1999 based on his years of experience in Sales Process Engineering – that is, combining creativity and discipline in the design, implementation and use of work processes for highly effective sales teams.


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