PRESS RELEASE: CJ Webster AA-ISP TOP 25 Most Influential Inside Sales Professionals

Press Release

Top 25 2014

Christopher ‘CJ’ Webster of Insidesalemagic Receives AA-ISP’s TOP 25 Most Influential Inside Sales Professionals in 2014 Award

CJ Webster @insidesalemagic

CJ Webster @insidesalemagic

SAN FRANCISCO, CA., April 9, 2014 — Insidesalemagic announced today that AA-ISP recognized Christopher ‘CJ’ Webster as part of American Association of Inside Sales Professionals Leadership Summit 2014 at an awards banquet held on April 9th at the Intercontinental Hotel in Chicago, Ill.

Started in 2010, the AA-ISP Top 25 Most Influential Inside Sales Professionals Award recognizes individuals who have been instrumental in advancing inside sales.

Christopher ‘CJ’ Webster is a sales leader and creator of Insidesalemagic, a blog written to educate sales professionals about social selling and sales 2.0 strategies. Webster is a sales manager, sales coach, and speaker.

“It is an honor  to recognize Christopher ‘CJ’ Webster as this year’s recipient of The TOP 25 Most Influential Inside Sales Professional Awards. Christopher ‘CJ’ Webster has proven his dedication and commitment to advancing the profession of inside sales, which is the mission of the AA-ISP,” stated Bob Perkins, Founder and CEO.  “We are confident that Christopher ‘CJ’ Webster will continue to have an impact on the inside sales community for years to come”, stated Perkins.

A complete list of companies and individuals recognized by the AA-ISP will be published on the AA-ISP website, go to www.aa-isp.org.

About Insidesalemagic

Insidesalemagic is a blog written by Christopher ‘CJ’ Webster to educate sales professionals about social selling and sales 2.0.  Posts are written from a sales professional prospective detailing the issues, challenges, and success that sales professionals face. It is honest, raw, and uncut.  Sales is a noble profession and Insidesalesmagic gives sales professionals the secrets, and tricks of the trade to elevate their sales game.

About AA-ISP

The AA-ISP is an international association dedicated exclusively to advancing the profession of Inside Sales. The association engages in research studies, organizational benchmarking and leadership round tables to better understand and analyze the trends, challenges, and key components of the growth and development of the Inside Sales industry. Our mission is to help inside sales representatives and leaders to leverage our information and resources through published content, local community chapters, national conferences, career development, and an Inside Sales Accreditation program.

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99 Problems BUT Prospecting On LinkedIn Ain’t 1

99 Problems BUT Prospecting on LinkedIn Ain't 1

99 Problems BUT Prospecting on LinkedIn Ain’t 1

“Aren’t you sharp as a tack.  Are you some type of lawyer or something/ or somebody important or something?/

Nah I ain’t passed the bar but I know a little bit/ enough so you won’t illegally search my shhhhh!”

Artist: Jay Z  Song: 99 Problems

On April 2, 2014 Koka Sexton, Sr. Social Marketing Manager at LinkedIn, posted an article titled, “How I Met Your Prospect on LinkedIn.”  This post grabbed the attention of several sales professionals.  Imagine if your competitor met your prospect on LinkedIn, developed a relationship, and closed them right underneath your nose?  How would you feel if your competitor started picking off your biggest customers one by one using social selling techniques?  You’re asking, how could this happen?  Why did this happen?  Who broke the sales laws?  Let me stop you right there.  No laws, ordinances, guidelines, or rules were broken when that customer decided to do business with your competition.  The competition worked smarter.  They knew that you were out cold calling, doing drop offs, having telephonic phone blitz, and offering them incentives like baseball game tickets…doing sales 1.0 strategies.  The competition 10x’d their game, and proved to the customer that they are a resource using social selling tactics that worked.  These social selling tactics allowed them to get pass the gatekeeper and develop a relationship with the decision maker.  Don’t take my words for it.  Pick up Josiane Chriqui Feigon’s book which is the 2014 AA-ISP Sales Book of the Year titled, Smart Sales Manager, and turn to page 11, chapter 1, as she quotes The DemandGen report, “Breaking out of the Funnel,” that “ 48 percent of customers followed industry conversations on the topic.”  She drops another gem quoting, “37 percent posted questions on social networking sites looking for suggestions and feedback…41 percent researched papers and postings from thought leaders.”

Think connecting with your customers and prospects is inappropriate?  Think again.  If you are not connecting with customers, you can bet your commission check that a competitor is connecting with them today. (see who’s connecting on LinkedIn by clicking here)  Don’t be afraid to include social media probes in your standard discovery process.  Asking your customer if they are on LinkedIn or any other social media platform can be the first step in developing a lifelong customer relationship.  Just ask the question, “Are you on LinkedIn or Facebook?”

Recently during a customer meeting, I witness a savvy sales professional asked the question, “Are you on LinkedIn or Facebook?”  She followed up the response letting the customer know that many people in the industry rely on her as a resource.  She informed the customer that she provides helpful insights spanning across multiple business needs that companies face in their day to day operations.  Sounds like an big bold statement?  Think again.  What insights can a sales professional have beyond the current solution they are pitching?  Ryan Maher explains these insights very well in his post, “Forget Cold Calls: 10 Ways to Make Hot Contacts.”  In his Solve a Problem section of the post he states, “tips on leadership, hiring, motivation, productivity improvement, cost control, technology, and any other topics that are relevant to the recipient’s job function.”  Sales professionals insights are not restricted to the solutions their company provides.  These insights can include knowledge of vacant office spaces if the company is planning to move, best restaurants for client meetings, and anything that could impact a business from revenue generation strategies to the most mundane yet necessary exercises that every business performs.  The action item here is take your knowledge and share it with your customers beyond the solution you are pitching.  This will prove to them that you 1) have their best interest in mind 2) you care about their business 3) you are a connector to other resources and 4) you are valuable and worthy of their time.

Include your core industry knowledge that you have and how you can Provide Actionable Communication with Knowledge (*check out the PAC(w)K post).  You can post relevant industry articles, infographics, whitepapers, and your product marketing collateral.  I like to do a 3+1 method of PAC(w)K.  This means for every three articles I share or post, I like to season in our own marketing collateral.   This shows the customers that you are not solely pushing your product 24/7 and you are sharing relevant information that is worthy of their attention.  This will make you invaluable to you customer over time.  You will be the ultimate resource and person of knowledge they seek out for assistance.  Sounds like an abundance of selling opportunities on the horizon, right? You betcha!

So how are you separating yourself from the pack? Are you THAT person customers see as a resource, industry knowledge expert, and thought leader if you are not employing social selling in your sales process? If you are a no show on social media and using outdated sales 1.0 tired baseball tickets tactics, do you think your customers see you as the “go-to person” to address their current and future business challenges?  Do you want to meet your competitors customers, build a relationship with them, and acquire them as new business?  I know I do.  You can start this process by asking the simple question to you customers, “Are you on LinkedIn or Facebook?”  NOTE: what if you customer is not on any social media platform? Craig Jamieson’s post, “What If Your Prospects Are Not Using Social Media?”  gives essential steps on how to deal with these few customers.

Need help creating more social media probes in your discovery process or want to learn more about social selling to generate leads, get to the decision maker, and close more deals?  Contact us at insidesalesmagic.com.  We can help you get started.

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