Always Be Connecting: Social Selling with Jill Rowley – Episode 56

John Mark Troyer – The Geek Whisperers

Jill Rowley

This week the Geek Whisperers talk with a sales pro who gets it. Jill Rowley was a sales star at marketing software provider Eloqua – which was then bought by Oracle. Now she trains salespeople in how to have real relationships with their customers — in other words, social selling.

Here are some choice Rowleyisms from the podcast:

• I don’t think I’ll find my next job; my next job will find me.
• We don’t call it social media marketing – it’s social media engagement.
• Measure What Matters
• How Do You Show Up – What’s Your Digital Reputation
• Optimize your LinkedIn profile for your customer, not for a recruiter
• Emulate your buyer, but not in an authentic way.
• People buy from people they know, they like, they trust
• The buyer needs to see himself herself in you
• If you suck offline you will suck mor e online.
• We don’t have a choice.
• If you want to be relevant to your buyer, you have to be where your buyer is, engaging in the channels your buyer is in.
• If only 3% of cold-calls work, then why are people just doing more of it?
• The modern buyer is digitally-driven, socially-connected, mobile with multiple devices, and empowered
• When sales teams are given these tools, they too think it’s more fun than cold calling
• A fool with a tool is still a fool
• ABC – Always Be Connecting
• Your network is your net worth
• Socially surround the buyer, the buying committee, and their sphere of influence
• LittleBird
• How can we help the customer, and how can we serve the customer, not how can we sell to the customer
• My job was never to sell; it was to get the buyer ready
• Content is the currency of the modern sales professional
• Get down with OPC – Other People’s Content – to share
• I’m using the social selling buzz to have a bigger conversation around transformation of a whole industry
• The art of a LinkedIn invite
• There are 18 million students and only 100 colleges and universities that offer a curriculum about how to be a professional salesperson
• I see a world where the territory models are blown up and deconstructed
• People buy from people they know, they like, they trust
• Why are we assigning accounts based on zip codes and the alphabet, not the strength of relationships?
• Compensation models based on who touches, services the customer and creates customer advocacy
• Today people are paid the same commission check whether the customer is a Positive Patty or a Negative Nancy
• @jill_rowley
• jillrowley.com
• Just Google her.

Mind = Blown