Selling in Asia with Tom Abbott: Recent Episodes
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If you’re not yet the master of your social selling strategy, 2023 is the time to do so. With more customers online than ever, you can’t afford not to take advantage of every lead generation opportunity. Leading on from our last podcast episode about the current challenges of prospecting and tips for generating more leads, Tom Abbott will be jumping straight into several ways you can supercharge your social selling strategy to take the year -and your targets- by storm.
What is Social Selling?Social Selling is a lead-generation technique salespeople use to directly interact with prospects via social media platforms like LinkedIn, Facebook, Twitter, Instagram and so forth.
While Social Selling has made sales a lot more accessible than types of traditional Selling, it still requires more than luck.
So while it’s clear that social media has changed the way customers buy, have you changed the way you sell?
If you still need to establish a social media presence, it’s time to get started with these 9 tips.
But if you have already started, are you taking the right approach?
Let’s find out below.
If you want to take your sales skills to the next level and learn how to master the entire sales process, join SOCO Academy and get certified in SOCO Selling.
How to Supercharge Your 2023 Social Selling Strategy1. Solidify your ICPFirst, I want you to think about the following:
Who do you serve, who do you help, and who do you support?
I really want you to think hard about who’s that person on the other end of the phone.
Remember, not everyone is your customer. Actually, only a few people are your customer.
To establish your ideal customer profile (ICP), hop onto a platform like LinkedIn, generate lists of those people and start going after them.
To get started with an idea of who your customers really are, simply look at your past client records.
Ask yourself: Who are the companies we tend to sell to most frequently, most successfully, and with the largest deal size?
- Determine Where to Find Prospects OnlineNext, you need to find out where your ICP mainly hangs out online and establish a strong presence on these platforms.
Your ideal customer might be on any or all of the following social media platforms:
- YouTube
- Clubhouse
Now that I’m using the right platforms, I’m reaching the rightpeople. My company has thousands of followers on Facebook,thousands of connections on LinkedIn, and hundreds of followers on Twitter.
– Tom Abbott, author of Social Selling
It’s crucial to identify your prospective audiences’, preferred platforms, and the most effective language to use on each one.
Otherwise, you’ll invest much time and effort into launching social media initiatives on a particular platform.
Only to discover that your target customer isn’t active on that platform, ultimately wasting your time.
- Get the Positioning RightNowadays, prospects have access to more messages than ever.
They know that more choices are available now than at any time in history.
They’re still looking for answers, but figuring out which solution is right for them is challenging.
Where’s the best place to hide a dead body? Page two of Google.
To position yourself as the ideal solution provider, you’ve got to stand apart from the competition by proving your expertise.
The way to achieve this is to establish yourself as an authority, a thought leader and an expert in your industry.
Ways to do this online include:
- Sharing valuable content (gated or not)
- Engage with everyone (comment, like and share!)
- Be consistent with posting, interacting and connecting
- Prepare the perfect profile
-
Optimising your website for search (SEO)
-
Master Presenting Yourself on Social MediaNo one cares about us. No one cares about you.
If you check out my posts on LinkedIn, they’re very rarely self-promoting at all.
It’s about issues of the day that are important to my followers.
When you’re trying to present yourself differently from your competitors, it’s essential to keep in mind that you are one of the thousands of people
who are doing and saying the same thing.
It’s about wearing your expertise and authority rather than a suit and tie. A lot of people who come from a corporate background see social media
as if it’s an extension of their webpage.-Tom Abbott, CEO of SOCO Sales Training
At first, I posted these motivational quotes. But why would anyone follow me when I’m just posting motivational quotes?
So then, I started composing posts that engaged my audience and revealed my personality.
There are enough customers for everybody, and there’s enough room for you -you just have to give people a reason to choose you.
5 Serial Social Selling Mistakes (& Solutions)1. Using the Wrong Social Media PlatformWhat happened to me when I first got started with Social Selling is that I was overexcited. I tried out a lot of platforms at once.
I started posting more on Twitter. But what I realized was that Twitter was more of a broadcasting tool. A broadcasting platform more for news, instant messages, and updates.
Consequently, it was difficult to actually zero in on and connect with my ideal target client. I wanted to create meaningful discussions, but the platform didn’t yield the results I wanted.
- Failing to Reach a Large Number of the ICPThere’s no point working hard on messages no one will ever see.
Drop an email or a WhatsApp message to your top 10 customers and ask them,
“Hey, I’m curious; what’s the best social media platform to connect with you? Which do you prefer?”
Just sit back and listen to them. If you get about six out of 10 veering towards one platform, there’s your market research; there’s your answer.
Double down. Go hard. Go deep on that platform. Narrow but deep. Focus on a particular platform and start building your platform and your audience.
- Avoiding VideoStart thinking about posting videos on LinkedIn.
Videos do great, and they have a higher click-through rate than photos and even more than text.
If a picture is worth a thousand words, a video must be worth a million.
– Tom Abbott
So if you’ve got any videos, just little question and answer stuff, quick tips like 30, 60, 90-second tip videos – post those on LinkedIn as well, they get a lot of engagement.
Now, before you say, “Tom, I don’t have the time or effort to produce high-quality video content.”
Anybody with a handphone can do a little selfie video these days!
- Not Personalising MessagingMost people send generic connection invitations online, simply pasting in their e-mail addresses and clicking the Connect button.
Yet, if you actually want to stand out from the competition and avoid looking like a spam account, you must personalise your message.
Tell the prospect how you know them (for example, through a mutual connection, association, industry, etc.), why you want to connect with them, and how you might add value.
Warning: please do not try to sell in the connection request!
Do not pitch and do not hard sell in the contact message. It’s a common pet peeve for prospects when the first thing salespeople do is send a flurry of PDFs about services and products.
- Not Keeping Up with Industry TrendsYou can just go on LinkedIn and see trending topics and hashtags.
Instagram and Twitter are the same. You can see trending hashtags. So you’ll see what some common topics are.
You can even put in some of these niche topics you’re thinking about on LinkedIn and Instagram and see how many or how few posts come up.
That way, you can see who’s talking about those topics in your space.
Click on the hashtag, see who’s talking about those topics, and start engaging in conversation with them, like their posts, comment on their stuff, connect with them, and build relationships.
Final Word: Gain the skills to demonstrate your expertise & generate leads onlineWant to generate leads with the help of social media?Join our Social Selling Mastery training and you’ll get access to not only our complete Social Selling course, but also our bonus LinkedIn Outbound mini course. Inside you’ll learn how to use social media to position yourself as the ideal solution provider for your prospects and gain access to proven LinkedIn scripts that will help you book more meetings with prospects.
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With things slowing down worldwide, one thing is (or should be!) on every salesperson’s mind, “how do I generate more leads?” Nobody knows what will happen in the future, so no matter what, your pipeline needs to be full. Listen, watch or read as Elaine Brindamoor, COO at SOCO Sales Training, joins Tom Abbott, CEO at SOCO Sales Training to discuss the current challenges of prospecting and 3 simple tips for generating more leads in uncertain times.
Why It’s Hard To Generate LeadsThe simple fact is while we can forecast and estimate, we still don’t know what the future will hold.
What we do know, though, is that there is some uncertainty. We know that we have just come out of wo years of chaos, craziness, and a slowdown for many because of the pandemic.
Now we’ve got worldwide geopolitical issues, supply chain issues, and inflation. There’s a lot happening, and many of your customers might be cautious.
Many are using the “wait and see” approach and aren’t exploring ways to increase their expenses. In fact, they may be cutting back, scaling things back a little bit, or possibly delaying purchases.
What Every Salesperson Should Do Now So what you all need to do right now is to realize that if you sit back and wait for the phone to ring, for the emails to ding and for leads to come in from your website, you may be waiting a long time.
The future’s uncertain, but if you’ve got the right attitude and the aptitude, the future is something that you can control despite challenging economic times.
Tom Abbott, CEO SOCO Sales Training
That’s a very passive approach to prospecting. It’s sitting back with a hope-and-pray approach, so what we encourage everybody to do is, rather than be reactive when it comes to filling their pipeline, to have a more proactive approach to prospecting.
How to Generate More Leads 1. Mine your DatabaseMine, your database. You probably have hundreds, if not thousands, of leads in there. Hot, cold, warm, past, present, won and lost. You have a lot of opportunities and a lot of contacts in your database right now, so I would encourage you to go through them.
Now we can’t guarantee an outcome. We can’t guarantee results. You can’t guarantee that you’re going to hit the target or close X number of deals, but you absolutely can guarantee and control the number of people that you reach out to and the number of times that you reach out to them and how you do that. Here’s how:
Reach Out to Past CustomersStart with people that you’ve sold to in the past.
These would be the low-hanging fruit, the most accessible people you could sell to. You could go after them and say,
“Hey, thanks for working with us last (quarter, year)
Is this a good time to talk about X, Y, and Z for X quarter?”
Just a short and sweet email, LinkedIn message, voice message, or video message.
Win Back Past Lost CustomersThen you want to go after your past lost customers.
Now you might be asking why I would go after people who rejected me?
Well, they didn’t reject you per se, but maybe they rejected the opportunity at that time.
In sales, “no” means,
- Not yet
- Not sure
- Not ready
- Not convinced
- Not the right time
- Not the right alternative
Well, things change. If you were working on an opportunity last quarter or last year, for example, and it just, for whatever reason, you lost to a competitor, check in with them.
How’s it going with them? There’s a good chance that they’re not doing well with their current solution.
This is a great opportunity for you to demonstrate to them (respectfully) that they made the wrong choice by not going with you, and they have a chance to write the wrong by actually working with you.
Overall, you’ve got a good chance because they already are familiar with you and things change.
Follow-Up with Unresponsive ProspectsHow often have you got a lead that says their needs are urgent and pressing, often asking things like, “Can you send me a quote by 5:00 PM today?”
Then you never hear from them again. They’re hard to reach. So you drop them because they’re unresponsive. So this is a wonderful exercise in updating your database. Send out a few emails, and see if they bounce back.
It’s good news when you reach out to an old contact, and they’re not there anymore for two reasons.
- You’ll be able to find out who their successor is at that old company. So now you have a new contact, and guess what?
- You can also find out where that old contact is now.
By doing this simple exercise, you can double your pipeline.
- Start an Outbound CampaignIdentify an Ideal Customer ProfileNot everybody’s your customer. Very few people are your customer.
You need to zone in on your ideal customer profile to increase your leads.
You need to identify your ideal customer profile, hop onto a platform like LinkedIn, and start generating lists of those people and going after them.
LinkedIn is a wonderful tool to do this on your search, or advanced search or sales Navigator can get even more specific.
To get started, look at your past records; who are the companies that we tend to sell to most frequently and, most successfully, with the highest deal size?
Use LinkedIn to ConnectBut you’ve got to be clear on the ICP, the industry, the companies you want to target, and the specific roles and job titles within those companies.
Who are the people that you tend to sell to? What’s that level of seniority or that job role or function that’s an ideal fit for you?
You make that list, and then you start reaching out to those people on LinkedIn, make sure you’re connected with them first, and then start building conversations with them.
- Master the 4 M’s of ProspectingThe four M’s of prospecting are:
Market: The first M is you’ve gotta be clear about the market. Who am I going after?
Medium: Then you’ve gotta look at the medium. So what’s the medium or the platform that I’m gonna use to reach them?
Message: Then you’ve got the message. Okay, so how, what do I actually say in a way that gets them interested, curious, and prompts them to respond to you? Because you can get the first two right and mess up on the messaging, you’ll never hear back.
Momentum: the fourth M is momentum. What’s the momentum, the cadence, the sequence, the timing, the pattern, the flow of the communication. How often and how long do you try to reach out to these people before you drop them and move on to other opportunities?
Final Word: Take Control of Your CommissionGain The Skills To Keep The Pipeline Full.SOCO’s ‘Prospecting Power: Keeping the Pipeline Full’ course aids reps in developing the skills needed to find their ideal customers, craft emails that trigger favourable responses, perfect phone skills and apply an omnichannel approach that delivers real results.
Join today to start gaining the following skills, knowledge and prospecting strategies to start hitting your quota tomorrow.
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If you want to take your sales skills to the next level and learn how to master the entire sales process, join SOCO Academy and get certified in SOCO Selling. In this current economic climate, with looming recessions, a cost of living crisis and continued post-pandemic recovery, companies now more than ever need to be focusing on …
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If you’re a sales leader, sales manager, or director responsible for bringing new reps on board and training them up to their maximum capability, this episode is for you. There’s nothing worse than hiring a superstar sales rep and not giving them all of the tools they need to hit the ground running. Listen, watch …
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If you want to take your sales skills to the next level and learn how to master the entire sales process, join SOCO Academy and get certified in SOCO Selling. Your resume, CV or LinkedIn profile is almost like a company brochure. It’s the marketing that attracts people to you. Maybe they either reached out …
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For international sales expert Tom Abbott it’s been quite the ride for the past 20 years. Keep reading discover what it took for Tom to go from a one-person show doing pretty much everything to one of Asia’s leading sales training brands with a team behind him. Also read: How To Build High-Performance Sales Teams …
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There’s no argument that the world of sales has changed in the past couple of years, but most are still wondering, “how much of this change is permanent?” The simple answer is all of it. We don’t see things going back to the pre-pandemic stage, so it’s just a matter of how fast we can …
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Unsurprisingly, you’re not the only salesperson trying to connect with prospects on LinkedIn. As the professional platform continues to rapidly grow on its 800 million users (including plenty of large outbound operations), our competition for attention is growing. Too many leads now receive the same obvious sales messages – and are becoming more suspicious and …
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While Rev Ops just sounds like a buzzword used to emphasise the need for growth – it’s actually quickly changing how companies approach revenue, and in turn, becoming a significant focus for many. Growth no longer looks like a funnel; instead, it’s a wheel centred around getting customers, engaging them, and then delighting them to restart the …
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In this episode of the Selling in Asia Podcast, Tom Abbott sits down with Dr Christopher Croner, the Principal of SalesDrive, LLC – a firm specialising in selecting and deploying high-performing salespeople. Join them as they discuss how to identify drive in sales candidates. In particular, the three elements of internal “drive” set these top-performers apart from the rest. …
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In this episode of the Selling in Asia Podcast, Tom Abbott sits down with Jason Bay, Chief Prospecting Officer at Blissful Prospecting, to discuss why prospecting is still so important in today’s sales landscape. So get ready for an episode dedicated to discussing everything and anything related to cold outreach, whether that’s cold emails, cold calling, sequencing, …
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In this episode of the Selling in Asia Podcast, Tom sits down with Founder & CEO at Workmate Mathew Ward to discuss how to lead remote sales teams. Particularly how to identify the traits of great salespeople that Mat recommends looking for when hiring, so join them as we gain a glimpse inside what it takes to build …
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การขายลักษณะแบบท้าชิงคือหนึ่งในสี่ลักษณะที่อยู่ในหนังสือการขายแบบท้าชิง (Challenger Sale) นี่คือ 5 ปัจจัยหลักในการขายที่คุณสามารถใช้ในการพัฒนาเทคนิคในการขายของคุณได้ ผมได้กล่าวถึงรายละเอียดเกี่ยวกับวิธีการขายแบบท้าชิง (challenger sales methodology) และวิธีใช้เทคนิคการขายแบบท้าชิง ยังอ่าน: กลยุทธ์การขายโดยการเล่าเรื่อง การปิดการขายแบบสรุปเอาเอง วิธีการดำเนินการประชุมการขายให้ดี – เคล็ดลับการขาย ลักษณะของพนักงานขายที่จะชนะใจลูกค้า หนังสือ Challenger Sale ตีพิมพ์ เป็นครั้งแรกไม่ถึงสิบปีที่ผ่านมา ก็กลายเป็นประเด็นที่คนพูดถึง เพราะว่าหนังสือเล่มนี้มีจุดยืน ขวางโซลูชันและวิธีการที่ องค์กรทั่วโลกใช้ ถ้าคุณไม่ได้อ่านหนังสือเล่มนี้ ผมจะบอกใจความสำคัญ ที่คุณสามารถนำไปใช้พัฒนา เทคนิคการขายของคุณได้ หลักการของ Challenger Sale เริ่มจากการระบุ นักขายทั้งห้าประเภท ซึ่งประกอบไปด้วยนักทุ่มเท นักสร้างความสัมพันธ์ นักฉายเดี่ยว และนักแก้ปัญหา และสุดท้ายคือนักท้าทาย นักทุ่มเทจะมี แรงบันดาลใจและ ความตั้งใจที่จะไม่ยอมแพ้ พวกเขาชอบฟังฟีดแบคและ สนใจวิธีการพัฒนาตนเอง นักฉายเดี่ยวจะทำตามสัญชาติญาณ ตนเอง และจัดการได้ยากแม้ว่า พวกเขาจะสามารถให้ ผลลัพธ์ที่น่าพอใจก็ตาม พวกเขามักมีความมั่นใจในตนเอง นักสร้างความสัมพันธ์เป็นตัวแทนขาย เชิงให้คำปรึกษาทั่วไปที่ ถามคำถามเยอะและมุ่งเน้น …
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We all know that salespeople are busy juggling scheduling appointments, replying to quotation requests, and meeting with prospects – but how can we improve? In this expert interview, Tom Abbott sits down with friend and productivity expert Colin Boyd. Join them as they discuss three ways to be more productive in our days and increase sales …
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A job in sales is often one of the most in-demand and least filled positions. So if you’re considering starting a career in sales and are looking for a job that lets you meet lots of new people, often allows flexibility to set your own hours and the chance to make more money the better …
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Dependent on where you are, it’s been a long while since we’ve had any real freedoms to socialise properly (remember crowds anybody?), which is precisely why the exclusive invite-only app Clubhouse has skyrocketed in popularity since launching in April last year. For those not in the know, the Clubhouse app is becoming more mystifying by …
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In this episode of the Selling in Asia podcast, Tom Abbott sits down with Vishal Salunkhe, Head of Sales Operations & Enablement of Carousell, to discuss utilizing data insights for effective sales leadership. Vishal is a seasoned Sales Operations Leader and expert of Business Operations & Commercial Effectiveness traversing across several industries; Software & IT …
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It’s almost the end of 2020. What a year, right? It’s a fact that everyone has had to evolve in response to Covid19, so it’ll come as no surprise that Sales Professionals are now required to adapt their negotiation skills to our ever-changing environment. As a Sales Professional, you already know that the best negotiating …
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In this episode of, Selling in Asia, Tom Abbott sits down with Steve Simpson, an Author, Change Agent, and International Speaker who works with companies to transform their workplace cultures – to discuss the impact of company culture on performance. “If your workplace culture could become as good as you wanted it to be: Would …
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Be adaptable, flexible, and agile. Andrew Bryant, Self-leadership Author & Thought-Leader In this episode of Selling In Asia, we sit down with Andrew Bryant to discuss one of the hot topics of the year: leading and managing in 2020 and beyond. During our discussion we talk about managing remote teams, adapting to the “new normal”, …
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In this episode of the Selling in Asia podcast, we are excited to have Dr Marshall Goldsmith. Marshall is an executive leadership coach and NYT Bestselling Author to discuss how leaders should coach their sales team. Join Tom and Marshall as they discuss the 6 question coaching process, what leaders need to do to help their team during …
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In this episode of Selling in Asia, Tom Abbott sits down with Spencer Waldron to discuss how to craft highly engaging virtual sales presentations. Spencer is Director of Global Brand Communications for Prezi – Where he masters the art of helping others communicate visually through storytelling and video. He is, of course, an expert in …
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In this episode of Selling in Asia, we get a front-row seat to the experiences of our Sales Representatives Huan Song and Trista McIver’s use of applying the BANT methodology to qualify leads in real-life selling situations. Huan Song is a SOCO Certified sales trainer, blended learning coach, and curriculum designer. Whereas Trista McIver is …
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In this episode of Selling in Asia, join us as Tom Abbott sits down with Mark Kilens from Drift to find out the best conversational sales practices, how to speed up the qualification process, and to take a sneak peek at Drift’s Revenue Acceleration model. Mark Kilens is Vice President of Content and Community at …
Revenue Acceleration Using Data and AI with Mark Kilens from Drift Read More »
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In this episode of the Selling in Asia podcast, we discuss what makes an effective modern sales leader sales and what factors it takes to manage a sales team effectively. Don’t hesitate to join our host Huan Song as he highlights key teachings from Tom Abbotts chat with Elizabeth Frederick from Criteria for Success. Key …
The Modern Role Of The Sales Leader Read More »
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In this episode of the Selling in Asia podcast, Tom sits down with Carol Fong, Regional VP, Commercial Sales team at Salesforce in Singapore, to discuss the increasing importance of digital tools in building business resilience in times of crisis. So join us to find out how data can help you to make better business …
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In this episode of the Selling in Asia podcast, Tom sits down with Ashley Galina Dudarenok, China Marketing Expert & Founder of Alarice & ChoZan to discuss how live streaming is changing sales professionals’ roles in China during times of COVID and beyond. Join them as they mull over everything related to the live streaming …
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In this episode of the Selling in Asia podcast, Tom Abbott sits down with Leza Klenk, Founder, and CEO of beauty tech company Spendless, who operate in more than ten countries. Join their discussion about the key to entrepreneurship and growing your business through networking. Being able to create impact means I can set a …
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In this episode of the Selling in Asia podcast, I had a chat with my friend Natalia Wiechowski recently on a LinkedIn live to talk about how Social Selling to generate leads is more important now than ever before and how to use it to sell during this COVID era of limited in-person selling. Enjoy …
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Tom recently did a Facebook live packed with great content with Venu Bhagavan and while the Facebook live was a lot of fun, the audio we captured of Venu wasn’t very good so we have Huang Song standing in to ask Venu’s questions. In this episode, we discuss: Which positions at companies need to learn …
Selling During Covid-19 And Beyond Read More »
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In this episode of the Selling in Asia podcast, Tom sits down with Dr. Natalia Wiechowski to discuss how to use LinkedIn to build your brand, sharing tips from her new book, Personal Branding with LinkedIn: The Think Natalia Method. Don’t miss out; join Tom and Natalia as they mull over topics such as: Why sales reps need …
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In this exciting episode of the Selling in Asia Podcast, Tom sits down with Andy Culligan, chief marketing officer at Leadfeeder – The web app increases your sales intelligence by integrating sales and marketing data. Don’t miss out on this episode as they discuss the importance of marketing and sales working in tandem to improve prospecting, …
How Sales And Marketing Increase Revenue Together with Andy Culligan Read More »
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In this episode of the Selling in Asia podcast, Tom Abbott sits down with Donald Kelly, Founder and Chief Sales Evangelist at The Sales Evangelist Consulting Firm to discuss how to get the right mindset for sales. Join them as they discuss competitiveness in sales, the most common problems sales reps face, what sales rep can do right now …
The Right Mindset for Sales with Donald Kelly | Competitiveness In Sales Read More »
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In this episode of the Selling in Asia podcast, Tom Abbott sits down with Steve Benson Founder and CEO of Badger Maps. A time management software that helps sales reps optimise their routes and be on time. He was Google Enterprise’s top sales executive in 2009 and is the host of the Outside Sales Talk …
Adapting To The New Normal In Sales with Steve Benson Read More »
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When things slow down, sales can get tough. Really tough. But it’s not the time to slow down; it’s the time to adapt. Here are 6 tips on what you need to do right now to sell during a recession or face slowing down. 1. Stay Motivated Number one, you’ve got to stay motivated. That …
How To Sell During a Recession | 6 Expert Sales Tips Read More »
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When the economy starts to slow down and the number of leads coming in drops and the number of prospects signing up decreases, many companies look at lower expenses. It’s always wise to run a lean company. However, the most innovative companies know that a downturn is the right time to increase spending, particularly on …
3 Reasons Why Training Is More Important During A Downturn Read More »
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This episode is taken from a webinar delivered by one of our trainers, Huan Song, for a group of sales professionals. Digital networking is more important today than ever before with physical distancing in full effect. In this episode, Huan Song will share how you can get started at networking online. In this episode we …
Digital Networking – Build Connections Online Read More »
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Almost all teams worldwide are now working from home. However, while there are many perks like more time with the family and less time wasted commuting, many leaders and companies are scrambling to adapt to managing this new situation. In this episode of the Selling in Asia Podcast, Tom Abbott discusses how to keep staff productive …
Managing Teams While They’re Working From Home Read More »
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I know many of you out there are struggling, feeling down and unmotivated. Things aren’t easy now, but it will get better. The thing is, waiting for things to get better is not the answer, here’s what is. Learn how to stay motivated in tough times with SOCO Academy’s Attitude Advantage course. Take care guys!
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In this episode of the Selling in Asia podcast, Tom sits down with Geana Barbosa, the Head of New Business Asia at LinkedIn Sales Solutions. Join them as they discuss how to start selling on LinkedIn, how sales professionals can navigate the ever-evolving sales landscape with LinkedIn, as well as practical tips for creating, building …
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What do you do when your customer says they only have a budget of $2,000 (or so they say) – and your product sells for $2,500? You know they’ve just hit you with the dreaded price objection, so what do you do? Do you drop the price to $500 to match their budget and give them a discount? …
Cheap Buyers? How To Deal With Low Budget Customers In 6 Steps Read More »
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I recently spoke at a regional sales meeting in Cambodia for a multi-national company, a no.2 company in their industry. With team members gathered from across Asia, I shared with them what it takes to get to the top. Sure passion is good, but there’s a better alternative to passion. In this episode, I discusse …
Why You Don’t Need Passion To Sell Read More »
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Let’s face it, large events with gatherings of hundreds or thousands of people that I typically speak at aren’t happening right now, especially not in Asia. But you know what, we’re doing fine. It’s times like this that our e-learning platform SOCO Academy booms and our online coaching and training overtake our in-person engagements. With …
Adapting To A Virus Outbreak Read More »
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Also read: 5 Small Biz Sales Myths Debunked Out Of The Box Networking with Kerrie Phipps Some crazy things are happening in Asia right now with the virus going around. Travel has dropped drastically, people are avoiding going out as much and projects are being postponed. In this episode, we discuss how to make full …
Got More Time On Your Hands? Do this. Read More »
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While delivering a talk on Grit for a regional sales team in Cambodia last week, someone in the crowd asked me, besides grit what is the 2nd skill a salesperson needs to attain in order to be successful in sales. Here’s my answer. Fine tune your sales process with SOCO Academy.
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Remember that prospect that you met with last week? You know, the presentation that you did? In this episode of the Selling in Asia Podcast, Managing Director Tom Abbott discusses the five reasons why you’re not closing that deal! Also read: 15 Top Sales Closing Techniques To Increase Close Rates 1. Your Attitude! When you …
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In this episode of the Selling in Asia Podcast, Tom sits down with Eugene Seah, a two-time MDRT recipient and NLP (Neuro-Linguistic Programming) Life Coach. Join them as they discuss how to achieve MDRT status, how to prospect, and what to look for when hiring a salesperson. Also read: 10 Key Principles of Achieving Customer …
How To Prospect Like An MDRT Achiever Read More »
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Too many companies think they have a marketing issue, when in fact they have a sales issue. Yes, sometimes there is room for marketing to improve, but what I like to look at is are those leads being handled effectively? Or are they being wasted on untrained reps? In this episode, Tom Abbott uncovers the …
It’s Not A Marketing Issue, It’s A Sales Issue Read More »
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Why is it that some sales professionals consistently outperform others? In this episode of the Selling in Asia Podcast, Tom Abbott sits down with Jim Cathcart to discuss what it takes to succeed in sales. Jim Cathcart is a sales expert, hall of fame speaker and author of ‘Relationship Selling’. Join their discussion to find …
What It Takes To Succeed In Sales with Jim Cathcart Read More »
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You know what? It’s easier to sell something expensive rather than something cheap. Now, this is important because too many people think they need to offer the lowest price or give significant discounts to get deals, but the opposite is true. In this episode of the Selling in Asia podcast, Tom Abbott explains precisely why …
Quick Tip: Why it’s Easier To Sell Something That’s Expensive Read More »
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In this episode of Selling In Asia, Tom sits down with Sea Yen, the regional head of sales from Spotify, to discuss the topic of how to hire salespeople. Specifically, professional traits to look out for, interview questions, the onboarding process, crafting a winning sales mindset, and how to deal with sales slumps. Sea Yen …
How to Hire Salespeople with the Regional Head of Sales at Spotify Read More »
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The world of sales is continuously evolving. What worked in the past doesn’t work anymore and is precisely why sales professionals need to keep on ‘upping their game’. In this episode of the Selling in Asia Podcast, Tom Abbott recently met up with friend and customer service expert Ron Kaufman from Uplifting Service. Join them …
How Sales Reps Can Use Service As A Differentiator with Ron Kaufman Read More »
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The new year is right around the corner, and whether you believe in new year resolutions or not, I hope you’ll start the new year with the attitude to make 2020 your best year yet. The new year is right around the corner, and whether you believe in New Year’s resolutions or not, I hope …
Quick Tip: Why You Should Have A New Year’s Resolution Read More »
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In this episode of the Selling in Asia podcast, Tom Abbott sits down with two SOCO customers, Cynthia and Tommy from the blockchain start-up and crypto trading simulation AltCoin Fantasy. Join them as they discuss what small businesses can do to learn how to manage remote workers effectively. As well as what to look for …
How To Manage Remote Workers Effectively With AltCoin Fantasy Read More »
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I get asked this all the time from sales leaders I work with: How do I motivate my team? They tell me the team seems demoralised and some of them might be looking for new jobs. What can I do? In this episode, we find out what drives sales professionals which will help leaders understand …
Quick Tip: What Motivates Sales Professionals Read More »
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In this Selling in Asia podcast, Tom sat down with a friend and fellow keynote speaker and advocate of human connection Simone Heng. Join them to discuss why human connection is so important right now and how it can help sales professionals connect with their customers on a deeper level to build lasting business relationships. …
How To Use Human Connection To Build Lasting Customer Relationships Read More »
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In this episode of the Selling in Asia podcast, Founder Tom Abbott sits down with Collin Stewart from the Predictable Revenue Podcast to discuss how to build an outbound sales team. As the Co-CEO of Predictable Revenue, Collin and his company specialize in setting up outbound sales teams for businesses. He’s a champion for ‘Salespeople …
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While I was in Vancouver, Canada recently I met up with fellow podcaster Collin Stewart from the Predictable Revenue Podcast to talk about outbound sales and what it takes to qualify prospects. In this episode, we talk about different qualifying criteria and methodologies including MEDDIC and BANT. Tune in next week where we share what …
What It Takes To Qualify Prospects with Collin Stewart Read More »
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The Importance Of Comparing Sales Qualifying Methodologies When leads are qualified properly, less time is wasted on people not likely to buy from you, so you can hone in on the ones who are. This is why sales qualifying methodologies are imperative to your strategy. I recently met up with Collin Stewart from Predictable Revenue, …
Sales Qualifying Methodologies – Comparing BANT MEDDIC and MEDDPICC Read More »
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It’s not uncommon to see salespeople everywhere leading with ‘I give the biggest discounts, I have the lowest price, I will give you a good deal’. They do and say all of this because they don’t know how to differentiate from the competition. But really, no one is going to buy something no matter how …
Quick Tip: Don’t use Price to Differentiate Read More »
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Also Read: How to Create a Sales Playbook For Your TeamHow to Scale Your Sales Team7 Ways to Motivate Your Sales Team to Reach TargetsSales KPIs to Track My team’s not hitting targets, what do I do? That’s a question I got asked the other day by a sales leader I work with. She tells …
Quick Tip: How To Help Your Team Reach Targets Read More »
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The other day the LinkedIn app on my phone just started blowing up with messages. People were saying ’congrats’, congratulations! Way to go! And I’m like What’s going on? Turns out LinkedIn had shared my 20-year milestone at SOCO Sales Training. It’s been 20 years since I started this company! It’s been quite the ride …
Lessons from 20 Years in Business Read More »
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For anyone just out of school or considering a career change, it is hard to go wrong by choosing to work in sales. There are few jobs that will offer you the chance to earn a good income based solely on how hard you work and your determination level while giving you the opportunity to …
Why Everyone Should Work in Sales at Least Once in Their Life Read More »
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In this episode of the Selling in Asia Podcast, Tom Abbott explores how to overcome objections from satisfied prospects. “How do I get customers already signed up with my competition, to sign up with me?” – in this excerpt from a sales training Tom provided, he shares how to do just that. Also read: A …
Quick Tip: How To Overcome Objections From Satisfied Prospects Read More »
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In every organisation, you’re going to find a combination of good and bad salespeople. Furthermore, I’ve found the key personality traits of successful salespeople that separate the top performers from the bottom. Therefore, in this episode of the Selling in Asia Podcast, I’ll share the traits of good vs bad salespeople. Also read: 5 Reasons …
Good vs Bad Salespeople Read More »
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In this episode of the Selling in Asia Podcast, Managing Director Tom Abbott shares how to get started on creating an effective sales playbook for your team. Why? Because he finds that most organisations don’t use a sales playbook. Furthermore, they have superstar sales reps who outperform the others, while some continue to struggle, and …
How to Create An Effective Sales Playbook Read More »
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In this episode of the Selling in Asia podcast, Tom sat down with Andreea Zoia, a TV Host, ex-model and Confidence Coach, to discuss 5 ways women in sales can become more confident. However, it’s not just for the ladies -men can benefit from these tips too! Because confidence is crucial when it comes to …
5 Ways Women Can Use Confidence To Excel In Sales with Andreea Zoia Read More »
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One of the easiest and cheapest ways to get more clients is to ask your existing ones for referrals. It’s easy, yet most people don’t do this one easy step which is just asking. Today I want you to think about who can you ask for a referral. If you ask 5 people today, I …
Quick Tip: Getting More Referrals Read More »
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In this episode of the Selling in Asia Podcast, Tom sits down with Gabriel Lim, one of the co-founders and CEO of Saleswhale. Join their discussion as they mull over how Artificial Intelligence-powered Virtual Sales Assistants can help sales teams qualify and engage leads like never before. Who doesn’t want more inbound leads and enquiries than you can handle! …
Using Sales AI to Qualify and Engage Leads with Gabriel Lim Read More »
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Small business owners play a lot of different roles inside their companies and being the salesperson is one of them. When speaking to entrepreneurs I hear common misconceptions from them around sales. These ‘myths’ are holding them back from success with their company so in this week’s podcast I share 5 Small Biz Sales Myths …
5 Small Biz Sales Myths Debunked Read More »
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Also read: 5 LinkedIn Outreach Tricks To Generate High-Quality B2B Leads While in Dubai I met up with my friend and fellow LinkedIn advocate, Natalia Wiechowski, to share the LinkedIn tips that you need to be doing if you want to succeed at using LinkedIn to generate leads for your business.
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Networking tips with Kerrie Phipps Connect with people anytime and anywhere. In this episode, Kerrie Phipps share with us some networking tips to helps sales professional connect online and offline. Do talk to strangers. Kerrie Phipps. She is an author of the book, Do Talk To Strangers, despite our parents told us. It’s important to …
Out Of The Box Networking with Kerrie Phipps Read More »
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Sales professionals meet a lot of people, whether it’s at networking events or on sales calls. Imagine for a moment, you run into that person 5 hours or even 5 minutes later. Would you remember their name? Being able to recognise someone you’ve met before and remembered their name is critical for relationship building. It shows that this …
Essential Memory Skills for Sales Professionals with Nishant Kasibhatla Read More »
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In this episode of the Selling in Asia Podcast, Tom Abbott sits down with TV Presenter Andreea Zoia for a Q&A session. Join them as they discuss some of the most significant challenges that sales teams face right now and how having the right sales mindset will benefit a salesperson and your perception of life. Additionally, listen right to …
Mindset Needed to Succeed in Sales – Interview by Andreea Zoia Read More »
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In this episode of the Selling in Asia Podcast, Managing Director Tom Abbott met up with friend Ashley Dudarenok, who is based in Hong Kong and does a lot of work in Mainland China. Join Tom and Ashley as she shares her best tips about connecting and selling in China. Sales are all about connections …
Selling in China with Ashley Dudarenok Read More »
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While Grant Cardone was in Singapore, I sat down with him at his suite at Marina Bay Sands with the view of Singapore’s Central Business District behind us to discuss how to get the mindset to 10x your life, income, and business. Too many people are playing an incremental game, such as, how can I …
Grant Cardone | Grow Your Mindset To 10x Business Read More »
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