How to Get Salespeople to Join the Conversation

#inbound2013

How to Get Salespeople to Join the Conversation

M. Jeffrey Hoffman, President & CEOMJ Hoffman and Associates @mjhoffman

1 Salespeople Defined2 Discoveries3 Recommendations4 Closing

AGENDA

SalespeoplePossess unique qualities that make them good at what they do

INHERENT GAP BETWEEN THE TWO

Different qualities are required to successfully embrace and leverage social

Social Salespeople

Why Sales People are Unique

Don’t like to share

Inherently neutral

Prefer day-trading to long term investing

Natural quarterba

cks

RemedySalesperson

Don’t like to share

Make it a contest

RemedySalesperson

Don’t like to share

Make it a contestGive them the numbers

Day-traders versus

long term investors

REMEDY: Give them the numbers. 

RemedySalesperson

Don’t like to share

Make it a contestGive them the numbers

Day-traders versus

long term investors Ask them to write a Blog about why they joined the company

Neutral opinions

Don’t like to share

Make it a contestGive them the numbers

Day-traders versus

long term investors Ask them to write a Blog about why they joined the company

Neutral opinions

RemedySalesperson

Natural “Quarterback”

Turn them into a “Captain”

#inbound2013

Seek first to understand- Dr. Stephen Covey

CONTACT USMJ Hoffman and

Associates, LLC.60 State Street – 7th FloorBoston, MA 02109

617-371-2905 www.mjhoffman.com @mjhoffman