What’s Your Walk-Up Song? Five Tips for Developing Your Personal Brand

Posted by Kyle Heller on Tue, Feb 23, 2016

At the breakfast table last week, I sat and smiled, enjoying the excitement in the air as my two young sons discussed the upcoming little-league baseball season. After a break in the conversation, my 7-year-old turned to me and said: “Daddy, you know how when we go to the Giants’ games and the batters walk up to different songs? Do you think they get to pick their songs? I think they do. I think they pick a song that tells us about who they are, since we don’t really know them that well.”


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Social Branding: If You Build It, They May Come, but If You Earn It, They Will

Posted by Brandon Mills on Tue, Feb 16, 2016

This is the second post in a series based on a ZS social selling survey of 125 sales leaders.

Last week, Ashish Vazirani introduced the “Six Building Blocks of Social Selling” along with some initial insights from a recently completed survey that ZS conducted with 125 sales leaders across various industries, including high-tech and telecom. In this post, I’ll focus on “social branding,” which is probably the building block with the lowest barrier to entry, but it’s essential that sales reps get it right in order to successfully drive productive social selling behavior.


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The Six Building Blocks of Social Selling

Posted by Ashish Vazirani on Tue, Feb 09, 2016


Many sales organizations now are engaged in some form of social selling, and as I’ve written and spoken about this topic over the past several years, one of the common questions raised by sales leaders is, “How should we get started?” To understand how to answer this question, it’s appropriate to gain some context, so as good consultants, we said, “Let’s gather some data.”


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Social Selling: An Old Dog With New Tricks

Posted by Ashish Vazirani on Fri, Mar 13, 2015

I have written and presented on the topic of social selling, but my voice is just one among many and it seems that often these voices are not in harmony. I find that many people often confuse social selling with social media, thinking it is a relatively new phenomenon. But the truth is social selling is as old as the concept of sales itself. The fundamentals of effective selling remain the same. Empathy, relationship building, active listening, providing insight and reinforcing value are essential. New collaboration platforms and virtual communities haven’t changed the rules of engagement, but they have changed the tools of engagement. Social media channels are merely another way for salespeople to exhibit these behaviors. B2B sales coach, speaker and author S. Anthony Iannarino, thoughtfully reminds us, “It’s never good to overpromise and under deliver. But that is what social selling has done. It has been offered as the panacea to all the problems that ail sales organizations, and in doing so, the case has been greatly overstated.” If selling hasn’t changed, what selling skills should we emphasize that will be enhanced by the new social media?


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Multi-Threaded Sales with Social Media: Three Ways to Get Started

Posted by Ashish Vazirani on Thu, Jan 16, 2014

I recently heard Joseph Pine speak about his book The Experience Economy, in which he suggests there is a hierarchy of economic value: commodities, goods, services and experience.


In a business-to-business environment, the idea of experience may be synonymous with solutions: the combination of products and services that addresses a customer’s business needs in a way that is engaging and allows the customer to achieve their business goals.


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