For the wants of you who are not familiar with Irish geography, we are south of Dublin surrounded by lovely montane garden view and we have a sea side. So very nice spot to work from. So what are we going to do in the last episode? We’re going to show you different sales tool that will allow you to put the concept that we covered during the previous episode into action. One of the recent conversation I had was with my husband. I was helping him to select the different sales technology that he can suggest to his clients that are moving into remote setup. It’s not an easy it’s not an easy decision to make if you think about the top sales people. Twenty four percent of them recognize their success is due to the sales technology that they’re using. In 82% of them, they feel that using the right sales tool will help them to progress the deal to closure.
Online Tools and Software
So we’re going to start and introduce our guest of today who is speaker and we’re going to start the interview now. Let’s dove in. So today, I’m delighted to be here with Vivica von Rosen, author and the leading expert. She has been named in the Forbes the top 20 most influential list and she’s the co-founder and chief with the beauty of and grace. So welcome, Rebecca. I’m delighted to have you here today with me. It’s my pleasure. I love that. I think you’re in Italy right now.
I’m in Colorado. I’m actually in Dublin, even if you are better. So why don’t we start to introduce yourself and your company? Sure. So I’m of Hondros and obviously we formed Van Groo about three years ago. It was interesting because it was I’ve been in the LinkedIn business for about ten years by that point and honestly was kind of bored and it’s about twenty seventeen. I was like, oh, I can’t say one. I can’t teach one more thing about like then I can’t do one more LinkedIn profile. They go over. I’ve got it. I’m going to be like a personal coach or something like that and ah who’s now our CEO Mario Martinez reached out to a bunch of us and said, hey, I’m thinking about creating an uber digital selling company. And I thought, you know, instead of throwing the baby out with the bathwater, maybe I can join this this new company and and learn from my peers and have a different audience and really kind of revamp. And that’s exactly what we did. So, I mean, it’s been incredible. In the past three years, we’ve grown Van Grasso, we’re the largest digital sales transformation company. We’ve we’ve already taught thousands and thousands and thousands of people how to use LinkedIn. There are selling with LinkedIn and selling the sales navigator and selling with video courses. And we’ve got thirty employees now. I mean, it’s, it’s nuts. I, I never could have seen the success that we’ve had. And so it’s, it’s really exciting again, finally to be able to, to work with sales people and help them use LinkedIn really to find, engage, connect and create real business. And basically our tagline is creating more sales conversations. And that’s really all we help our folks do.
That’s impressive. And talking about LinkedIn and your expertize, why should sales professionals consider of using LinkedIn for social selling? In most cases, your clients are more likely to be on LinkedIn than the other platforms, which is not to say you shouldn’t be using Facebook if your clients are on Facebook or instead if your clients are on Instagram. It really depends where your client base is. If you’re B2B, you most definitely want to be on LinkedIn, but a lot of the a lot of what we teach goes across all the social. But for us it’s kind of be where you’re where your audience is. And now more than ever, the things that we used to do face to face trade shows, face to face conferences, meeting people at Starbucks, on the golf course, all of those different things that we used to do with our with our prospects, with the pandemic and everything going on, we’re sitting at our desks. And so now more than ever, it’s a really great opportunity to utilize a tool with LinkedIn because there’s really no limits. You can depending on how you use the different. Find, engage and connect with almost anybody is just doing it the right way. That’s exactly the point that I wanted to ask you how I mean, how can I, as a sales professional, make an impact in LinkedIn versus the others? So, you know, there’s a lot of things you can do. Obviously, the number one thing, after having the right mindset and realizing it’s going to be a little bit of a time commitment, depending on what level of LinkedIn you get, it might be a little bit of a monetary commitment as a salesperson. But once you’ve got that mindset that, OK, this is probably going to work if I work at the second step is creating a really strong brand.
You don’t want to start reaching out and connecting with people while your profile looks the right. You don’t want to, like, walk around with a bag on your head, essentially going, hey, buy my stuff. Like no one’s going to do that. That’s gross. So you want to make sure that you’ve got a really powerful profile on LinkedIn. And then of what we say is you don’t want it to be a resume. And a lot of salespeople have resume type LinkedIn profiles, but no one cares about you right now yet. What they care about is how you can help them. So we always say make your LinkedIn profile a resource, speak to your buyer. What are their points of pain? How do you solve them? What resources can you give them in the featured in the media sections? What what can you what posts can you share? What content can you share? What what case studies should you upload? What checklist should you upload? Make that LinkedIn profile almost like a sales page that is focused on your buyer and what their needs are. That’s great. Great advice. So I need to check my profile. Going back to a lengthy is the solution selling? What are the basic principle of using LinkedIn as a tool for social selling? Great questions. So we actually take our learners through six phases and I believe every single one of them is important. So we already talked about you got to have the right mindset, you’ve got to have a good profile and you need to do that before you do anything else. And I think the big thing that people do wrong is they may or may not have a good profile, but they reach out and start connecting to people they may know, they may not know, and they immediately go into a sales pitch.
Tools and Online Software
But that is not the right way of using LinkedIn. And that’s why a lot of people think LinkedIn doesn’t work because they just go and do the steps wrong. So mindset, profile and then engagement, just like we would at a inbound right. We would go to inbound. We would see someone we want to talk to. They might be talking to other people. We’ve kind of slide into the conversation, contribute a little bit. And then when the other people have kind of dropped off, we might say, hey, it’s so great to meet you. My name’s Evan Rosen. I’ve been following you for a while. Or, you know, I’m so excited to meet you here at the conference or whatever you want to say. Will you do the same thing? When did you find your prospect? You follow their activity. What are they saying? What are they sharing? What are they doing? You jump into their activity, you comment on their posts, right? You give them a kudo’s, you follow them, you give them an endorsement. So you engage on their activity. And then once you’ve built that top of mind awareness and that positive sentiment, only then do you reach out to connect. But you don’t go. You still go. Hey, my name is Vivica. Buy my stuff right here. Still reaching out. You want to kind of craft a conversation around your invitation, which is not a sales conversation yet. We call it the Paepcke method. You you personalize it. Don’t automate, please don’t automate LinkedIn. You add value. And then once you’ve earned the right, then you can go with the C, which is call to action, whether it’s a follow up call, whether it’s I hope you’ll accept my invitation to connect, but that that comes after the engagement.
You have to build that, that relationship with them first. And so after engagement, you want to continue to feed your network with content. So you’re sharing content through regular posts, articles, video uploads and private messages, which is cool because on your cell phone you can leave people of private voicemail or private video message, which is a really cool thing to do that most people don’t. But you want to continue to feed your network with with content that you’ve either created yourself or curated from your company or some other source. And then the final step is you want to have a cadence, you want to do this in a regular way. And so that’s really to us, those are the tenants or the six phases of successful social selling mindset, branding, engagement and then connecting. Feeding with content and creating the nice cadence. It’s great to thank you for that, so I will definitely share with them my team, the BBC thing, get beat away from LinkedIn topic to see few offices that are opening up and some other some aren’t so large. It will be a few of the best tool for communication in a partially remote work. Yeah, no, great question. So one of the things our whole team has so many tools. So one of the tools that all of our our folks have as well, all of our sales and marketing team have a sales nav. Naturally, it’s a step above LinkedIn. You have to pay for it, but it really helps to find the right people engaged with them. But as far as you know, beyond LinkedIn, what are some good tools? What we use Rulership and it’s we’ve we’ve been we’ve been using Rulership since the very beginning. And what’s kind of interesting is we didn’t even realize all the functionality.
Like we thought we were really good at Rulership and then we just hired a designated Rulership person at our company to like to do the marketing, do the CRM, do it, do the notes. I don’t it’s it’s not my area of expertize. So but like, we’re just our eyes are open. We’re like, oh my God, we didn’t even know we could use Rulership for this. We didn’t even know we could use Rulership for that. So that’s and I’m not just saying that because I’m on this interview right now. It’s really wow. What a powerful tool. Some other CRM obviously, as well. It’s our calendar tool. It’s everything. Some other tools that we use, teamwork to manage to manage all our projects. If I opened up my fill stack right now, there’s probably 30 or 40 things. What I do want to say, though, to anyone who’s managing a sales team, whatever CRM you’re using, make sure that you’ve got a dropdown designation with all the tools in there and make your sales people choose the the different sales tools that they used in their process, because that’s that’s a big thing that we did. And we found out we had two or three sales tools that we were paying thousands of dollars a month for that we weren’t using. And so we definitely recommend whatever CRM you’re using that you list all of your stack in there and make sure that your sales team is using it. If they’re not, give them more training in it. If it’s still not valuable, then get rid of it. And so that’s that wasn’t that wasn’t a question you asked, but I thought I’d dove down that rabbit hole. Absolutely. Thank you for sharing. That could be such a great advocate for us.
Thank you so much. And less than any other type of tool so that you would recommend considering to invest in at this time. Yeah, one of the things that we found really, really helpful for our for our company and it’s interesting, we have a selling with video course which ironically, before the pandemic we only did live so so we had to pivot. Right. And we took that whole selling with video course and put it online. And the key to that course, we use a tool called one mob. Of course, you can use any yeah, there’s video licious and bom, bom and hippo. I mean, there’s a lot of great video email tools out there, but it’s so powerful, especially since folks. Are not we’re not 100 percent open yet, and so that ability to engage with your prospect, they can see your face, they can see your excitement, they can get a sense of your charisma. Of course, you include resources for them and then sharing that video through either an email or through a LinkedIn message or a Facebook message or a text, really, whatever channel you want to use that’s been really, really powerful for us. Our open rates go from about a letter two to ten on two percent to 10 percent on average to some of our sales people are getting like a seventy five percent open rate. So that’s like huge. And then the traffic we can you can track what resources people are opening, how long they were on your video, if they sent it throughout their buying committee and team. And we’ve we’ve actually closed a few deals and it’s absolutely 100 percent because we used that video email tool. But again, like all things, you just have to make, you know, a tool with a fool, with a tool is still a fool.
Software Tools and Marketing
So you just have to make sure that you’re using the tools in the right way. I agree with you. We’re seeing the same, you know, my reps, they’re really leveraging the video message right now. And we see a huge conversion rate from their Mineka. Thank you so much for being with us today and sharing all your expertise and your amazing advice to take that away with me. And again, thank you so much for everybody following the interview today. I’m Dave from the Rulership Academy professor team and welcome to the sales forecast. We will talk about today sales climate with our benchmark data. This data is aggregated from Rulership global customer base of over 70000 companies to help understand how metrics are shifting as companies grapple with the impact of covid-19. As you can see here, deals created a well above anything we’ve seen in recent months, and deals closed are above pre covid benchmarks to coming in at five percent. No surprises. Harrah’s Entertainment and Travel are still creating the lowest deals, a trend we’ve been seeing across the globe. With the percentage of deals created increasing substantially, it seems that sales professionals are gaining more traction and cultivating some interest. The percentage of deals closed indicates that people are feeling more and more comfortable spending money to sales. Email sends are sixty six percent above pre corporate benchmarks, and while still notably lower, we’ve seen some improvement in email responses recently. Finally, sales calls have increased in the last week, coming in at three percent lower than pre covid benchmarks. Thanks for listening to this forecast. For more education, check out my online selling lesson linked in the description. Next up, we have Flávia again, who will leave you with a hands on resource to take home with you today.
The last thing I want to leave today is a resource that I hope will help you to master it yourself. We partner with Zoom to create a guide that’s sharing the best practice of the things to do and not to do. To excel in a demo call. We go through different things like being sure, you know, you’re against the death. You identified your by your person how to share properly your content on the screen, how to set up the video and showed you how to share funny backgrounds just to cheer everybody up and not all the time showing your living room wall or your basement and this.