The Secrets Behind The Success Of The World’s Largest Digital Sales Training Company, Episode #100

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There is now no doubt, NO DOUBT that the company I am honored to lead as CEO is the world’s largest digital sales training company. Vengreso is almost two years old and the journey thus far has been incredible. On this episode of #SellingWithSocial, I invited my three co-founders to join me to help me tell the Vengreso story. You’ll hear from Kurt Shaver - our Chief Sales Officer, Viveka von Rosen - our Chief Visibility Officer, and Bernie Borges - our Chief Marketing Officer about their experiences in this wild journey. We'll also give you a powerful summary of what it takes to start your own digital sales process.

Brand Drives Demand: Demonstrating How To Saturate Your Industry

One of my favorite sayings that keeps our team on target is this: Brand drives demand. The meaning behind the phrase is that the more effective you are at consistently communicating your brand story and value, the more people and organizations will want to work with you. I say it all the time to our team because I know we can't just preach it, we have to do it.

By creating loads of content, working together as a team to distribute and share it, and leveraging well-designed systems and processes we’ve gotten our content in front of 98 million people via social media. To help you understand exactly how staggering that number is, our nearest competition (a huge brand) has only reached 4 million people through social.

Why did we focus on flooding the digital sales training space like this? Because we had to demonstrate what we teach: Brand drives demand.

Companies That Adopt Social Selling Get 50% Higher Win Rates

If it’s not obvious to you already, you need to know that sales methodology has changed forever. The prevalence of information available today makes it possible for buyers to actually get ahead of sales professionals in the buying cycle, discovering everything they want to know about a product or service through personal research, online reviews, YouTube unboxing videos, and more.

So you tell me, why would you want a digital selling program? So that you can adapt your sales approach to the way buyers are buying. But here’s the biggest reason: The stats are in - companies that adopt social selling programs have 50% higher win rates than those that don’t. If you want to stay ahead of your competition, you’ve GOT to be selling socially. If you want to dominate your industry, digital sales is the only way to do it.

What Kind Of Fishing Pole Are Your Sales Reps Using?

At Vengreso we’ve enjoyed coming up with powerful imagery that helps us communicate the steps necessary to become effective at digital selling. Here's my favorite example: The first thing you need if you’re going to catch fish, is the right kind of pole. You can’t use a deep sea pole if you’re going trout fishing. Likewise, you can’t use a fly rod if you’re trying to catch Blue Marlin.

What does the fishing pole represent? Believe it or not, it’s the LinkedIn profiles of your sales team. Why are LI profiles so important? It’s because of what the stats show us - 62% of decision-makers look at a sales rep’s LinkedIn profile before they decide whether to respond to their phone call, email, or other outreach.

62 percent! That’s huge - and it’s why a LinkedIn profile that is nothing more than a resume is not going to be beneficial to your sales strategy. You need to know how to make your sales team’s profiles powerful resources buyers can reference to see how you can bring value to the table for them. Listen to this episode to hear how the Vengreso team has made LinkedIn a major part of our digital sales training.

You Can’t Launch A Digital Sales Program Without Giving Sellers The Right Bait

When you fish, you can’t catch fish if you use the wrong bait. In digital sales, the bait is the content your sales team needs to move buyers to the point of making a decision. Your organization has to create that content and make it available to your team in an organized fashion.

Our digital sales training includes showing sales organizations how to create a vault of content for the sales team that enables them to sell more effectively. We teach our clients how to organize their content around the buyer’s journey, particular industries, special needs, etc. The point is not the organizational system you use, but that you organize it in a way that YOUR sales team can easily access and use with buyers. Listen to learn more about how Vengreso is leading the way among digital sales training companies.

Outline of This Episode [1:15] The co-founders of Vengreso and the largest digital sales training company in the world [5:55] Recent Data: 62% of decision makers look at a sales rep’s LinkedIn Profile before reaching out [8:20] Companies that adopt social selling get 50% higher win rates [11:48] What makes companies successful? Alignment between sales and marketing AND resourcing your sales team with great content [17:42] What you need in order to capture the attention of the “fish” you’re trying to catch [22:37] 5 products coming from Vengreso in the next few months [28:24] The 10 step methodology that is poised to win awards [34:55] 98 million people reached through social this year: how we did it [37:25] What life has been like as part of the Vengreso team [44:39] Embrace the change and roll with it Resources Mentioned Viveka von Rosen on Twitter Viveka on LinkedIn Bernie Borges on Twitter Bernie on LinkedIn Kurt Shaver on Twitter Kurt on LinkedIn Modern Marketing Engine Podcast - Bernie Borges LinkedIn State of Sales Report CSO Insights Report About Social Selling Tamara Schenk MOVIE: Kung Fu Panda 3 Miller Heiman Group Sales Navigator The Stevie Awards Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn

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