Brian Farrell, Author at Search Engine People

How To Use Social Selling In Each Stage Of The Buying Process

Brian Farrell — Fri, 01 Jan 2016 13:50:00 +0000

In a previous article, I shared the 5 Core Steps to Consultative Selling. The steps were: building rapport, conducting a needs analysis, crafting a solution, proposing / selling the solution, and then servicing the account. Today, let's look at each of those steps from a social selling perspective. According to Forrester research, 74% of [...]

The post How To Use Social Selling In Each Stage Of The Buying Process appeared first on Search Engine People.

4 Steps To Effective Social Selling On Linkedin

Brian Farrell — Mon, 21 Sep 2015 14:25:00 +0000

Selling is hard. The challenges sellers face every day are daunting. Pressures from managers notwithstanding, we're also up against clients who are tired of old-fashioned sales techniques, often know more about our solutions than we do and are using technology to avoid us. While a more informed customer isn't bad, it has made them less [...]

The post 4 Steps To Effective Social Selling On Linkedin appeared first on Search Engine People.

Tailor Copy To Customers In Different Stages Of The Buying Cycle

Brian Farrell — Tue, 03 Feb 2015 16:42:43 +0000

One of the foundational copywriting strategies is to tailor your copy to your customers' buying cycle. Regardless of the time your buying cycle takes, you need to communicate effectively at each stage to move customers along through the cycle. This means you need to work your copy in much the same way you work your [...]

The post Tailor Copy To Customers In Different Stages Of The Buying Cycle appeared first on Search Engine People.

How to Feed Your Sales Funnel with Social Media

Brian Farrell — Wed, 24 Dec 2014 14:25:58 +0000

by vickyvky86 Social Media Is Social Social media is an essential tool in the consultative selling process. But it is important to recognize that social media is not, by its nature, a business tool. The primary purpose of social media is to facilitate social interactions. The entire medium is designed around this premise. At [...]

The post How to Feed Your Sales Funnel with Social Media appeared first on Search Engine People.

Content Marketing as a Key Element of Consultative Selling

Brian Farrell — Wed, 23 Jul 2014 13:22:29 +0000

Problem Solving by Ken Whytock The Internet is drowning in volumes of Web content, but it can be hard to figure out how to use your own to complement your consultative selling process. This strategy is essential to your inbound marketing. Align the roles of content in your sales funnel to phases of your [...]

The post Content Marketing as a Key Element of Consultative Selling appeared first on Search Engine People.

7 Ways To Use Social Media In The Selling Process

Brian Farrell — Fri, 23 May 2014 17:25:41 +0000

Image via Emilie Ogez Social media is an essential component in a modern marketer's toolbox, so it's important to have a clear understanding of the fundamentals. Business in general is becoming increasingly social, making social media marketing more important for the selling process. You can think of social media marketing as consisting of [...]

The post 7 Ways To Use Social Media In The Selling Process appeared first on Search Engine People.

The 5 Core Steps to Consultative Selling

Brian Farrell — Fri, 21 Mar 2014 17:25:49 +0000

If there is one secret to sales success, it lies in your ability see things from your customers point of view -- as well as your own. And because of this simple secret, we have an endless array of consultative selling models to choose from. The challenge with these models is that every salesperson, as [...]

The post The 5 Core Steps to Consultative Selling appeared first on Search Engine People.

Where and How to Keep Relationship Data

Brian Farrell — Mon, 17 Feb 2014 18:25:16 +0000

CRM by Sean MacEntee Marketing and sales have a very close relationship and are vital for the growth and profitability of your organization. Customer relationship data should be available to both these departments so marketing and sales campaigns can be monitored to determine what is successful. This data is also crucial for organizing leads [...]

The post Where and How to Keep Relationship Data appeared first on Search Engine People.

SEO Advice from Questionable Blog Comments

Brian Farrell — Thu, 21 Nov 2013 18:25:18 +0000

Is it possible to get good SEO advice from spammy comments on your blog? Brian thinks so - read on to find out.

The post SEO Advice from Questionable Blog Comments appeared first on Search Engine People.

How Consultative Selling And Inbound Marketing Work Great Together

Brian Farrell — Wed, 31 Jul 2013 18:25:15 +0000

When I wrote about how to apply consultative selling online, I mentioned how this form of personal selling is an approach where a sales representative has an in-depth discussion with a prospect before offering solutions. It's needs based, generates informative conversations and ultimately, a recommendation that satisfies their needs. But could inbound marketing take some [...]

The post How Consultative Selling And Inbound Marketing Work Great Together appeared first on Search Engine People.