#191 Social Selling with the Social Sales Engineer

Notes:

Social selling – what does that have to do with you as a sales engineer? I asked the same questions too before finally accepting that this is so important in building rapport and creating harmony with a prospect.

Using social media to create relationships with targeted prospects and offer value-adding resources, social selling establishes awareness and trust.

Today we sit down with Patrick Pissang, a thought-leading sales engineering coach and trainer from Germany. He teaches sales engineers how to differentiate in the Sales Cycle not by a killer demo but by being themselves. In today’s episode, we’ll learn tips on how to get rid of “writer’s block”, the benefits of social selling for sales engineers, how to update your profile to attract leads on Linkedin, and how to use social selling to close deals.

Key Takeaways:

What sparked the idea of writing a book
How Patrick sticks to writing every day
Why he chose to write about social selling for the sales engineer and how long it took him from start to finish
The reasons sales engineers should focus on social selling especially in today’s day and age
How shy introverts are encouraged to come out of their shell because of their job as a sales engineer
Social selling can also help you with familiarity with customers
Where SEs struggle the most in terms of posting on social media
Talking about your industry versus talking about your company’s products
How Patrick if you’re struggling to write content about the industry on social media
Questions to ask yourself if you want to create educational and entertaining content
Finding leads through social media
How a social profile can influence a deal

Quotes:

“I have a goal of 300 words per day. So I need to write 300 words per day. And then I consider this, I achieved my goal with writing. For example, the book and 300 is not much you can make this I think you can make it you your, your native you’re there in 15-20 minutes. And if you just do this, every day, after 10 days, you have 2000 words, right?” – Patrick Pissang

“By writing the book, you become an expert. You aren’t before. But again, going through this, crunching through this, really with you and your laptop keyboard, it gets to move on its own.” – Patrick Pissang

“It’s cool how you’re able to leverage that idea that I can still interact with a lot of people without having to interact with a lot of people and that seems to be one of the powers of social media.” – Binayak Kanungo

“Is my thought worth sharing? I say, Yes, it is. If you make up your mind, if you give it real perspective, if you give it your energy, yes, share it.” – Patrick Pissang

“Talking about the industry in general, it just gives you such a leg up, because now you’re an expert in the industry, not in the product. You’re a thought leader, and you can help the customers develop their own way of thinking versus how to use a specific product.” – Ramzi Marjaba

“Don’t look for the better thing that is out there, but a different thing.” – Patrick Pissang

“Overnight success does not happen overnight.” – Patrick Pissang

“Being out there is just the point.” – Patrick Pissang