Accelerate Podcast with Andy Paul
January 21, 2017

Using Social Media in Your Sales Process. With Philip Calvert. #361

Joining me on this episode of Accelerate! is my guest Philip Calvert, social media sales expert, and social media sales strategist, based in the UK. Among the many topics that Philip and I discuss, are Philip’s journey from financial service sales to social selling strategist, how LinkedIn gives salespeople a public face, how to use LinkedIn effectively and politely, and how social media can build bridges, but cannot close sales.


[5:10] As the founder of a networking site, Philip received invitations to speak about social media, not only for financial services, but for law, accounting, pharmaceuticals, etc.

[7:41] When Philip asks audiences  if they know why they’re on LinkedIn, hardly any hands go up. Unless you have been trained on it, you’ll never fully get the best out of it. LinkedIn is the website for your personal brand. People buy people.

[11:02] Everybody, in every organization, is potentially a salesperson. The social media philosophy of a business must be extremely clear, and in a policy book. E.g., “We encourage everybody to get involved, but don’t do anything stupid.”

[12:48] It starts with training people how to build a professional profile. Make sure to have a good photo and some human interest on your profile. List your interests in the Additional Information section, as searchable keywords, separated by commas.

[18:32] The ‘loose connection,’ concept includes connecting with everybody possible, except spammers. What does Philip say is the main function of social media?

[22:41] Social media can distract you with shiny new tech. “Give that a go,’ is not a strategy. Have a strategy about which platforms to use, and how, to create conversations, which can build relationships.

[26:24] Most people never bother to customize the LinkedIn connection request. Do it! Always connect from a person’s profile page, not from the LinkedIn suggestions list, so you can see their interests, to customize your note.

[28:04] What does Philip advise you to do when you get a notification that someone viewed your profile?

[31:43] Use courtesy and common sense to determine the best way to start building a relationship with the person you find on LinkedIn. It may be through LinkedIn, or it may be to pick up the phone, or send an email.

January 3, 2017

What Salespeople are Doing Wrong on LinkedIn and how to Fix it. With Chris Hamilton. #345

Joining me on this episode of Accelerate! is my guest Chris Hamilton, Founder of Among the many topics that Chris and I discuss are Chris’s lifelong love of sales and marketing, how he decided to use LinkedIn as his sales platform, his upcoming book filled with LinkedIn advice for sales professionals, and tips to improve your sales results using LinkedIn.

November 22, 2016

Enhance all Sales Touch Points with Social. With Jamie Shanks. #312

Joining me on this episode of Accelerate! is Jamie Shanks, CEO of Sales for Life, Inc., author of the Social Selling blog, and author of the new book, Social Selling Mastery: Scaling Up Your Sales And Marketing Machine For The Digital Buyer. Among the many topics that Jamie and I discuss are common misconceptions about social selling; the necessity for engaging the buyer on every front, including social; surprising data about how different generations use social in sales; and how companies benefit, both in sales, and internally, by introducing social into their selling.

October 6, 2016

Amp Up Your Social Selling with The Right Sales Tools. With Kevin O’Nell. #272

My guest on this episode is Kevin O’Nell, CEO of PeopleLinx, a system that activates social selling to drive more quality leads, create faster sales cycles, and increase conversion rates. In this episode, Kevin and I discuss the role of social selling in the early stages of the buyer’s journey, and dig into the effective (or ineffective) use of sales technologies that managers and teams are implementing.

May 24, 2016

On Accelerate! Now: Episode 162 with Joel Comm. 5 Key Social Media Trends That Sales Needs to Embrace

Joel Comm is an entrepreneur, the bestselling author of 12 books, including The AdSense Code and Click Here to Order, a public speaker, social media evangelist, and mobile marketing innovator. His specialty is using social media such as Facebook and Twitter to help companies market and sell their products and services. In this episode, Joel discusses the five major social media trends that will have an impact on your sales efforts starting in 2016. Among the exciting topics we discuss are:

• How sales reps can use live streaming to build effective relationships with prospects.

• Why having fun with a social platform is a better measure than ROI.

• How to use Snapchat to tell a compelling story that engages your prospects.

• Virtual reality is coming fast and it will revolutionize how you sell.

April 27, 2016

On Accelerate! Now: Episode 143 with Jack Kosakowski. How to Effectively Integrate Social Selling into Your B2B Sales Process

Jack Kosakowski is the global head of Social Sales Disruption at Creation Agency. He works with B2B companies to infuse social into the traditional B2B sales process.  In today’s installment, I chat with Jack about how to use social media to add value to prospects as they navigate their way through your sales funnel. Among the many topics we explore are:

  • What is social sales disruption? And, how can you employ it in your selling?
  • How to embed social selling into your standard B2B sales process.
  • How social selling can bridge the value gaps created by email and phone calls.
  • The common mistakes salespeople commit using social media to connect with prospects.
  • And, much, much more!


April 25, 2016

On Accelerate! Now: Episode 141 with Corinna Essa. How Small Biz Can Use Social Marketing to Increase Sales

Corinna Essa is President of the Australian company, Social Media Worldwide. She is an expert in showing small businesses how to use social marketing to drive traffic and leads online to sell more products. In today’s episode, Corinna and I discuss the range of common missteps business owners encounter when it comes to the challenges of building an engaging social media presence that helps drive new business development. Among the many topics we tackle are:

● What companies should do to make social media work for them

● What are the biggest mistakes small to mid-sized businesses make in their social marketing efforts?

● How to turn your cold traffic into warm leads.

● How small businesses should use social media to nurture relationships with their prospects.