B2B

3 Questions to Ask Your Sales Team

Headshot of Jeff Molander
By Jeff Molander

Introducing the Adweek Podcast Network. Access infinite inspiration in your pocket on everything from career advice and creativity to metaverse marketing and more. Browse all podcasts.

The social selling backlash has begun. You might sense it or be experiencing it. But you won’t read much about it online. I’m reading a lot of self-appointed experts whining, “You’re doing social selling wrong, dummy!” It’s as if the market is changing. Experiencing. Maturing.

Rest assured: For most sales and marketing leaders the backlash against social selling is becoming tangible. Personal. Reps are pushing back.

This in mind, here are three questions you should be asking sellers in every pipeline meeting.

  1. Why do you invest time on LinkedIn? (at all)
  2. How do you invest that time?
  3. Would you rather reassign that time? Why or why not?

Yes, these are basic questions.

AW+

WORK SMARTER - LEARN, GROW AND BE INSPIRED.

Subscribe today!

To Read the Full Story Become an Adweek+ Subscriber

View Subscription Options

Already a member? Sign in

Headshot of Jeff Molander

Jeff Molander

Jeff Molander is the authority on making social media sell. He co-founded what became the Google Affiliate Network and Performics Inc., where he built the sales team. Today, he is the authority on effective prospecting communications techniques as founder of Communications Edge Inc. (formerly Molander & Associates Inc.) He's been in sales for over 2 decades. He is author of the first social selling book, Off the Hook Marketing: How to Make Social Media Sell for You.Jeff is a sales communications coach and creator of the Spark Selling technique—a means to spark more conversations with customers 'from cold,' speeding them toward qualification.

Recommended articles