The second question is: How do you prove an ROI? People go straight into the concept of ROI for social selling. You wouldn’t ask that question about cold calls because you consider that to be everyday sales prospecting. Social Selling is a third methodology you just do and add it to cold calls and emails as part of the trifecta of sales prospecting approach. You use all three: social selling, emailing, and cold calling. You want to turn cold calls into lukewarm calls by doing research on both the company and buyer to understand how you can “help” them, instead of “sell” to them.
Often, people ask about ROI because they do not understand what it social selling and how it should be part of a sales reps every day prospecting routine.  The ROI for investing in social selling training should not be considered a very big deal; because, it’s simply an alternative way to build a relationship, connect to your prospect, fill the funnel and build your personal or professional brand.Similarly, you wouldn’t ask should I invest in training to teach my reps how to connect with a sales prospect over the phone. You do it because you know you have to do it.Â
 Q: Let’s wrap this up. What is the one thing that a person can do right now to get started making positive changes in their sales strategy?
 A: The one thing you can do right now and absolutely must do first is, go to M3Jr.com and click on LinkedIn Profile Transformation. Let us help you transform a professional brand that maps to your buyer’s journey. You’ll need a strong personal brand because no matter how you initially engage with a potential buyer, they will do a LinkedIn or Google search to learn more about you and how you might be able to help.
For the profile makeover, our professional writers will interview you and we will help you map out a profile that speaks to your buyer’s journey. Then, you can continue using your LinkedIn profile as a lead magnet and learn social selling via our private or corporate social selling training programs.
 MARIO M. MARTINEZ Jr.
Mario is the CEO of M3Jr Growth Strategies and is a keynote speaker, sales expert and the social selling champion. Counted among some of the top social selling leaders in the world, Mario teaches marketers, sales leaders, reps, and business owners how to grow company revenues, develop an engaging personal brand, and attract today’s modern buyer using social networks! He spent the last 74 consecutive quarters in sales and leadership, growing and managing hundreds of millions of dollars a year in sales revenue in the global, enterprise, commercial, SMB and public sector segments. As a sought-after keynote speaker, he has spoken to crowds of up to 20,000 listeners. Mario has been asked to speak for brands such as LinkedIn, SAP, and Cisco. He has also been featured in Forbes, INC., the Examiner.com, and is a contributor to the Huffington Post. Follow him on LinkedIn, onTwitter, or view his website at www.m3jr.com.
