In today’s episode of the Salesman Podcast, we have an amazing conversation with Marcus Sheridan about visual selling on different platforms, specifically the use of videos as Linkedin content. Marcus is the author of the book The Visual Sale: How to Use Video to Explode Sales, Drive Marketing, and Grow Your Business in a Virtual World.
Together, Will and Marcus discuss the future of B2B sales, the importance of thought leadership, and what Marcus thinks is the key to success in the next 10, 15, 20 years to come!
“McKinsey and Company, late last year, they came out with a study that says ‘70% percent of B2B decision-makers say they are open to making new, fully self-serve, or remote purchases in excess of $50,000 and 21% would spend more than $500,000.’” – Marcus Sheridan
The Risk of Losing Jobs
Salespeople are at risk of losing their jobs if they fail to evolve. This is what Marcus shares with us, as he quotes this study from McKinsey and Company. At present time, even B2B buyers invest more of their time online to place remote purchases. To keep up with the times, Marcus advises salespeople to immerse with Marketing more than ever and get involved in the visual sale front end, where the decision-makers are examining a particular product or service.
“Do I think there’s a need for salespeople? I think there’s a need for great educators. I think there’s a need to bring it home. I think that you will though, over the course of time, less average salespeople.” – Marcus Sheridan
The Importance of Thought Leadership
Marcus emphasizes the importance of thought leadership. He believes this will make salespeople doubly indispensable, whether this may be to the customer or the company. He further explains that once salespeople become thought leaders, they grow into subject matter experts
“Today, if a salesperson can become doubly indispensable, that is a beautiful place to be. Though I would argue that you can’t do that unless you are leaning your point into thought leadership. You’ve got to be willing to put your stake on the ground, start to be a teacher of the marketplace, and leverage virtually.” – Marcus Sheridan
Using LinkedIn Content for Success
Lastly, Marcus discusses how your LinkedIn content becomes the fastest starting point for investing into a career in B2B sales. LinkedIn is the best and fastest way to communicate to your customer base since this is where they all gather. Additionally, he encourages us to mix up their content, whether that may include video or text.
“LinkedIn forces you to become a dramatically more effective teacher, communicator, and salesperson. That’s the beauty of communicating to customers through the platform. It forces us to have that cognition all the time.” – Marcus Sheridan
Called a “web marketing guru” by the New York Times, Marcus Sheridan is a highly sought-after global speaker and consultant in the digital sales and marketing space.