Traits of Top Salespeople

"Top salespeople are self-motivated: they are driven from within to succeed."

Category: Sales strategy advice

Tweet length with 280 characters is still very important

Tweet length with 280 characters is still very important

It is very difficult to create a brand on Twitter, so it is important to manage your tweet length. The service is a streaming service, and the flow of tweets is constant. This problem is even truer if your user community follows a large number of sources. In that situation, your tweet may only be on someone’s page for a few seconds or, at best, a few hours. Retweets help to increase your brand by delivering your message again, but if you don’t manage your tweet length then your tweets become less viable for retweeting.

This article is a re-write of an early article that I did when Twitter was restricting the number of characters to a tweet to 140 characters. However, just because the tweet length has been expanded to 280 characters, the content is still very relevant.

When readers retweet your tweets, your influence in the community will increase. You need to think of two parameters if you want to maximize your retweets:

  • The tweet has value to your target audience.
  • The tweet length makes it easy to retweet.

I am assuming that you are only tweeting things that are valuable to your target audience. I talk about content for tweets elsewhere on this site, so I am not going to spend time on that here.

To maximize your reach, you must manage the tweet length of your message. This tweet length management allows the reader to hit the retweet button, put a short comment, and hit send. If the user has to edit your tweet length to get it under 140 characters, then you make it more difficult for them. If it is more difficult to do a retweet, then it is likely they will not retweet your original wisdom.

Twitter currently has a tweet-length of 280 characters. That is not a lot of characters to share your wisdom, and it is even harder if you have to manage the tweet length to allow effective retweets. That is your life though, so let’s work on the technique.

Your first task is to count the letters in your Twitter name or Twitter handle. In my case, my Twitter name is “soshaughnessey.” That handle has 14 characters. That is a lot of characters, and I wish that I would have chosen a shorter handle, but it is too late. I didn’t realize the information in this article when I first established my account, and now I have too much of a brand among my readers to change it.

There are some other constants that you need to consider to manage the tweet length. A retweet is designated on the Twitter stream with “RT @” before the Twitter name of the original tweeter. That is four characters. This means for me to have a tweet retweeted, it will start with “RT @soshaughnessey” which is 18 characters.

We also want to leave some room for the retweeter to say something. Think of things like “Great article!” (14 characters), “I agree!” (8 characters), or “Must read!” (10 characters). My rule of thumb is that we want to give the retweeter ten characters but the more, the better.

So what is my personal tweet length target? I aim for no more than 252 characters. That is 280 characters minus my Twitter name, the retweet constants, and the room for comment.

252 = 280 – 14 [soshaughnessey] – 4 [RT @] – 10.

Tweet Length = 280 – your handle length – 4 – 10.

If you leave your Twitter handle and the length of your target tweet length in the comments, I will be sure to follow you. Better yet, if you retweet the tweet for this article, I will follow you. You can find the original tweet for this article here. You can also follow me at @soshaughnessey.

Photo by Xiaobin Liu

The Seven Deadly Management Sins Of Sales Managers

The Seven Deadly Management Sins Of Sales Managers

I recently read a great article by John Care, Managing Director of Mastering Technical Sales and author of the book Mastering Technical Sales: The Sales Engineers Handbook. His focus was on pre-sales managers but I actually think the seven sins were appropriate for any leader and definitely any sales leader. Here is a quick list but jump over to John’s article and read the rest of his discussion.

Management Sin 1: Expecting Perfection – You Are Only Human.

Management Sin 2: Micro-Managing the Detail.

Management Sin 3: Confusing Communications

Management Sin 4: Not Understanding Who The Customer Is – to modify John’s point in his article, a sales leader isn’t primarily serving the customer that pays the bills but the sales leader should consider his/her sales team to be the customer. Question for all sales managers: what did you do today that will enable your salesperson to hit their goals when you are not watching?

Management Sin 5: Giving Orders.

Management Sin 6: Losing Sight Of The Fight.

Management Sin 7: Ignoring The Needs Of Your Employees.

Think about the best and worst characteristics of all your previous managers. Make a list. That is a great start to positive and negative behavior for any presales leader. You must understand that, especially in high-technology settings, there are many ways to get something done – and only one of those ways is “yours.”

We have all seen great salespeople flop when they become managers. I believe there are two key reasons for this:

  1. The great salesperson really didn’t know how they were able to achieve greatness. Yes, they did most things correctly, but they didn’t understand why they were doing those things. This caused them to be unable to effectively share these techniques with their teams.
  2. The great salesperson thought that managing was different than selling. If the sales manager looks at each of their team members as an individual customer and tries to think about how to “sell” that individual on the manager’s goals, the entire process would go differently. For instance, you would never “tell” a prospect that they have to do X. Instead, you would explain to a prospect why doing X was in their best interest and helped the prospect achieve his or her goals. When you treat your direct reports like a prospect, everyone wins.

You should read the entire article by John on this subject. It is excellent. Please download it here.

 

Common communication mistakes that even smart salespeople make

Common communication mistakes that even smart salespeople make

Steven Pinker is the Johnstone Professor of Psychology at Harvard University. Whether you enjoy psychology or not, you will increase your understanding of how to be a great salesperson if you understand more about psychology.

Pinker has been listed among Foreign Policy magazine’s “Top 100 Public Intellectuals” and Time’s “The 100 Most Influential People in the World.” He is currently chair of the Usage Panel of The American Heritage Dictionary.

In today’s workplace where email and Slack conversations are as common as in-person meetings, the perils of miscommunication are ever-present. And no one is immune.

Pinker, author of writing manual The Sense of Style says the chief impediment to clear communication is a phenomenon called the “curse of knowledge.”

This cognitive bias basically means that “when you know something, it’s extraordinarily difficult to know what it’s like not to know it,” Pinker tells CNBC Make It. “Your own knowledge seems so obvious that you’re apt to think that everyone else knows it, too.”

According to Dr. Pinker, these four strategies can help you overcome the “curse of knowledge.”

  1. Test out your message – Practice your message to others and take their feedback.
  2. Choose your words carefully – You use words to sketch mental pictures, convey ideas and tell stories. To get your point across, consider replacing jargon, idioms and obscure metaphors with short, commonly used words and direct explanations.
  3. Take a break – Another simple way to clarify your writing is to put it aside, and then come back to it after awhile to read it again. Whether you give it a few hours or a few days, returning with fresh eyes can make a big difference.
  4. Edit savagely – Clarifying your message to others can help you be happier and more successful in life and at work, especially when you consider the alternative: miscommunication.

The link below has a much more complete discussion of this topic.

Source: Harvard psychologist Steven Pinker: The No. 1 communication mistake that even smart people make

Social Selling Routine In 30-60 Minutes Per Day

Social Selling Routine In 30-60 Minutes Per Day

This infographic from Ben Martin lists a compressed social selling routine that makes it easy for reps to build their social presence bit by bit. 12 steps, 30 minutes a day. It doesn’t get much simpler than that.

Six easy tips to stand out on LinkedIn

Six easy tips to stand out on LinkedIn

Paul Castain’s Blog had a great article recently about six ways to stand out on LinkedIn. I thought it was great so I am going to reproduce part of it here. However, you definitely should jump over to read Paul’s complete article as there is much more to Paul’s article than what I have put here.

Here are 6 super easy (and no cost) ways for you to stand out on LinkedIn. As a bonus, they don’t require you to spend massive amounts of time in order to accomplish them!

  1. Send an actual note instead of the impersonal LinkedIn invitation template! Based on my own experience (and polling my followers) 99% of the invitations sent on LinkedIn, come across as impersonal and worse yet, part of a bulk effort to amass legions of “connections”. By the way, you’ll dramatically increase the number of people who actually accept your invite as well.
  2. Say “Thank you” Thank them for accepting your invite. Thank them for sending you an invite and at the end of that “Thank you”ask them a question. Questions, inspire responses, responses create dialogue, dialogue creates propinquity and propinquity helps you stand out.
  3. Every day, LinkedIn gives you conversation starters. They will tell you Everyone in your network who have new jobs, new roles, work anniversaries, birthdays. You’ll find these conversation starters under the notifications tab. Most people use LinkedIn’s sh*tty template for congratulating your connection but; you’re BETTER than that so why don’t you do something NOBODY does; Send a handwritten note via an ancient technology known as “snail mail”. Don’t feel like doing that? Shoot a 59 second video with your message and embed it into an email.
  4. The best questions are the ones where people have strong opinions. Think about the people you’re trying to reach. What do they feel strongly about? What topics do they tend to have strong opinions about? Is there an “elephant in the room” that needs to be addressed.
  5. Remember your manners and respond to those who were kind enough to respond to you. Otherwise you’re going to look like a tool! Whenever I ask the question “How many people, in your network have suggested a quick call to get to know each other?”, the answer is pretty much little to none! And yet, that call is essential in order to create a level of comfort and propinquity necessary for others to buy from us, refer us, help us with a warm intro etc.
  6. You should be continually thinking about people who should know each other in your network. Send them both an email introducing them to each other. Nice way for you to stand out and . . . It has this way of encouraging the recipient to return the favor.

Six super simple ways for you to stand out without spending a dime of your money and without having to spend a ton of time on LinkedIn. Once again, jump over to Paul’s original article and you will learn a lot more.

Photo by TheSeafarer

Flying private v. flying commercial

Flying private v. flying commercial

I realize that most of my readers cannot afford a private jet but we can always dream! I found this infographic on BuddyLoans. They make a pretty good case for flying private if you are traveling with a group of fellow employees. This might be most relevant for flying to a conference.

 

How To Get A Deal On A Private Jet