Mario Martinez Jr. is the CEO and founder of a fantastic company called Vengreso. They are a B2B digital sales transformation company and they do their magic through content marketing, social selling, and a variety of things. Mario spent 82 consecutive quarters in B2B sales and leadership roles growing hundreds of millions of dollars in revenue annually.
Mario is one of 19 sales influencers invited to appear in the Salesforce documentary film "The Story of Sales" to be launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018's Top 10 Sales Influencers by The Modern Sales Magazine, and in 2017 he was named the Top 25 Inside Sales Professional and the 6th Most Influential Social Selling Leader globally.
As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today's modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He's been featured in Forbes, INC., the Examiner.com and is a contributor to the Huffington Post. He's a highly sought-after Keynote Speaker with brands such as LinkedIn, SAP, and Cisco. He is also known to open a keynote with a Salsa dance.
Episode Highlights:
- Social versus digital and how social selling to engage, build relationships, and create conversations will just become selling.
- Digital is just using your online presence to establish and create a personal and professional presence.
- It’s about discovering a platform to engage with your clients.
- After engaging with clients, we need to connect with them to sell to them.
- Feeding your network isn’t just putting content in your feed, it is also providing customized information to individual prospects and clients.
- It’s also a good idea to automate what you can.
- The sales job is to prospect one-on-one. Marketing is one to many.
- The five steps to digital selling. Have the right brand. Correctly initiate, engage, and maintain a relationship. Do the research and use tools to effectively connect with buyers. Feed your network regularly. Measure your prospecting success through the number of conversations you have.
- The two, three, and four-week meeting request rule: “Here are three dates and times that work for me.” Also look for when in the day the buyer likes to meet.
- Asking for a 30 minute as opposed to a 15 minute appointment.
- The sole purpose of identifying whether a prospect has a problem that you can solve.
- Three by three rule. Research the person, the company, and get to know the prospect a bit before the meeting. Find three things in three minutes to incorporate into the conversation that show that you did your homework.
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