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Larry Scott
Pittsburgh PA
Seasoned Sales Professional, Sales Consultant & Certified Social Media Strategist
Recent Activity
@fb felt like fall at Kevin's football practice last night Continue reading
Posted Aug 16, 2011 at Business Fitness
I've done some housekeeping and now have all my blogs located at Happy Selling! Continue reading
Posted Feb 21, 2011 at Business Fitness
Let me start by asking you as a business or sales leader, when was the last time your team or business associates has had a discussion around a failure? This could be a marketing plan that didn’t work, a bad sales call, some new sales scripts that aren’t working, or really anything regarding your business. Interesting question isn’t it? As a leader of a sales team our job is to help our team meet business goals and objectives. With all the executive surveys concluding that the top objectives are increased sales and increased market share, our leadership marching orders are pretty clear, right? Continue reading
Posted Jul 29, 2010 at Business Fitness
A little different twist on my blog today - moving away from social media for the next few blogs so please bear with me. I’ve had the opportunity to be involved in some very good discussions lately and wanted to expand upon them a bit. One of the best discussions was around sales coaching and the value that it can bring to a sales team. First I think some clarity should be provided as to what the difference is between sales training and sales coaching. This differentiation can help provide the basis for the benefits of each. Continue reading
Posted Jul 22, 2010 at Business Fitness
When you know you have to invest the time required to build or revamp your profile as well as any missed business opportunities that may occur if your profile doesn't connect with people, then clearly you'll want to take the time to build and follow a strategy which will provide you a solid basis for all you do, not only on LinkedIn, but also on the other social media channels you decide to participate in. So, with that background and analysis, here are the 3 points you really need to carefully avoid: Continue reading
Posted Jul 14, 2010 at Business Fitness
This morning I received a newsletter from one of the applications I use, Jigsaw. Well buried in there was a new app for users of smartphones running Android. Now that the application was installed on the Droid, it was time to play with it. Typed in a company (Revenue Enhancement strategies) and almost instantly my company information appeared. Then selected company details, and that was there including our website and financials, then contacts and it had my business partner and I listed. All very fast and simple. Every company I tried came back with similar results. Continue reading
Posted Jul 8, 2010 at Business Fitness
In previous blogs regarding LinkedIn I’ve discussed the basics of creating your LinkedIn Profile and adding some various applications. Now we need to discuss using LinkedIn Groups. Taking advantage of this particular section will help facilitate growing your connections, your personal network and eventually your business. Continue reading
Posted Jun 29, 2010 at Business Fitness
The other day I posted Tip #1 around building the main part of your LinkedIn Profile. Today I would like to focus on a few items that will help make your profile more interesting while at the same time begin to get you engaged. Topics today will include LinkedIn Profile Status Bar, Recommendations, and LinkedIn Applications. Let’s jump right in. Continue reading
Posted Jun 17, 2010 at Business Fitness
I’ve written previous blogs concerning using LinkedIn to increase your business. I’ve received a few direct questions and comments concerning a more basic approach to using LinkedIn. So I’m going to start a series of blogs for those just starting with LinkedIn. Today’s topic is going to be setting up your profile. Continue reading
Posted Jun 16, 2010 at Business Fitness
I personally like the article as I think it articulates nicely what Sales 2.0 is, "Sales 2.0 is the use of better sales practices enabled by technology to improve speed, collaboration, accountability, and customer engagement." That said, I also believe technology can not be what it is all about. After all, A Fool With a Tool, is Still a Fool! In the Sales 2.0 world it is more important than ever to have a solid Process in place, one that can be measured, monitored, adjusted as required, and duplicated. Through the use of a Sales Process you are in control of the sale, versus being reactive to situation. The Process allow facilitates best practice sharing. In today's world to effectively reach as many possible prospects as possible, you actually need to actually have two processes in place, a traditional sales process as well as a Social Media Sales Process. This permits to reach your potential clients in the manner in which they communicate and ultimately purchase.
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About ten or so years ago I went to my first CART race, which for those that don’t remember or know about CART, the cars were very similar to Indy cars. Since the company I worked for at the time was one of Team Rahal’s sponsors, my clients and I received a tour behind the scenes. It was quite enlightening when I found out that these cars run on 4-cylinder engines that weren’t much bigger than the ’72 Super Beetle I had in college. But my Beetle couldn’t do over 260 MPH like Rahal’s car could (not even downhill with a tornado behind it!), so I knew they had done some extreme tuning and turbo-charging. OK, I need to fast forward to today and quit daydreaming. Today I’m going to shift gears, from talking about Social Media to talking about your “Sales Engine”. A consistent message that we keep hearing when speaking to company executives is that their sales engine has been sputtering or pinging as we work on coming out of this recession. Continue reading
Posted Jun 8, 2010 at Business Fitness
So you really haven’t done much at all with Social Media. You’ve heard about it, but are not convinced it’s for anything other than kids (or adults) playing around. OK, let’s work on putting our toe in the water before just diving right in. Let’s do a little experiment that will help you to truly decide if all this social media hype is just that or is it really worth your time. You’ll be able to determine this by investing 20-minutes a day (hey your trip to the office coffee bar is that long) over the next 30-90 days. Continue reading
Posted Jun 4, 2010 at Business Fitness
So for all the skeptics out in the blogosphere who are tired of all the advice telling you that you MUST use LinkedIn and other Social Media Channels, but never really provide information on how to actually use those channels to actually increase your sales, you may find this blog helpful. There are numerous blogs and sites that are full of suggestions telling you what to do, but is social media right for YOUR business? Continue reading
Posted Jun 2, 2010 at Business Fitness
When speaking about social media and social media strategies, often the questions often asked concerns how to use LinkedIn or how to build a profile that will be found. These six best practices can really get you far along that path to being found. Continue reading
Posted May 20, 2010 at Business Fitness
When working with clients (as well as in my own personal business) reviewing their current sales process a key item is the value proposition. It seems that the majority of us get caught up in either a wordsmithing game or creating a “value proposition” that is really more focused on our own company. I came across an equation that really helps to create focus when developing not only the value proposition, but also many other aspects of your interaction with potential clients. Continue reading
Posted May 18, 2010 at Business Fitness
I recently participated in a discussion topic that was posted on Social Media Today. I thought the question and corresponding responses were quite good and wanted to share them. I’ll summarize what I feel were the best answers since there were over 30 contributors to the question posted. The question... Continue reading
Posted May 13, 2010 at Business Fitness
More Estimates, RFPs and quotes are being requested today than ever, even for what used to be “automatic” orders. Is your sales team focused on your best and strategic opportunities? If they aren’t, how is this affecting your bottom-line? Continue reading
Posted May 11, 2010 at Business Fitness
So many blogs and news articles about Social Media with so many different and conflicting opinions - enough to make you head spin for sure. I may not qualify as an expert on this matter yet, but between all my various sales roles, parenting and social media training/seminars, I have... Continue reading
Posted Apr 5, 2010 at Business Fitness
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Mar 23, 2010