Technology and automation are not only helping today’s sales reps gain momentum in their marketplace, they are also changing the way sales reps sell their services. Selling successfully in today’s digital world takes a new mindset and skill set.

Inside a vast majority of sales departments there is a generational change happening. Many tenured, well-seasoned sales reps are now watching tech savvy young sales reps gunning for them as they take their business to the next level. Regardless of how long you as a sales rep have been doing what you are doing, you all must quickly figure out the best ways to sell your services in this technology-driven world.

Right now, what fences separate and prevent you from providing more value to your clients?

Online technologies, social platforms and modern work practices have changed the sales process. The days of wining and dining clients and prospects, leaving them with brochures, pens and logo-covered notepads is over. They expect so much more from you.

It should not come as a surprise, many of today’s decision makers are younger and more educated than their predecessors. What the younger generation may lack in operational experience they more than make up for it with their understanding of the power of technology and how this can be used inside the buying process.


We can thank the internet and Google as they have forever altered customer behavior and how they gather information. In the past, gathering information about anything required an enormous amount of time, energy and resources. Talking to sales reps was the ideal way to learn about products, features, benefits, learn about the market, and to see how everything worked.

This is longer the case. With Google, Twitter, Instagram and LinkedIn, or every other social platform we use to connect, we have an unlimited access to just about any topic.

This means the buyer is more informed than ever before and this is hitting sales team hard. The reality is the buyer is now dictating the sales process as evident inside this article by Hubspot – Buyers Speak Out: How Sales Needs To Evolve.

The time is now for sales reps to rebuild and reinvent themselves inside a digital business world.


How you present yourself, is how people first view you. What are you showcasing?


First impressions are difficult to change. The first encounter or their first impression usually matters as this determines whether or not a person you interact with wants to make a bond with you.

In order to achieve success in this hyper-connected business world all sales reps must learn how to build out their online presence. Build your online reputation just as hard as you build your offline reputation.

Before you even get your foot inside the business door, or even know the door is there, prospects can check your website (your LinkedIn profile) to find out what you do and how you do it. They can read up on you from your online profiles. Social media channels provides prospects and your clients an idea of what’s on your mind today and how your followers are responding. Believe it or not, these snapshot images are helping potential clients decide whether to contact you or even take your call.

Effective use of the LinkedIn platform allows a sales rep to build out their professional image, tell their story and generate awareness in the highly competitive sales environment.


In my opinion, the best sales reps tell phenomenal stories. It all starts with being able to articulate the value you bring to your potential clients. However, this is where the roadblock begins.

Most sales reps have difficulties in being able to clearly and concisely articulate the value they bring to their clients and prospects. With digital first impressions becoming a big deal, how sales reps position themselves by clearly being able to articulate the value they bring is mission critical to their success.

Being able to articulate your value proposition is the digital door opener. This is the pathway to opening up your story in a digital business world.

Sales reps must be able to convey a clear, compelling message online. In sales terms: what’s the most influential story you could tell to get your buyer to buy into YOU?


Social proof as a sales reps is critical to your success. Why? Because your prospects and clients are becoming more informed all the time. With the power of the internet at their fingertips, potential clients can gather an immense amount of information about you before ever speaking with you.

The best way you as a sales rep can provide social proof is start using the recommendation section of your LinkedIn profile as a walking, talking social billboard. Spend the time face to face to with your current clients thanking them for their business. Seek their approval and have them share what it is like doing business with you and the value you bring to their business.

Social proof starts with having your clients edify your work for potential clients to see. Think of TripAdvisor and then think of how you can use social proof to open up sales conversations.


Pundits have repeatedly proclaimed millions of salespeople will soon be rendered obsolete by the emerging technologies of our day. In some instances and in some markets this may be true. However, sales reps will survive.

In today’s fast paced, highly networked digital business world; a sales rep should be someone who guides their clients and prospects in their decision making and buying process. They should educate, help negotiate, consult, seek solutions, provides outstanding post-sales services and manages the relationship as a whole.

Agility, change, adapt, adjust and thrive – sales reps will survive in a digital business world.

I understand where you all are coming from. I have walked and continue to walk a day in a life of your shoes.

I am fully committed to helping your sales team integrate social selling aspects into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.

In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image

You can find more blog posts inside the Social Sales Academy website.

I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedInTwitter, as well as at the Social Sales Academy

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