article | August 14, 2013
The Rise of Social Selling
Signs this is happening to you are:
You’re the CEO sitting in your office asking: What caused this?[p]
Your industry has shifted. Your customers are smarter. They are more educated. Most importantly, they are time starved. They only have time to meet with people they know and trust.
Think about the last 3 meetings you took with a sales rep. They were likely referred to you by someone you trust, not a cold call. Your sales team needs the ability to sell this way.
What is Social Selling?
Social selling is a modern prospecting methodology that fills your funnel with opportunities.
What Does Social Selling Do?
Social selling generates meetings with decision makers inside your target prospects.
What Does it Mean to Use Social Selling?
It means your sales team can make its number without dependencies on other departments.
The Case for Social Selling
You may be wondering if social selling is relevant for you. Here are some statistics from trusted sources that are worth your consideration:
The value of reps who can sell socially is going up.
A Solution in Plain Sight
The number 1 platform for B2B social selling is LinkedIn. Why?
The path for your sales force is unlocking this potential for your business. Your team needs to learn how to harness this potential.
There are 3 keys to best-in-class execution:
To keep pace with modern buyers, your team must do all three of these well. One of the above may provide an incremental lift. Two of the 3 will get you a bit farther. The trifecta is your key to big growth in 2014.
As a buyer, you have changed. You want to meet with people you know. People who are well networked and can add value to your role as CEO. The fix for your sales team is equipping them with modern social selling tools. These tools are what’s required to get more at bats with modern buyers. Start now by downloading the 5 Traits of Social Sellers.
Market-leading sales organizations are maniacal about designing and executing their processes. A wel...
It’s hard to imagine a time where calendars weren’t inundated with video calls and discu...
There has been exponential growth in the amount of data generated since the start of the digital age...
Often, those who are in a selling role find it challenging to distinguish the customer journey from ...
As a sales leader, it is necessary to understand the performance levers which impact your bottom lin...
As a newly hired sales leader, it’s tempting to sit back and enjoy the honeymoon phase of the ...
Legacy companies have been able to withstand nearly every possible economic condition over several d...
As a sales leader, you understand better than most the power of face to face interaction. You’...
SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. Catch up on new and previous episodes here.