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In Part 5 of “Social Selling in B2B Sales”, we examine how widely social selling is practiced and what sales organizations can do to get ahead of the curve.
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Context, Content and Alignment are the key to any successful sales and marketing partnership. This presentation is designed for marketers and sales professio...
A few months ago, we posted about the Social Selling Index (SSI), a first-of-its kind measure of your company’s adoption of social selling practices on LinkedIn. (Learn more about LinkedIn’s SSI here). Our research shows that SSI correlates
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Social Selling is one of this year’s hottest topics for sales and marketing professionals serious about engaging decision makers in meaningful conversations....
I recently got to spend some quality time with Jill Rowley, a force to be reckoned with in the emerging field of social selling. She was kind enough to share some of her insights on this red-hot idea.
Jill made headlines recently for being fired by Oracle for talking to an Ad Age reporter. You have got to be kidding, right? It’s not the first questionable HR move Oracle has made and the world is better now that Jill is being unleashed as she starts her own social sales consulting business.
Read more at http://www.business2community.com/social-selling/jill-rowley-hurdles-opportunities-social-selling-0817379#gOq6WJLgQTjsPvRl.99
Many inside sales managers are still having knee-jerk doubts about the value of social selling. But these resources might change their minds.
Customer research used to be a time-consuming task for salespeople. If you spend your time stalking instead of talking, you’re behind the times (and you’re probably falling behind on your sales quotas too).
Relying on company news feeds to provide customer intelligence is so last year. In fact, if you’ve decided to move away from cold calling and toward the trend of social selling, single-source customer research will leave you high and dry. Nearly 73% of salespeople who included social media in their sales process outperformed their peers and exceeded quota 23% more often (source: Social Centered Selling).
Social selling is changing the way we do business. It’s more then simply a trend; it’s the way of the future.
Furthermore, social selling is completely flipping our sales strategies and traditional approaches inside out creating a huge shift in terms of generating new sales, corporate customer relationships, reputation management, and customer intelligence.
Those who have embraced social selling are creating new opportunities that completely bypass traditional approaches.
These four stats could make you rethink your approach to sales and energize you to start social selling today:
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In social selling, prospect knowledge is power. We can never know enough about our potential buyers, especially the specific reasons they buy (and don’t buy) from us. With powerful knowledge in mind, here are 10 buyer psychology nuggets every social seller
Microchip, a global leader in semiconductors, recently ditched the variable compensation plan that has been the standard for most sales organizations. Instead, Microchip has adopted a compensation plan with competitive base salaries and a small variable component based on company and
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Follow these 10 steps keep yourself on the right path of sales success.
Why do we talk so much about the new buyer journey and avoid pointing out how the new selling journey is also changing? It’s true many customers are moving as much as 70% of the way through the sales funnel before directly engaging with sales executives. To establish a relationship before you, your competition is also trying to engage with your customer earlier. And, many times beating you to the punch because you have not embraced a social selling strategy.
Read more at http://www.business2community.com/social-selling/competition-social-selling-linkedin-0797121#wcZg8GwQsjjbMxeS.99
The biggest hurdle to an effective B2B content marketing program is convincing the sales force to utilize the content in their lead nurturing process. Most B2B marketing departments incorrectly diagnose the situation as a lack of willingness, support, or desire to engage in social selling on the part of the sales team. But I would submit to you, based on past experience, that in fact the single biggest hurdle is lack of understanding.
Overcoming Sales Force Reluctance
When it comes successful social selling and meeting your sales quota, being more like a car mechanic, instead of a car salesman, might be the key to your success. Huh? How are you going to meet your quota if you don’t act like the tenacious and famous car salesman, Cal Worthington?Read more at http://www.business2community.com/social-selling/10-ways-teach-customers-buy-0789198#xgho2GVFBO8e5zJJ.99