Many traditional sales professionals still employ a traditional approach focusing on a large quantity of leads, who they relentlessly pitch to. Yet this can be frustrating and inaccurate, leading to a fractional return for all the time spent pitching, not to mention a plethora of folks turned off by non-applicable (and from their point of view, invasive) cold calling.
However, if you specifically target quality leads with passions aligned with your own, who participate in groups and read blogs related to services you provide…..won’t you be more likely to make a sale? What if you go even further, building a trusting relationship by providing free content that’s relevant to your field and nurturing connections?
’m asked frequently to justify why social selling is worth the time. Not three months ago, I was booked for a sales kick-off to teach a session on social selling until the CEO nixed the session, telling us he didn’t want to distract the sales team from closing business by wasting time with social media.
On the contrary, social media and social selling can accelerate finding, managing and closing business.
Below are 12 reasons why social selling should be a priority for most B2B sales organizations in 2014.
t’s that time of the year again. It’s that time of the year when gyms are filled with new faces and alarm clocks are set an hour earlier than usual. It’s time to start planning a list of New Year’s resolutions, and convincing yourself that this year you’ll actually keep them.
When most people think about their New Year’s resolutions, they often think about more about their personal life and less about their professional life. People make resolutions like joining a yoga studio or cutting back on smoking, and spend little time thinking about how they can improve in their work. While it’s important to improve your personal habits, there are also opportunities to improve your professional ones.
Here are a few New Year’s resolutions you should make:
Co-Authored by Social Sales Expert Jim Keenan Sydney, the CEO of a mid-size advertising company was sitting in her office, when she got a call from one of her vendors. Her sales rep, Mike wanted to talk about his new offering.
In the social selling world, content has undeniably become the key to marketing strategy. Marketers are constantly thinking about best practices for using Twitter, LinkedIn, Facebook, Google+ and other platforms to attract potential prospects. In the words of Tom Martin, who recently hosted a webinar for Oktopost, the B2B social media marketing platform, “Content is the door opener. It’s the way to get buyers to first identify themselves – by either reading, clicking on, sharing or engaging with it.” Content plays a vital role in starting any conversation in the social selling environment. Read more at http://www.business2community.com/content-marketing/social-selling-meets-content-marketing-0698084#dJBfWGbeZRF6uYgB.99
How do you use social selling in the workplace? You probably use LinkedIn to get more recommendations and maybe even add a couple old colleagues to see what they’re up to in their careers. In fact, you might even take the time to find them on Twitter with the hope of getting them to follow you back.
Although those tactics can help, you shouldn’t focus all your time on collecting connections, followers, and recommendations. Some of the most effective ways to leverage social selling are built on strategic tactics and insight. But before we get into it, let’s look at the definition of social selling:
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Prospecting is the foundation of the sales process: if you can’t find the right decision maker at your account, you won’t be able to close a deal. But just how important is it?
Anita Windisman's insight:
Did you know.... Sales reps who viewed the profiles of at least 10 people at each of their accounts were 69% more likely to exceed quota than sales reps who only viewed fewer than 4 people at each account.
I have been using social media to connect and engage with people for a number of years. While I was not one of the first 100,000 members on LinkedIn who received an email from Reid Hoffman, I was one of the first 200,000 and have actively used the platform to find and connect with people for the last nine+ years.
I was just describing to someone the other day how profound an effect Twitter has had on my personal network over the last five+ years I have been using it. I have made so many connections online that eventually carried over to my offline world—not including the relative strangers who have been willing to help with questions and share information.
In the process, I have learned a great deal just from listening and paying attention to those sharing content of interest. As I have actively used social media to make connections and grow revenue, I have learned a number of things that I would like to share. I hope you find them useful as well.
Following are eight of these key things I have learned; some of them are small, but others are larger and perhaps more profound.
Since when was “social selling” something new? Any accomplished sales exec will tell you, relationships have always been a cornerstone of effective selling.
But today, the explosion of online communication has given new meaning to the term. When we talk about “social selling” we’re talking about using the internet to build relationships, communicate about your brand, and generate leads.
Many people will immediately think of “social selling” as any sales activities that take place utilizing Facebook, Twitter, or LinkedIn. That is a shortsighted view, however, and one that will lead you to less than stellar results.
Instead, think of “social selling” as any sales activities that are generated on the internet. It’s far too soon to restrict yourself to only three tools. Rather than putting baby in the corner, let’s start by figuring out how and where your customers can be reached.
Posted on December 10, 2013 by Brent Diefenbacher When a good salesperson walks into a future advocate’s office, the first thing they will do is look for common ground. A paper coffee cup can spark a...
Sales is both an art and a science. It is the skillful combination of emotion and logic, people and process, free-thinking and organization. I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today.
While the study results provided detailed insights about sales organization trends, it also yielded a wide range of statistics that reflect the strategies sales leaders are employing to overcome their top challenges. Below, you will find twelve of these key sales metrics that benchmark sales organization performance, structure, and effectiveness.
Sharing your scoops to your social media accounts is a must to distribute your curated content. Not only will it drive traffic and leads through your content, but it will help show your expertise with your followers.
How to integrate my topics' content to my website?
Integrating your curated content to your website or blog will allow you to increase your website visitors’ engagement, boost SEO and acquire new visitors. By redirecting your social media traffic to your website, Scoop.it will also help you generate more qualified traffic and leads from your curation work.
Distributing your curated content through a newsletter is a great way to nurture and engage your email subscribers will developing your traffic and visibility.
Creating engaging newsletters with your curated content is really easy.