This tool is designed to help sellers clearly articulate the unique value, specializations, and expertise that they bring to prospective buyers, and define what makes them different from other sales professionals.
There is a plethora of information, data, and product reviews at everyone’s fingertips. In order to be successful in today’s B2B sales marketplace, sellers need a new approach to aligning with your buyers. In the recently published book, The Collaborative Sale (by Keith M. Eades and Timothy T. Sullivan, Wiley 2014) sales people are presented with three key roles
A lot of companies are sitting on the fence when it comes to developing a strategy for Social Selling and equipping their sales people with the proper training and tools to make it happen. For those who are wondering what to do next, a fair question is, “What does good Social Selling look like?” Answering that question may help them move off center in order to engage in one of the fastest-growing area of sales improvement.
Social Selling is seemingly hot. The concept refers to the use of social media to help a company increase its sales. It appeals to certain executives, namely front-line sales people and sometimes their managers and higher-level executives in the enterprise. More large companies are embracing this concept…
The concept of Social Selling is growing, as companies understand the benefits of using social networks as part of their formal marketing, sales and customer support efforts. But Social Selling takes concerted time and effort to truly take root and flourish. Many companies attempt to make social “stick,” only to see their efforts dwindle due to lack of widespread adoption.
If your business operations are anything like mine, hiring an outside firm to manage social media isn’t an option; the budget simply isn’t there. But that doesn’t negate the need to have a smart social media strategy.
Aside from the sheer proliferation of social media platforms – Facebook, Twitter, LinkedIn, Pinterest, etc. – it seems that the mavens of social media keep coming up with new rules and best practices. What worked last week won’t necessarily get you the desired results tomorrow.
For forward-thinking sellers, the current signs predict a radically different approach to selling today, not 40 years from now. It is no longer advantageous to ignore the Internet and social media, when so many buyers are using these to find someone to solve a problem or fill a need. Indeed, top sellers are already using the tools at their disposal to win deals vs. their offline counterparts.
Increasingly, the use of social media offers a force multiplier effect that allows sellers to amplify marketing messages far more easily than traditional methods. Even better, social media allows them to find, connect, and communicate with prospects on a one-to-one or one-to-many basis.
Top performing sales organizations are now seeing a positive return-on-investment through social selling. According to research by Aberdeen Group, users of social selling far outpace other companies around a number of key performance indicators (KPIs) directly related to sales effectiveness.
“How is social selling any different than plain old selling? We don’t break up selling into little groups; we don’t call it phone selling or email selling, so why are we trying to put social selling in its own box? SELLING IS SELLING!” “It’s a numbers game”, if you are a seller you are quite familiar with this phrase when it comes to prospecting. The idea of casting a wide net in the hopes that you catch a few “fish” has been the mainstay for sellers around the globe for a long time. Advancements in social media have made this process challenging…