- Content Marketing
When Your Customers Become Your Contributors: Brand Journalism Meets TraditionalGoogle Is Changing the Close Variant Matching Option in AdWordsBefore You Invest in Online Advertising, Do This!Native Advertising: The New New Thing or a Race to the Bottom? [VIDEO]
Technology & Data
Data and Creativity at the Social Shake Up: Defining Your Data-Driven Social CampaignTalking Strategy and Data with Shannon Lee of Precision StrategiesNew IBM Study Reveals 3 Key Characteristics of the Most Successful CompaniesMinority Report: Confronting Privacy Issues in Big Data Gathering
- Tech & Innovation
- marketing automation
Social Startups: Moment.me Captures a 360-Degree View of The Social Shake-Up 2014Hootsuite Partners With Syracuse University to Bring Social Media Savvy to College StudentsThe Best Hyperlapse VideosThe Best Content Moderation Tools for Busy People Who Don't Have Time for That
Social Change Agent Survey: Passion, Skill Set, and Persistence Lead to Career GrowthThe Social Shake-Up Attracts Wide Breadth of Brands and IndustriesThe Social Shake-Up: How CMOs Drive Innovation and Revenue GrowthThe Social Shake-Up: The Future of Social Business
- Small Business
- Social Organization
Recap from the First-Ever Employee Advocacy SummitFormer IBM Senior Advisors Launch Brands Rising to Build Employee Advocacy ProgramsPerformance and Risk Management Through Social Media TrainingEmployee Advocacy Summit: Advocate Stories from the Field
- Customer Service
Join us September 15th in Atlanta for The Employee Advocacy Summit and learn how to unleash the power of your employees.
Post your event here and we'll share it with our community. If one of our members is featured, we'll promote as well on their profile.
- Marketplace & Webinars
The SMT Marketplace
Your resource for exclusive content and insights from Social Media Today, and opportunities to reach our community of professionals.
The Social Business Book Club brings you books, discussions, and insights from today's to business thought leaders.
Join interactive talks and and panel discussions with leading thinkers and practitioners on social media and networked business, or browse the catalogue of recorded sessions - all completely free.
Reach Social Media Today's community of marketing and communications professionals in an editor-approved context with a native advertising package.
Has Your Organization Embraced Social Selling?
Posted on December 13th 2012
Now that we all realize the impact social media can have on a business or brand, what are the ways to maximize the effect? Does your organization utilize social intelligence for prospecting and leverage the social data extracted from these outlets to engage with your target audience? Each day there are new case studies promoting the value of Social Media in the sales process and by now most organizations must realize that if they aren’t utilizing Social Media, then their competition will be.
Too much information can be gained from profiles and tweets to ignore the impact on the sales process, whether it is a shorter sales cycle, the ability to foster a better relationship, or an opportunity to nurture a prospect until they are ready to engage with a sales rep. Organizations need to learn to embrace the use of Social Media by their sales teams, not block employee’s network access to social sites. Recently, The Aberdeen Group released a study on social selling in which they showed that sales reps who have leveraged social selling in their sales process are 79% more likely to attain their quota then ones who don’t (15%). The study sites that the industry average is 43%, so I ask you; do you think it makes sense to start using social intelligence in your business process?
In a separate study done by The Aberdeen Group they note that organizations who have social intelligence initiatives are 21% more likely to attain revenue growth, while only 6% of organizations not using social intelligence will see growth. I could continue with the numbers supporting social selling, but I think most of you get the point.
So why do you think it has taken so long for organizations to embrace the idea of Social Selling? Could it be that it is so difficult to measure ROI that most decision makers are too scared to take the leap? In most cases it would only take one closed deal to justify this type of initiative, so what’s the hold up?
It’s time to break down the barriers and realize that it makes sense for sales reps to be unleashed upon social networking sites. When done right, it should not be that difficult to show ROI because the numbers will speak for themselves.