A webinar promotion popped into my social feed this past week asking the question, “Who owns social selling?” It went on to give the case for ‘sales’ and ‘marketing.’ Turns out that it’s neither … apparently it’s a partnership! Really? It takes a webinar to bottom that one out? But what about support, account management, professional services, finance? The list of departments that have a level of engagement with a prospect or customer is extensive. How do they fit into the ‘owning’ spectrum?
I joined LinkedIn in May of 2005 and like most people at the time it was my online resume, my online identity to headhunters and hiring managers. I had just returned from serving a tour of duty in Iraq and was working as an inside sales rep for a small software company. I connected with coworkers and some of the people I got to know in the industry. I didn’t do any “work” on LinkedIn, I was too busy being measured on number of dials and talk time. I like to refer to this as the Dark Ages of Sales. Outside of my sales numbers, weekly conversations about my dials and talk time were the norm. The problem was that even then, dialing for dollars was a colossal waste of time. My number wasn’t being made by these cold calls, it was being made because I was getting referred to new business by people I had already done business with.
Social shopping is the new frontier for retailers and businesses alike. With consumers becoming increasingly tech and shopping savvy you need to distribute your financial resources. It is not to say you need to invest and sacrifice your business model, but remain open to this untapped revenue stream.
We can learn a lot from the best basketball rebounders. So often in business development and life, it’s not the first attempt that gets us the win. If you’re in the “social selling game,” people comment on your articles, send you LinkedIn connection invitations, mention/tag you, or share your content. People care about what you’re sharing and saying!
The following is a podcast for "The Social Sales Cycle: Real-Time Customer Engagement." This webinar originally aired on March 10th, 2015. Listen to the audio recording to learn more:
A Getting Started Guide to Social Selling
A recent study conducted by Triblio concluded that B2B buyers complete 57% of the buying decision before they are willing to talk to a sales rep. This guide will show you step by step how you can get started with Social Selling, with quotes and support from Kurt Shaver and Jill...
To help you stick with your sales goals in 2015, we recently asked some of the industry’s top sales reps about their resolutions to utilize social selling in 2015 and how they plan to stay on track. Read on to discover advice you can use to achieve your career goals over the course of the coming year.
With the holidays upon us, it only seems fitting that this week’s social selling tips highlight the spirit of helping. In these posts, you will learn about a simple mantra that can add clarity to your sales strategy. You will also discover phrases that demonstrate your willingness to offer assistance, along with a strategy for making the maximum impact in the least amount of time. So give yourself the gift of knowledge this week, and then pay it forward by helping those you work with.