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Matthew Cook lock

Any sales enablement expert will tell you that you need to get involved in social selling today.

Data shows that 78.6% of sales professionals who use social selling outperform their colleagues who don’t, while these socially savvy sales reps also beat their quotas 23% more often. That’s nothing to sneeze at.

Every sales person must know how to effectively use social media to generate leads, research prospects, make connections, nurture buyers, build trust and credibility, and more.

However, social selling can go very wrong if you’re not careful. Becoming an effective social seller means knowing the best practices, the do’s and don’ts, and the right strategies when interacting and using social media for sales purposes.

To assure that you become the best social seller you can be, follow these tips.

1. Create Social Listening Alerts
One of the most effective ways to become a social selling rockstar is to be a great listener. Use a social listening tool such as HubSpot’s Social Inbox or Google Alerts to create notifications about your prospects. Having alerts set up can help you to quickly get involved in the conversation when a prospect posts a potential sales opening or experiences a trigger event. You can jump in with helpful insights, comments, or content at the right time.

Using social listening tools is also a great way to get a holistic view of the interests, needs, and pain points that are common among your prospects as they advance along the buyer’s journey. With this information in hand, you’ll be able to publish content that truly addresses their needs.

2. Be a Trusted Advisor
Social media is the place to establish your thought leadership. You can be heard by leads, prospects, and customers alike. So learn as much as you can about your industry and become an expert. Post relevant industry news, solutions to common challenges, helpful tips and how-tos, and anything else that you think will help you to become known as a trusted advisor in your field. There’s perhaps nothing more critical than trust and credibility in the sales process. By sharing your experience, expertise, and knowledge on social media, you can become the go-to expert in your field and ultimately close more deals.

3. Be Interested
It might be called social selling, but the emphasis is definitely on the “social” part of the word rather than the “selling” part. Social selling isn’t actually about selling. It’s about creating relationships with leads, prospects, and customers, and nurturing them. Pay attention to the people in your network. Invest your time in answering their questions and giving them advice.

No one likes people who constantly talk about themselves, so make sure to focus on being social and being interested in others. Don’t brag about all of your achievements as a sales person. Don’t talk on end about your amazing company and its products or services. And definitely don’t try to sell to anyone. It isn’t the time nor the place to do so, as tempting as it may be.

Selling on social media is actually one of the biggest social selling mistakes you could make.

4. Be Visible
You won’t make much of an impact as a social seller if you use social media randomly and infrequently. Social selling should be a constant in your work life. You need to share and interact frequently to get the most out of your efforts. That’s how you’ll stay top of mind and be remembered.

5. Be Genuine
You have to walk a fine line as a social seller. You’re using social media for professional reasons, so it stands to reason that you want to keep it professional online. However, one of the best things about social media is that it allows other people to get to know you—it helps you to humanize your brand.

Don’t be a Boring Bob on social media. Be yourself. Be genuine. Have fun. Share some personal facts and stories about yourself, while keeping it appropriate. This will make it a lot easier to connect with your prospects online You’ll be more interesting, and you’ll have more people wanting to engage with you. 

About the Author:

matt-cook-saleshubMatthew has over 20 years of sales and sales management experience. He is the founder of SalesHub, an inbound marketing agency that helps companies generate leads, boost revenue, and adapt to the new way customers buy. When he’s not helping companies improve their revenue, he trains and competes in half ironman distance triathlons to “relax”.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

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