Social selling is a buzzword that’s being thrown around in the sales industry lately. You’ve probably heard of it. But do you know what it is? Do you know why you should care?
If your answer to both is “no,” you’ve come to the right place.
What Is Social Selling?
As you already know, the buyer process has changed in recent years—quite drastically, actually. Now, the majority of the buyer’s journey occurs before the prospect reaches out to a sales person. But this researching, comparing, and information gathering that the prospect is doing alone isn’t being done behind closed doors. It’s actually being done in full view—on social media. Prospects are talking about their needs on social networks, they’re asking questions about issues in the industry, they’re revealing valuable intelligence online as they seek advice from their own networks.
It only stands to reason that, if sales people are on these social media sites too, they can leverage the information that prospects are sharing, they can get in front of these prospects on their own turf, and they can increase their sales results because of it.
When sales people use social selling as a primary selling technique, the returns are tenfold. All sales reps should embrace it in order to reap its rewards.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.
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.