Social Selling Education

Misconceptions about social selling in the B2B environment

Social selling is often poorly understood in the B2B environment. The biggest misconception is that you can use social media to do the selling for you, but if this is how you define ‘social selling’ then the chance of you succeeding at is very slim.

When it comes to sales, not much has changed over the past few decades. What has changed is how people research products and solutions they’re invested in, how they communicate to people and how businesses communicate with them. In a way, social media has leveled the playing field because it gives B2B sellers access to people outside of their geography.

Another misconception is that being active on social media means that you’re creating content and that this is by default a good thing. If you’re interested in getting your social selling strategy to work for you, then you need to create content that shows people who you are, what you know and how you can solve a problem for them. Show your online community how you are solving challenges for other people and companies, and they will be more inclined to contact you when they experience a similar challenge.

The third misconception is that you need to be creating a lot of content to link to. As digital marketers, we know that video marketing, long-form content, eBooks, blog post, and Whitepapers are all valuable assets for any salesperson to have in their arsenal, but this doesn’t mean that you have to wait until you’ve created loads of content to start engaging and networking online. Getting started means following and engaging with relevant people – you can figure out what type of content you need to create to speed up the sales cycle when you have a better understanding of what your target audience needs and wants.

Are you interested in social selling techniques and strategies to enhance your reputation and help you prospect for new leads? offers a range of instructor trainingsocial selling workshops and consulting services that can be customised for your business. Contact us for more information today.

July 16, 2018

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