Social Selling Education

Shifting Your Sales Strategy From Analogue To Digital Marketing For Social Selling Success

As a sales manager or a person who manages a team of sales people, you have undoubtedly realized the power that social selling offers.  To do this, you need to take the three pillars of social selling, namely trigger selling, referral selling, and insights selling, and creating digital processes for them. Here are three examples:

  • Trigger Selling

We all know inherently that a job change is a trigger. If someone leaves their current position and takes on a role at a new company, it is a fantastic opportunity for you. In an analogue world, you would hear through the grapevine that someone has left their job and migrated to a new position. In the digital world, tools like LinkedIn give you the ability to create an automatic alert any time a customer in your database leaves that organisation.

You can create alerts that send you an email when people in the IT department or finance department, for example, leave their companies and take on a new role. If a previous buyer or former advocate starts a job at a new company that is not in your CRM, then you need to make your move.

  • Insights Based Selling

Years ago, sales people would study publications like the Wall Street Journal and use insights from interviews with CEOs, CTOs and other decision makers to get a foot in the door. An example would be calling the company and saying that their CEO was quoted in an article saying that their business needs to drop operational expenses by 30%. This could, for example, give you the opportunity to market an ERM system that monitors the time and attendance of staff and show them how you can help them achieve their business goals.

In the digital world, you can create infographics, webinars, podcasts and content. Everything you create is a form of intellectual property that you can share with a buyer to help them along their journey.

  • Referral Based

In the analogue world, sales were a game of networking that you saw in the movies. Today, this world of networking still exists, but it all happens online. You can go onto a contact’s LinkedIn profile and within a minute, find every VP of sales that person knows across the globe. On top of that, you can ask your contact for an introduction. This can all be mechanised through digital tools that were not available to sales people a decade ago.
Are you interested in social selling techniques and strategies to enhance your reputation and help you prospect for new leads? Socialsellingeducation.com offers a range of instructor trainingsocial selling workshops and consulting services that can be customised for your business. Contact us for more information today.

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