Let’s face it, Social Selling is a child of social media and the behavior changes that have resulted from easy access to information on the internet. At a very real level, almost all effective sales people have adopted the fundamental behaviors that make their day to day work effective – they Google suspects before calling, connect on LinkedIN with prospects before meeting, and stay in touch through the sales process with multiple communications channels. So why would they not simply evolve into social selling guru’s on their own?
Well – think about what your sales reps are doing – it is all about using the information to make their jobs easier. Don’t you think that your suspects, prospects and clients are doing the same, but from the perspective of their workload and needs? Social selling is all about making their journey easier –without overloading your sales team with a lot of unproductive activity.
What you need to know to drive a decision on implementing social selling? A couple of statistics from the last couple of years…
- 67% of a buyers’ research and selection process happens online. If your reps are not there, chances are the buyers are talking to your competitors.
- 65% of sales teams using social selling achieved or bettered their quota, compared to less than 50% of those who do not. (Aberdeen Group, Social Selling: Unleashing the Power of Social Media on B2B Enablement, 2013).
Time to get on social selling, shiny or not!