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Social Selling For Beginners


Sales and Marketing
Social selling is here to stay, just like saas, paas and iaas, but you can be forgiven for thinking they were buzzwords used by big companies. It isn’t just posting a couple of tweets or stalking your prospects on Linkedin. The target market isn’t passive, sales is no longer a one-way street, welcome to social selling. A place where 82% of prospects can be reached via social media but 93% of sales executives have not received any formal training on how to reach them their. So in this blog we are going to look at the first steps of social selling and sharing some helpful blogs that we’ve found.

Define what social selling is to you

Before you start chasing your goals and selling into the thousands it’s key to know exactly what social selling means to your business. As this helpful blog shows, various industry influencers define social selling as quite different things. It might be expressed as gathering insights or connecting with consumers but that’s not necessarily important. You need to know what social selling is in the context of your business. Rather than posting everything to everyone with no real strategy, it’s key to spend some time on formulating a plan. Are you looking to teach the prospect or learn from them? Does this communication need to be internal? How is this going to benefit the whole business? These are just some of the questions you should be asking.

Choose your platforms carefully

It’s easy to get caught up in the social media hype; each month there’s a new platform promising to be the next big thing. Being the first to join in isn’t the best idea, instead it’s crucial to pick your social media wisely and ensure maximum impact. For example Facebook is filled with prospects, but is it somewhere you want to be getting in contact with them? There are thousands of B2B companies sharing the wrong content in the wrong place. You don’t want to find your company showcased on this Twitter page.

Set the rules and then train your team

No matter how small your business is, there needs to be consistency and that comes with rules. Everyone in the team should be on the same platforms representing the same brand. This doesn’t mean everyone should be copying each other but it does mean that they can be independent. Believe it or not, 2/3 of companies have no social media strategy for their sales organizations so by reading this blog your already ahead of the game. Be sure to check in with the Ebsta blog in the weeks to come because we are going to be delving deeper into the world of social selling. In the mean time check out the social selling ebook from Salesforce.

Dominik Kondziela

As part of the marketing team at Ebsta, I help write and publish our online content. From Slideshares to blog posts and tweets, we share our wide knowledge in CRM adoption and sales productivity.

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