Social SellingSales reps using social media as part of their sales techniques outsell 78% of their peers (Source: Forbes)
The B2B Buying Cycle Has Changed
According to Forrester, between 50 – 70% of the buying decision is already made before a sales representative becomes involved.
Buyers are now in control. They’re researching, learning and educating themselves online. They are short listing who they want to talk to long before you enter the conversation.
Combine that with the alarming fact that cold calls are ineffective 97% of the time (Source: IBM’s Preference Study) sales teams are searching for ways to engage earlier in conversations.
Sales Reps That Provide Value Will Win Customer Trust
This new buying behaviour has meant that B2B sales organisations need to shift the way they engage with prospective customers.
They need to connect much earlier in the funnel with useful, educational and valuable content that sets out to educate and inform rather than sell.
Mastering this approach involves technique, tools and content.
Deepen Customer Relationships
Social selling is about connecting and nurturing deeper relationships with the customer.
It’s about listening, engaging and sharing insights to better inform your customers and prospects with their decision making process.
A social selling program can help provide earlier access to the customer, increase deal sizes and reduce sales cycles.
The Social Expert course is a 6-week online learning program. The course has been designed to advance those employees who have established their professional brand online, built a core network and are now ready to move to the next stage.
The course is ideal for organisations that:
- want to move their Social Apprentices to the next level in the program
- have deployed an employee advocacy tool but want employees to understand social sharing etiquette and best practices
- want to encourage more employees to build out their Twitter presence for broader brand reach
Tribal Chatter Newsletter
For a monthly newsletter of social business and employee advocacy insights, subscribe to Tribal Chatter. Practical tips, industry research and popular articles…direct to your inbox every month. No spamming. No selling. Promise.