What is Social Selling and Why Should You Care?

Let’s face it, it’s not practical to make 6,264 cold calls to close four deals.

Today’s B2B buyers are extremely connected, informed and socially empowered. To sell to them, you need to be personable, responsive and socially aware. You need to take advantage of social selling.

What is social selling?

Social selling is when sales teams use social media to learn more and directly interact with prospects and influencers. They can use social platforms to answer questions, make comments, like posts and share relevant content in real time.

Unlike social marketing where a message is broadcasted to many, social selling is focuses on cultivating one-on-one relationships by delivering value to a potential customer at the right place and the right time.

Keep in mind, this process is more like lead nurturing, it’s not meant to be a hard closing tactic. However, with a little work social selling can result in some serious rewards.

Why should you care?

As a salesperson, you can use social selling to beat out the competition. In fact, social sellers realize a 66% greater quota attainment and have 45% more opportunities per quarter than those using traditional prospecting techniques.

Although these stats show that social selling can be effective, not many B2B organizations have implemented it into their sales process yet. In fact, only 5% of B2B sales teams consider social media a successful lead generation method. This lack of adoption is probably due to the personal natures of today’s social networks.

Currently, there’s a blurred line between personal and business networks. Sales people might dislike posting company content on social media because they don’t want to bother their friends and family with irrelevant content. Due to their personal and distracting nature, many B2B companies have banned the use of social platforms during work hours and on company devices.

For those prospecting, social networks don’t always prove to be telling of a person’s role in the company or what products or services they’re actually looking to buy. For example, just because David mentions his love for craft beer in his Twitter bio, doesn’t mean he’s looking to buy bar management software. Also, because only 8.6% of buyers use social media for researching purposes, they’re likely not active on social when in the middle of the purchasing process.

Social Selling on Koble

Socializing is great for business, but there’s too much noise. On Koble, you can take advantage of social selling benefits without the drawbacks. Since we’re a work-email-only platform, you network on behalf of your company—keeping your personal life separate. Based on the buying and selling preferences you set, you’ll match with other relevant B2B businesses.

Post company content, comment on others’ posts, communicate in real-time with prospects and learn essential information about your prospects without spending time searching through endless personal chatter. Sign up for free to join a network strictly for doing business.

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Post by: Koble
11/02/2016