Social Selling – Strategy for Success in the Digital World
Social Selling – Strategy for Success in the Digital World
Social Selling – Strategy for Success in the Digital World
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Description
Social selling is a strategy for success in the digital world.
SOCIAL SELLING TRAINING | DIGITAL SALES FOR THE NEW B2B SALES REALITY
The first decade of the 21. St. Consumers had taken charge. They wanted more information and less hype. Consumers began completing 70% of their shopping process before allowing a salesperson to speak to them.
The way B2B buyers make decisions is changing because of the sales revolution. B2B buyers are also consumers. They want more value and less hype in their B2B purchase relationships.
B2B sales teams have a choice. If you want to reach the modern B2B buyer, you should stick with what you have been doing. It is a choice as basic as success or stagnation.
UNDERSTANDING THE MODERN B2B DECISION-MAKER
A survey shows a vivid portrait of today’s B2B buyer.
- Consider personalized communication critical : 78% of younger Millennials (19-25), 73% of older Millennials (25-35) and 68% of Gen Xers (35-50)
- Open to trying new brands, with a strong preference for using social media to learn more about the brand
- View insight-driven social selling behavior as critical : 59% of younger Millennials, 50% of older Millennials and 42% of Gen Xers
More than half of the top salespeople were reported in The State of Sales. Social networks have been linked to closing more deals. ? 42% is the figure for all salespeople. Where do you want your sales team to go?
Other key findings are included in this report.
- Salespeople report that the most important factor in closing a deal is trust in the relationship. Here’s a complete breakdown of the importance of closing factors.
- 39% – Trust in our relationship
- 33% – Return on investment
- 13% – Price
- 8% – Strategic counsel
- 7% – Other
- A third (32%) of B2B decision makers respond to a cold call less than ten percent of the time. They are more likely to respond to someone that was introduced through their professional network.
Sales teams need to use social selling to make buying easy for decision-makers. Digital sales need to be practiced the right way.
THE NEW DIGITAL SALES DIALOGUE
The sales dialogue needs to shift in order for organizations to practice digital sales well and move from being just another anonymous vendor to a trusted advisor. I want to sell you something. To. How can I help you?
I want to sell you something.
- I care about your money.
- What else can I sell you?
- Thank you for your business.
I can help you.
- I care about you and your business.
- How else can I add value?
- Thank you for helping us do business better.
It might seem like an easy change, but a strategic shift is needed to make it work.
SHIFT TO ALIGN SALES AND MARKETING
Social selling is a branch of digital sales that requires a well-crafted strategy in which sales and marketing align to meet customers at their digital touch points. That is not the way most companies are set up. There are competing silos of sales and marketing. Training can help break through the silos and develop a successful social selling strategy. Successful social selling training requires full cooperation.
- Sales
- Marketing
- Management
The goal is always to have a seamless buying experience for your customers. The Social Selling Framework is the beginning.
Delivery Method
DESCRIPTION
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