In The Beginning…The Cold Call
Let’s Face it. Cold Calling Is Dead. The sales process is different now. The term “social selling” is still fairly new and while the hip forward-thinking leaders “get it”, many B2B executives believed that such social sites as Twitter and Facebook were distractions that would draw salespeople’s attention away from core selling activities. Further, they also believed that LinkedIn was largely a résumé repository, where salespeople would go hunting for new jobs or be poached by the competition.
The Paradigm Shift
Thankfully, there is a growing awareness among leaders that, in fact, social selling adheres to the same time-tested principles of sales success. Social selling is leveraging your personal and professional brand to nurture relationships and fill your pipeline with the right people at the right time.
As much of the business-to-business (B2B) buying process continues to move online, social networks have become fundamental to the success of sales organizations.
Leaders of B2B Businesses are using social media to increase their revenue potential, prospect more effectively, and consistently create a more robust pipeline and funnel. Social networks offer new opportunities to connect with prospects, build relationships and close deals.
For me, this is the evolution. What are the tools, what are the preferences, how has the world changed to have an impact on the way people buy and therefore the way we sell? Anneke Seley
Numbers Don’t Lie
Sales professionals who use LinkedIn for social selling are 51% more likely to exceed their sales quota than sales professionals who don’t use LinkedIn for social selling.
Sales professionals that use LinkedIn for social selling create 45% more sales opportunities.
78% of social sellers outsell their peers who don’t use social media for selling.
What To Do Next
So which network should you join? If you are in the B2B space, your prospects and customers are most likely on LinkedIn & Twitter. As the B2B top choices, these sites have the largest number of B2B user. Further, staying on top of industry trends and news is key to building upon your expertise and expanding the respect and trust your connections have for you. Want to Learn More? Grab a copy of our LinkedIn Cheat Sheet
Tracey is the Founder of Thrive Ad Agency and the creator of the LinkedAutomation™ Method. She and her team are social selling masters, working with leaders and organizations to build a systematic method for generating business, developing qualified relationships and growing revenue.