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Enabling B2B Sales & Marketing

10 Reasons to Start Social Selling

Posted by Bruce Rasmussen on 01-Oct-2015 14:32:00

There’s never been a better time to be a sales person. Your buyers are all online – in one place. They’ve never been more predictable or accessible.  It’s like fishing in a barrel – if you do it right. And that means learning how to apply solid selling principles to a social world.

Almost everyone you need to touch to succeed in sales is now at your fingertips. Now it’s up to you to know how to develop your selling skills and apply them online to build trusted relationships and over-achieve quota time and time again. Developing real sales skills and then applying them online can change your life, and here are 10 reasons to stop ignoring it, and start doing it right now.

Your Buyer Has Control

The B2B buyer has online access to all the people and information they need to form absolute buying preferences in the early stages of their buying journey. So you need to be there too – connecting, helping and winning.

One. 77% of B2B buyers do not talk with a salesperson until after they perform independent research. That’s 3 in every 4 going online to educate themselves on an issue or subject matter before you even get a look in – unless you make sure you are one of those resources they seek during their research stage. Source

Two. 82% of prospects can be reached via social media. It’s important to understand the business world now connects online using social media too. With this, buyers are getting harder to reach via traditional media including mail, telephone and events. Source

Three. 84% of B2B decision makers begin their buying process with a referral. The need for referrals has been with us forever. Buyers continue to take the advice of people they know, and trust. Today, they do that by tapping their online social groups. Are you there building your profile, authority and number of connections?  Are you building a strong online personal brand? Source

Four. On average decision makers consume 5 pieces of content before speaking to a sales rep. Buyers no longer call for a brochure. They find their information online themselves, and maybe then call. If you’re not part of this early-stage process then forget it. Get your early stage content produced, and distribute it socially. Source

Successful Selling Has Changed

Albert Einstein observed that insanity is to do the same thing over and over and expect a different result. The world of business and buying has changed. Time to updated your selling techniques to compete and stay with it.

Five. 72.6% of salespeople that use social selling as part of their sales process outperform their sales peers and exceed quota 23% more often. Stop doing things the hard way and start embedding social within your sales workflows to make greater success more likely. Source

Six. 46% of social sellers hit quota compared to 38% of sales reps who don’t. The runs are on the board. Start swimming with the tide rather than against it. The probability of success is greater when you start using social selling as part of your overall sales techniques. Source

Seven. 64% of teams that use social selling hit quota compared to 49% that don’t. Sales managers take note too. Your individual sales people can achieve better results when you do social selling as a team. Make sure you understand how. Source

Attend our next Social Selling Seminar. You’ll understand how to to take a proven selling approach and apply it to the new social world. Theyre designed to help anyone currently struggling in a complex selling environment, and attended by some of the largest brands in the world. Click here to register.

Start Making More of Your Time

Sales people can easily waste a lot of time when doing things the old way, or the wrong way when it comes to social selling. Invest just a small amount of time getting it right, and you’ll see a return on time (ROT) fast.

Eight. The average cold calling appointment rate is 2.5%. And many of these were just afraid to say no. Social selling has warm prospects contacting you – saving all that time and emotional energy. It also endures– so everything you do builds your personal brand over time. Cold calling does not. Source

Nine. 50.1% of social sales people spend between 5% and 10% of their time on social media. That’s right. Just 5-10%. This is not a demanding shift in activity. Just start now by replacing some low-efficiency activity with some social selling activity to get started. You will see a difference. Source

So Get Some Understanding, and Get Started Today

Ten. 1 in 5 sales people are not using social media. Of them, 18.9% cited they didn’t see the value, and 45% cited they didn’t understand. Both suggest a lack of knowledge as to what social selling is and how to deploy it. My advice is to get some basic training, and get started. You’ll be more productive, more successful, more often. Source
Attend our next Social Selling Seminar. They are attended by some of the biggest names in the global ICT industry, and free. Click here to register.

If you would like to explore social selling further, or see how it relates to you as an IT sales consultant, email me at brucerasmussen@carpe-diem.com.au

Topics: Social Selling

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