socialauthority

A2: the old playbook is "played out"...upgrade to using Social breathes new life into old sales processes and makes them human!

78% of sellers using #socialmedia outsell their peers

#SocialSelling matters because social reaches more than 75% of internet users!

A2: Because more than 80% of people conduct online research and educate themselves before they approach a company.

A2: U can be a fly on the wall so to speak of your prospects wall. That spells more information on them and their needs.

The old playbook needs to be burned. #socialselling starts with listening and more listening.

In #B2B 70% of buying process is done before contacting vendor or speaking to rep; need to be present in #socialmedia

The sales cycle has changed...customers are educated before the cycle begins .

A2: People are talking about companies and brands and you want to be aware of or part of those online conversations.

100% of business decision makers use social media; #socialmedia is in top three sources for buyers

A4: For one, it's good to get everyone trained up in social media best practices.

A4 good chance some are already doing #socialselling but could be more effective with proper #marketing support

A4: People need to understand how to use Twitter and LinkedIn to find prospects and relevant conversations.

To formalize #socialselling set goals, targets & provide #socialmedia training from @Profitecture

#socialselling needs to start with social media training - something like the sweet Profitecture Social Media Bootcamp. ;)

@RobinScharpf I agree - the @Profitecture SMB was the best way to gain #socialmedia skills!

Thank you @kaseyastevens . Your referral is much appreciated.

The way to any salesperson's heart is through their wallet. Show them how it makes them money.

I will be an advocate for life. ;)

@PaulKrappman Like @RobinScharpf said 78% of sellers using #socialmedia outsell their peers.

Start with defining your goals as a TEAM and then begin with training for everyone. B sure the team is not working in silos - support each other.

Thanks @kaseyastevens I love teaching #SMBootcamp!

#socialselling (done right) is less drudgery, more opportunity.

Management buy in always helps!

A6: using a more targeted search approach in LinkedIn

A6: We do some drilling using LinkedIn to find mutual connecting points with personal/professional contacts

Take a 360 degree approach and get a full view of your target. #socialselling

A6: I also highly recommend finding bloggers, analysts, writers and becoming their new best friend #leverage

What do you mean by more targeted search approach in LinkedIn? Can you give an example?

I would see getting a full view of a target or even current client helps you target your message and value add to them personally.

#socialselling Lesson One: Listen. Listen. Listen. then Listen some more.

A6: Bring the team together to share contacts ... see who you are connected to.

for ex. I'm MSU alum. Look 4 grads during same year - LI makes suggestions based on ur connections.

You can be more specific, use an advanced search and look for people with specific qualities or demos...ex senior exec, 10 yrs exp, mutual groups you share

Your sales people know the top keywords they should be listening for...trust 'em. #socialselling

It's a small world, who can get you closer to your target.

...and then further search for CIO, CTO and c how many connections between.

What is the 360 degree approach?

Teamwork is key - you need to share everything to help the org. So many salespeople are so protective of their contact and sharing info.

A6: Listening, of course for the questions your prospects might be asking that you can answer. Initiate and respond to relevant conversations.

Social can help give you a complete view of your potential customer. Where they hang out, what they talk about, what issues they need to solve.

I feel like #SocialSelling training could be for anyone, not just sales folks, but marketers and anyone acting as a voice for your org.

A5: Anyone in a b2b sales role! :)

A5: Any biz pro can get value from the training that follows along the lines of how to find, relate and engage with #B2B prospects.

a5: anyone in a selling role and the boss of that person :) #decisionmakers

I'm deferring to @VictoriaBSocial our inhouse #socialselling expert

A5: Sales itself hasn't changed, but how to find, relate and engage with them has changed.

Good point!@kaseyastevens

Excellent point @kaseyastevens! "I feel like #SocialSelling training could be for anyone, not just sales folks"

A5: Any advocate for a company or brand would appreciate the concepts. Sales and marketing working together :D

It helps to show everyone you have confidence they can sell your value prop as well as the next person. And equipping them with the tools to do so shows you care about their success too.

Always good to get the whole team on board, social selling for sales and marketing folks.

Our #socialselling class takes #socialmedia novices and hones their skills toward deal making.

@VictoriaBSocial Sales + Marketing = lethal combination. Lethal in a good way ;). Gotta get them together to make the biggest impact.

We like to say the new ABCs are "Always Be Curious" about how you can help and not how you can sell.