"Salespeople leave money on the table when it's not a big enough table." - Daniel DiGriz
The strongest predictor of success is not the best product but the size and diversity of your network.
And everything else is codswallop.
what you can prove.
About once / month, corporate storyteller and digital ecologist® Daniel DiGriz weaves together interesting business stories, analytics, & examples for organizations committed to achieving their goals.
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Why Sell in Social Media
You need a network just to BE at work.
Problem
Most social media strategies conflate B2C, SMB, and retail approaches with B2B and enterprise. If you're a B2B sales team, that's tone-deaf.
Hurdle
You can use a one-size fits all tack ("Thursday Thoughts", "Fun Fridays", weekly quote") & get some likes but no help for your bottom line.
Solution
Learn social selling, get Marketing to support the revenue function of the company, & enlist Product in brand evangelism.
Mandate
Grow & engage a network of colleagues, advocates, and leads that increasingly 'get' what you do, what you’re about, and why it matters, while opening up a new channel for deliberate lead gen.
The best arguments for social selling are: 1) Everyone's there, and you can know their name. 2) Most salespeople won't do it, so you have an opening. 3) Most salespeople aren't taught to do it well; you WILL be, and you'll have ongoing support for implementation.
Go where they won't
and you close what they don't.