Social Selling = More Leads, More Closed Deals, More Revenue

"Salespeople leave money on the table when it's not a big enough table." - Daniel DiGriz

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.

Linkedin Prospecting
Selling Online
Linkedin Profile Customization
Social Selling Fails

Go where they won't

and you close what they don't.

Align product with sales.

The strongest predictor of success is not the best product but the size and diversity of your network.

Success is Seeing the Needle Move!

And everything else is codswallop.

Eyeballs on content (awareness of our brand)
%
New leads (engagement with our content)
%
Sold customers (revenue increase)
%

You can only improve

what you can prove.

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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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