Post by account_disabled on Dec 26, 2023 2:01:56 GMT -5
Social selling is an emerging and quite strong trend in recent weeks and in particular since the beginning of 2014. Many large BtoB accounts ask me to train their sales teams in it. The main reason to understand is that buyer behavior has changed. The buyer is invisible. He wants to train himself and delays contact with salespeople as much as possible. And when he does, in one case out of two, he already has a shortlist. Of course there is Google, but Google is only 10 results on the first page on which everyone is fighting to be present. Google doesn't want you on the first page. Google wants you to pay to be on the first page. This is why Google often changes the rules of the game.
Today, companies of all sizes seek to help their salespeople move towards better use of technologies Email Data and the social web to increase their reach, their engagement and ultimately their business. A 5-step process to get started. 1) Create a hub Blog, site, page, profile… a salesperson must have a hub that concentrates their social media activity. This is where the content is published, aggregated, curated… This is also where we find the “Calls to Actions”, the offers, the invitations to get involved. It is also a space to which other authors or bloggers can refer and create links which will impact the presence in search results. The ideal is an area that you master, like a blog. 2) Listen More and more consumers and BtoB buyers are on social networks before their steps (discovery).
So it’s up to sales reps to track comments and conversations that indicate engagement opportunities. Monitoring mentions of interrogative keywords or in the research phase can reduce negotiation time. Especially since many free tools like socialmention or even Google Alerts can be enough to highlight oppostunities. 3) Create, Curate, Reuse As decision-makers are particularly in a hurry, the content must be very effective. We must therefore understand which search keywords are the most relevant and which subjects are of greatest concern to the targets we want to reach. And this is a new challenge: creating new content on a regular basis while maintaining a high level of quality. For this we can consider reusing all or part of the content.
Today, companies of all sizes seek to help their salespeople move towards better use of technologies Email Data and the social web to increase their reach, their engagement and ultimately their business. A 5-step process to get started. 1) Create a hub Blog, site, page, profile… a salesperson must have a hub that concentrates their social media activity. This is where the content is published, aggregated, curated… This is also where we find the “Calls to Actions”, the offers, the invitations to get involved. It is also a space to which other authors or bloggers can refer and create links which will impact the presence in search results. The ideal is an area that you master, like a blog. 2) Listen More and more consumers and BtoB buyers are on social networks before their steps (discovery).
So it’s up to sales reps to track comments and conversations that indicate engagement opportunities. Monitoring mentions of interrogative keywords or in the research phase can reduce negotiation time. Especially since many free tools like socialmention or even Google Alerts can be enough to highlight oppostunities. 3) Create, Curate, Reuse As decision-makers are particularly in a hurry, the content must be very effective. We must therefore understand which search keywords are the most relevant and which subjects are of greatest concern to the targets we want to reach. And this is a new challenge: creating new content on a regular basis while maintaining a high level of quality. For this we can consider reusing all or part of the content.