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The enterprise selling process has evolved - By some estimates, the efficacy of cold calls and email introductions has fallen by more than 70%!
According to ComScore, 82 percent of the world’s online population is reached by social networking sites. Social is new way to reach out to prospect & customers using social media and it has given birth to new concept called Social selling What is social selling: Social selling is simply the process of helping social buyers become customers. Social selling training enables the executive sales team to leverage new channel to reach out the prospects
Every organization wants to increases sales through social media including B2B organizations. B2B social media management is complex as in B2B social media marketing it is difficult to humanize the organization. Despite that Major B2B firms in the world have implemented social selling with great success. Oracle has trained its thousands of its sales leaders in social selling, and, IBM reported a 400% increase in sales in the first quarter tied to its social selling pilot program.
Selling with social media is journey and very few organization have succeeded in that. The management would not want social selling training to be yet another training which is not used post the classrooms’ session. The success of the social selling depends on adoption of training for which an organization need to follow a structured approach to adopt the social centered selling.
Mentioned below is the social selling enterprise framework which if followed properly can definitely assure the maximum out of the program!
There are three major stakeholders of the social selling program
1. Marketing: Enable the adoption of social selling training for sales team, Marketing is involved in managing the social media.
2. Vendor: Social selling training provider and vendor is involved in providing online selling tips.
3. Sales: Leverages the social selling training for generation of funnel, pipeline influence & conversion.