Over the past decade. ..
CUSTOTTIGTS have become
highly informed decision—mal<ers.
SOCIBI Media has given them
significant market-making power, upending traditional
B2B marketing and sales practices.
What is Social Selling?
Social Selling is the use of social media by sales organizations
for listening, customer engagement,
and internal collaboration.
It is not a clean break from traditional selling.
_ It is an 3.
evolutionary step .
It is not abandoning emails, phone calls, or personal meetings
supporting these channels
deliberate use of social media.
It is not about making sales pitches on social platforms.
It is about
finding potential customers,
relating to their needs,
and providing solutions.
Why does Social Selling work for B2B?
The results of social selling speak Performance Benefits of Social Selling
fOr thernSe| Ve$. Total team attainment sales quota
In a 2012 review of sales
Organlzatlons the Customer renewal rate
Aberdeen Group. .
' Sales forecast accuracy
the Competition in nUrnerOUS Percent of sales reps achieving quota
Key Performance Indicators (KPls).
D 0 Users of Social Selling 0 All others
There are more than
Social Media users globally.
People spend more time on
than on any other category of websites.
of Social Media users
learn more about brands, products, and services
at least once a month.
of B2B decision makers
use Social Media
as a source of information.
o SOCIAL MEDIA
— INFLUENCES —
Today’s B2B buyers begin their purchases by . /
and services online.
If you are not providing solutions to their problems. .
your competitors will.
By the time they seek out sales professionals. .. H
they’re well on their way to making a decision. pant
You want customers to call you
and ask to be closed.
Establish _ _ _ _ _
authentlclty & credlblllty
in your industry.
By producing content_that is _
useful, informative and engaging.
Then spread the word about it on social networks. .
Because effective Social Selling
favours the first-mover.