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Social Selling - Origins, Overview, and Examples

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Social Selling: What is it? And how did it start? Learn the origins, get an overview, and read some examples of how it is used. Info from Wikipedia.

Published in: Marketing
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Social Selling - Origins, Overview, and Examples

  1. 1. Social Selling: ORIGINS, OVERVIEW, AND EXAMPLES cc: luc legay - https://www.flickr.com/photos/49503019876@N01
  2. 2. Social selling is the process of developing relationships as part of the sales process. cc: DaveFayram - https://www.flickr.com/photos/9511824@N05
  3. 3. Today this often takes place via social networks such as LinkedIn, Twitter, Facebook, and Pinterest, but can take place either online or offline. cc: Frau Hölle - https://www.flickr.com/photos/36154286@N03
  4. 4. Examples of social selling techniques include sharing relevant content, interacting directly with potential buyers and customers, personal branding, and social listening.cc: danielmviero.com - https://www.flickr.com/photos/31762857@N03
  5. 5. Social Selling is gaining popularity in a variety of industries, though it is used primarily for B 2 B selling or highly considered consumer purchases. cc: ...-Wink-... - https://www.flickr.com/photos/68842954@N00
  6. 6. C 2 C companies have been using social selling techniques since far before the Internet existed.cc: Leon Fishman - https://www.flickr.com/photos/30003814@N03
  7. 7. Overview cc: Dru! - https://www.flickr.com/photos/36543076@N00
  8. 8. The University of British Columbia first established the science of social selling during research.cc: Martin LaBar - https://www.flickr.com/photos/32454422@N00
  9. 9. They found that where there are incidental similarities between a buyer and seller, it is more likely a purchase would take place. cc: Elvis Pucar - https://www.flickr.com/photos/87485176@N08
  10. 10. For example, if two people follow the same sports team, they are more likely to feel a connection.cc: sunsurfr - https://www.flickr.com/photos/53139634@N00
  11. 11. Arguments for Social Selling > cc: Anders V - https://www.flickr.com/photos/33380995@N02
  12. 12. Supporters advocate for social selling as a necessary and effective response to a changing selling environment. cc: eflon - https://www.flickr.com/photos/23094783@N03
  13. 13. They argue that, while sales professionals still impact the path to purchase, they are no longer able to personally manage the buying process. cc: ntr23 - https://www.flickr.com/photos/65919269@N00
  14. 14. These advocates cite a Corporate Executive Board study that reports almost 60% of today’s buying process is complete before the buyer reaches out to sales.cc: SalFalko - https://www.flickr.com/photos/57567419@N00
  15. 15. Components cc: tudedude - https://www.flickr.com/photos/53354512@N00
  16. 16. Social prospecting involves monitoring and / or searching social networks for signs of customer interest, immediate buying intent, or qualified prospect status based on industry, role, geography,... cc: Georgie Pauwels - https://www.flickr.com/photos/53662163@N06
  17. 17. For example, a financial advisor may monitor social media for major life events that correlate to a need for investment advice. cc: literacyadviser - https://www.flickr.com/photos/22311864@N00
  18. 18. Typically this is done through the creation of compelling personal profiles that showcase a sales professional’s expertise, credibility, and integrity. cc: D.Clow - Maryland - https://www.flickr.com/photos/7791881@N04
  19. 19. Measurement cc: frankieleon - https://www.flickr.com/photos/23307937@N04
  20. 20. LinkedIn's SSI is based on four criteria: Creating a professional brand, finding the right people, engaging with insights, and building strong relationships. cc: revbean - https://www.flickr.com/photos/81654918@N00
  21. 21. Each criterion is assigned a value from 1- 25, and the four numbers are totaled for an overall SSI score.cc: j9sk9s - https://www.flickr.com/photos/20943407@N08
  22. 22. Strengths of this method include its multi- dimensional methodology and relative clarity on the criteria used. cc: Sean Hering Photography - https://www.flickr.com/photos/38542343@N02
  23. 23. In an enterprise cc: Ian Muttoo - https://www.flickr.com/photos/20741443@N00
  24. 24. Enterprises are becoming increasingly involved in implementing social selling at the enterprise level. cc: Japanexperterna.se - https://www.flickr.com/photos/68532869@N08
  25. 25. IBM piloted a social selling program in 2012 that is widely regarded as one of the most successful, early examples of effective social selling at the enterprise level.cc: ChrisDag - https://www.flickr.com/photos/8558461@N08
  26. 26. According to the Social Selling Maturity Model, a prevalent theory on social selling, there are a variety of ways enterprises engage social. cc: zophos - https://www.flickr.com/photos/10869658@N00
  27. 27. Thank You Wikipedia! Post Road Consulting LLCcc: PeterThoeny - https://www.flickr.com/photos/98786299@N00

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