ORIGINS, OVERVIEW, AND EXAMPLES
cc: luc legay - https://www.flickr.com/photos/49503019876@N01
Social selling is the process of developing
relationships as part of the sales process.
cc: DaveFayram - https://www.flickr.com/photos/9511824@N05
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
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
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
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
The University of British Columbia first
established the science of social selling
during research.cc: Martin LaBar - https://www.flickr.com/photos/32454422@N00
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
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
Arguments for Social Selling >
cc: Anders V - https://www.flickr.com/photos/33380995@N02
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
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
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
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
For example, a financial advisor may monitor social
media for major life events that correlate to a need for
cc: literacyadviser - https://www.flickr.com/photos/22311864@N00
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
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
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
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
In an enterprise
cc: Ian Muttoo - https://www.flickr.com/photos/20741443@N00
Enterprises are becoming increasingly
involved in implementing social selling at the
cc: Japanexperterna.se - https://www.flickr.com/photos/68532869@N08
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
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
Consulting LLCcc: PeterThoeny - https://www.flickr.com/photos/98786299@N00