|Today’s post is a guest post from Kurt Shaver, a former VP of Sales turned Social Selling speaker/trainer, and founder of The Sales Foundry.
If you want to guest post on this blog, contact us for our submission guidelines.
Often, major shifts in business occur when a confluence of factors combine to change the status quo. Think about the impact that affordable cars and trucks plus the interstate highway system had on the railroads. More recently, consider the impact that the Internet plus mobile devices are making on the newspaper industry. Old-fashioned selling techniques may soon begin to fade away, too, due to the influence of multiple Social Selling factors in 2013.
Consider these factors:
The Rising Awareness of Social Selling: The term Social Selling is yet another spin-off of the Social Media mother ship (i.e. Social Business, Social Enterprise,…). Individual consumers starting embraced social applications 7-8 years ago. As audiences grew, corporate Marketing Departments and Customer Service jumped in a few years ago. Now, corporate Sales Departments are realizing that they cannot manage the bottoms-up social activities of select salespeople. Instead, they are developing top-down social strategies so they can standardize and manage these activities.
Big Changes at LinkedIn: As the 800-lb gorilla of B2B Social Selling, LinkedIn experienced some significant milestones is 2012:
- 1-year anniversary of IPO (think “cash to innovate”)
- 185M members and counting
- Launch of Sales Navigator, a dedicated version for salespeople.
- Biggest redesign of the Profile format in company history
Taking Center Stage: Thought-leaders started using the term Social Selling about a year ago and a few conferences held break-out session on the topic. Now dedicated Social Selling conferences and seminars are appearing on the 2013 calendar. These events combine the proven principles of sales prospecting (rapport/trust/credibility) with new tools like LinkedIn, Twitter, and others. The fact that organizers can draw both attendees and exhibitors is evidence of the growing popularity of Social Selling.
So, as you plan your 2013 goals and strategies, consider how to take advantage of the growing power of Social Selling tools and techniques.
Want to learn the latest Social Selling techniques? Attend a free introductory webinar, “New Ways to Grow Sales with Social Selling,” this Wednesday, January 16, from noon- 1:00 PM ET, or jump right in and join the Social Selling Boot Camp, a 30-day virtual training program beginning February 7. Save $200 with Coupon Code: 200BCA. See full program information here.
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