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As you'll see in the SlideShare embed, this guide is designed to share practical tips on how to get started in social selling: -Avoiding silos and collaborating across teams to craft an organisation-wide approach; -Identifying the individual roles and responsibilities for marketing and sales teams; -Outlining a social selling content creation framework for marketing teams; -Detailing a step-by-step social selling implementation plan for salespeople.... 
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If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the most well-known -- not to mention oldest -- selling systems. SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. You can use SPIN principles along with your current sales methodology. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into your product’s features. (Many of SPIN’s principles align well with inbound sales.) To help you implement the most useful tips, aspects, and templates from SPIN Selling, we’ve put together the following guide:...
Jeff Domansky's insight:
Learn the principles of SPIN Selling, get a summary of the book, and more in this excellent guide from HubSpot. Highly recommended for content marketing pros! 9.5/10
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Social media is fast becoming the go-to channel for sales people to find new prospects and reach their sales targets. In fact, 90% of top performing sales people now use social media as part of their sales strategy. And for sales reps that invest in social media, 64% of them hit their team quota – compared to only 49% of reps hitting their team quota that don’t use social media. Furthermore, more than 10% of social sales reps have closed 5 or more deals due to being active in social media. If you want to keep up with the ever-changing landscape of modern day sales, then you need to rethink how you can use social media as part of your sales strategy. Unfortunately, two-thirds of companies have yet to create a social media strategy for their sales organization....
Jeff Domansky's insight:
This post breaks down 29 social selling statistics to help you sell more.
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Another misconception I have heard more than once is that social selling programmes require a dedicated team of millennial social media gurus and huge budgets to put together ad hoc content packages.
Jeff Domansky's insight:
Here's a useful definition of social selling.
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Social selling is the process of developing relationships as part of the sales process, this mostly takes place on social networks such as LinkedIn, Twitter and Facebook but can also take place offline at networking events and conferences. According to research from Social Centered Selling and A Sales Guy Consulting, 72.6% of salespeople who incorporated social media into their process outperformed their colleagues. In addition, socially savvy reps beat their quotas 23% more often. Typical techniques of social selling include sharing relevant content, interacting directly with potential buyers and customers, personal branding, and social listening. Social selling has become a powerful strategy used by organisations to help sell their ideas and win customers. Social media has already revolutionized traditional marketing, and with over 76% of buyers feeling ready to have a social media conversation, it is set to do the same thing for traditional selling. WHAT ARE THE EXPERTS SAYING? We reached out to some of the top 20 influencers to ask them for their views on Social Selling. We spoke to Tim Hughes (#1), Jack Kosakowski (#2), Koka Sexton (#3), Kurt Shaver (#5), Jill Rowley (#6) and Kevin Thomas Tully (#8). Be sure to follow them to stay up to date on the best content and resources on Social Selling!...
Jeff Domansky's insight:
Check out the top 100 influencers and brands leading the discussion.
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Social media has been traditionally known for it's "soft selling" approach, meaning most users are not online for the sole purpose of shopping and, therefore, they must be persuaded in a different way. What does that mean for you? How do you "sell" through social media without causing your followers and friends to get tired of your overly aggressive tactics? The answer is in what you post and how you post it. Learn more below about effective social media sales strategies you can use to increase sales and keep your audience happy.
Jeff Domansky's insight:
Does social selling work? Yes, if it's done right. Find out how with these simple tips.
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Social media's presence in the sales world is an old story by now, but the latest figures suggest its power in the space is stronger than you might think. LinkedIn recently gave me an early look at the findings from their second annual State of Sales Report for 2017. The study surveyed 2,000 business-to-business professionals based in the U.S. about how they perceive technology is impacting sales. Some of it's to be expected: Investment in sales tools is up, cold phone calls are less effective, and the majority of people consider technology important to closing deals. What did surprise me, though, was how much social is changing sales--especially our expectations around how salespeople should conduct relationships with customers. It makes sense when you think about how drastically social has changed other areas of work and life. The question is, how can we use our social tools to better meet those expectations in our client relationships? Here are some of the most interesting figures from the LinkedIn study, along with some steps you can take to incorporate these new ideas into your daily sales work....
Jeff Domansky's insight:
4 valuable findings from LinkedIn's second annual State of Sales report that can help you close more deals
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To get a better understanding of which types of content salespeople are consistently sharing on their social media channels, we analysed all the top shared posts on our platform over the last 12 months to see under which large content “umbrella” they could be categorised. The three macro-groups of content we identified were: 1. Company promotion – 49% 2. Thought leadership – 34% 3. Company culture – 17%We then decided to get more granular. We identified a number of sub-themes within each group, divided as follows: Company Promotion Campaign promotion – content related to the company’s marketing campaigns – 24% Informative blogpost – any informative and useful article from the company’s blog (not linked to a specific campaign, offer or data-capturing page) – 12% Events – content related to a specific event sponsored or organised by the company – 7% Company news/PR – media coverage or exciting company news – 6%...
Jeff Domansky's insight:
Learn what content sells best.
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Social selling, or selling your products and services through social media, can be a tricky balancing act for B2B concepts. Sales and marketing teams must toe the line between persuasiveness and pushiness, and a little bit of social media know-how can facilitate enhanced positive interactions with potential clients.
After all, statistics point to social selling as one of the most effective tools in sales and marketing. Nearly 75% of buyers consult social media before making a purchase decision, and 77% of buyers don’t talk to a salesperson until performing independent research.
Here are four ways to master B2B social selling for your company....
Jeff Domansky's insight:
Statistics point to social selling as one of the most effective tools in sales. Nearly 75% of buyers consult social media before making a purchase decision.
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Our goal is business results. Our content is not successful unless it is driving reader behavior towards positive business outcomes: leading people to sign up for newsletters, fill out a “Contact Us” form, or ultimately make a purchase, for example.
Instead of writing headlines that attract as broad an audience as possible, we should be writing headlines that filter out everyone but our target audience before they click through to read the article. By dissuading non-interested people from arriving at our page in the first place, we’ll save on our media and distribution spend. And more importantly, our overall engagement and conversion metrics will go up – and those are key metrics we need to focus on to prove that our content is driving ROI.
Here are three strategies to use to craft more effective headlines...
Jeff Domansky's insight:
Are your headlines getting results? If not, here are three tips for more effective headlines.
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Do you really dislike the word ‘engagement’?It’s a word that is often used within social media and, of course, if people are not engaging with you on social media, then what’s the chance of them taking action? But the value of engagement is difficult to measure. It’s like going to networking meetings and getting to know people. You know there is value but it’s hard to measure it. But social media can lead to sales and, increasingly, companies want to see results from social media.In this article, we outline how you can achieve sales from social media....
Jeff Domansky's insight:
Looking to generate sales from social media? Ian Cleary shares how to do it!
Cheryl Engstrom's curator insight,
June 18, 2015 4:28 PM
Good social media article on how to use it to generate sales |
Social selling is one of the hottest opportunities in digital marketing today - here's how it works.