Brian Bailard is HootSuite’s VP Global Strategic Accounts. This is the first post in a series on social selling aimed at sales leaders and executives.
It’s becoming hard to ignore social media. It’s all over the news and everyone seems to be using it. Inside most companies, social media is used throughout marketing as well as in support, HR, corporate communications, business development, and investor relations. But if I lead sales and am responsible for delivering the revenue, should I embrace social selling as a technique for my teams to generate more revenue, or resist it as a time-consuming distraction?
The short answer is you absolutely must embrace social selling. Evolve or die.
Does cold-calling work as well as it used to? No. Do you generate as many leads at conferences as you used to? I doubt it. The world has changed. Today, most customers and prospects self-educate well into their decision-making process before they are ready to engage with a sales rep. However, we absolutely want our sales reps engaged with a prospect early in the cycle so we can help shape their strategy, position our solution, and develop a trusted partner status. Social selling methods can help us do this and much, much more.
Social selling can generate insights from decision-makers and influencers about what your prospects want. In addition, it can help elevate your sales reps to trusted partners who sell large, strategic deals with shorter sales cycles and higher close rates.
To learn how social selling can boost revenue across your sales organization, download the new white paper from HootSuite Enterprise, Social Selling: An Overview For Sales Executives.Read more