The advent of social media has fundamentally and permanently changed the sales process. Given the behavior of today’s buyer, savvy sales professionals increasingly turn to social platforms as a healthy source of potential prospects.
Today’s buyer is better informed and better educated about your product or solution before s/he contacts you, the sales professional.
Statistics show that the buyer’s journey can be as much as 90 percent completed before s/he ever thinks about interacting with a sales person.
As the Social Selling revolution continues to captivate the sales industry, the most successful and forward-thinking sales representatives utilize social media to connect and capture more business than ever previously imagined.
According to an oft-quoted statistic from Jim Keenan, a whopping 78 percent of sales people using social media outsell their peers who aren’t using social.
But, how exactly is this accomplished? Here are three simple steps that describe the transformative process of “Social Selling,” or how to use social media to generate revenue: