I call it “socially surrounding” the buyer but many people, in jest, call it spying. Call it what you will but the advantages are obvious: listening to what buyers are doing online has tremendous benefits and can catapult your sales results.
There is a common misconception in the sales industry that social selling is a useful tactic for just inbound and/or outbound sales positions. People often think that these are the positions that cast a wide net and gather new prospect and accounts, so they are the only ones who need to use social selling tactics.
B2B buyers have changed. Not surprisingly, they now look for answers online. Unfortunately, most sales people haven’t yet picked up on this.
Crying in a basement:
I’ve been an entrepreneur, one way or another, for my entire life. I washed neighborhood cars in my parent’s driveway, I ran more than one landscaping company, incorporated 6 different businesses, and I’ve written more business plans than you can imagine.
As Mark McCormack so clearly stated, “All things being equal, people will do business with a friend; all things being unequal, people will still do business with a friend.”
Getting your LinkedIn Publisher posts to go viral is no easy feat. In my humble experience, it requires a careful combination of knowing your audience, proper distribution and timing.
Great coaches aren’t born; they’re made through hard work, discipline and training. And it is exactly this attitude of dedication that allows coaches to overcome challenges and maximize sales training ROI.