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TV Expert Interviews / For Sales Pros / Apr 4, 2018 / Posted by Grant Leboff / 1965 

Whatever Happened to Social Selling?

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As media platforms change and evolve, some salespeople are struggling to keep up with the social media trends, and are missing out on key sales, or failing to market themselves in a way that keeps up with consumer preferences. To learn more about how to keep up with media trends, watch this video interview with Grant Leboff, who is interviewed by John Golden.

In this expert sales interview, explores these social selling tips:

  • Social selling and its popularity
  • How to engage with customers and meet them where they are at
  • How your online brand becomes your own personal network
  • How to get your “network” to make sales for you

What is social selling?

Social selling is when salespeople use social media to begin and finalize sales. With the migration of in person or over the phone sales moving to online sales, salespeople were rushing to create and cultivate a media presence that would draw in customers. However, many have lost interest, or have lost faith in social media to help make sales. However, one key component that might be contributing to the waning away from social selling is that salespeople don’t often know how to make it work.

Be where your Customers Are

Selling as a general process has never changed. As always, you have to be where your customers are. In the past, salespeople often went to conferences, or made sales calls, because that’s how they marketed themselves and added consumers to their pipeline. However, when you look at the current research, there is less initiation in person or on the phone, and more purchase journeys starting online. In order to keep up with these trends, the salesperson has to learn to be present online.

Developing an Online Brand

Developing yourself online is where social selling starts. Leboff emphasizes the media in social media. With the Internet and easily accessible technology, people will Google you and checked your social profiles before ever sending you an email or picking up the phone. With LinkedIn, YouTube etc., salespeople essentially have their own media channel or network.
What makes network’s interesting and successful, be it a major TV station like NBC, or an individual salesperson’s YouTube channel, is the content that is put on the network. If a salesperson doesn’t have content that’s desirable or a good social media profile, and they’re not posting things of value or insight to the target market, they have no chance of making these platforms work effectively. The bottom line is that salespeople must learn to have an online presence, and use their network as a way of engaging with consumers and creating sales.

About our Host:

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Pipeliner CRM empowers social selling. Get your free trial of Pipeliner CRM now.

About Author

Grant is the CEO of Sticky Marketing Club, a sales and marketing consultancy providing companies with the strategies to thrive in an increasingly competitive world. He is a highly sought after consultant and speaker, and constantly makes presentations at conferences and events all over the world.

Author's Publications on Amazon

"Digital Selling" makes sense of the new paradigms in which a salesperson now operates. It outlines the new strategies required to make the most of the plentiful opportunities that exist, and provides the practical advice salespeople need to use the social web effectively, generate leads…
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"Myths of Marketing" effectively debunks many of the most pervasive myths and assumptions, leaving readers with a clearer, more perceptive understanding of marketing as a whole, to improve their own practice and marketing strategy.
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"Sales Therapy" smashes the age-old sales model with an effective new approach grounded in behavioral psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works.
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"Stickier Marketing", remains a complete guide to producing effective marketing communications in a world of consumers empowered by new digital technology who do not want to be shouted at but engaged with.
Buy on Amazon
"Sticky Marketing" provides a new set of rules for effective communications in a world transformed by new technology. It introduces a new model of customer engagement and asks "not what your marketing can do for you, but what your marketing can do for your customer."
Buy on Amazon
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