- What happened to all the hype on the social selling revolution that appeared a few years back?
- Why have salespeople struggled to make social selling work?
- How can the effectiveness of social selling be measured?
- What are salespeople and sales managers missing out on today that could really augment the way they sell?
Social selling has taken kind of a bad rap over the last few years, as salespeople and sales managers, while having to make their numbers, have yet attempted to try and make social selling work.
The one way that sales has never changed, though, is that salespeople always have to be where their customers are. Salespeople have always attended certain events because they know that prospects are going to be there. Salespeople used to make cold calls simply because they knew that prospects were going to be at their desks.
Looking at research from Gartner, Forrester and others, it’s clear that purchase journeys are migrating online. So if purchase journeys are migrating online and starting online, salespeople must find a way to be present in that arena.
About Our Guest
A thought leader in his field, Grant Leboff’s main focus is to address the massive changes that are taking place in a world that is constantly being introduced to new technologies and an evolving World Wide Web. He continually challenges Sales and Marketing conventions that become accepted wisdom, but don’t necessarily deliver results.
About Our Host
John Golden is the Amazon Best Selling Author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories. He recently published his second book Social Upheaval: How to Win at Social Selling. A globally acknowledged thought leader, John has a passion for small to medium businesses. He is CSO and CMO at Pipeliner CRM.
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