Social Selling: What is it? And how did it start? Learn the origins, get an overview, and read some examples of how it is used. Info from Wikipedia.

1. Social Selling:
ORIGINS, OVERVIEW, AND EXAMPLES
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2. Social selling is the process of developing
relationships as part of the sales process.
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3. Today this often takes place via social networks such as
LinkedIn, Twitter, Facebook, and Pinterest, but can take
place either online or offline.
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4. Examples of social selling techniques include sharing
relevant content, interacting directly with potential
buyers and customers, personal branding, and social
listening.cc: danielmviero.com - https://www.flickr.com/photos/31762857@N03

5. Social Selling is gaining popularity in a variety of
industries, though it is used primarily for B 2 B selling
or highly considered consumer purchases.
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6. C 2 C companies have been using social
selling techniques since far before the
Internet existed.cc: Leon Fishman - https://www.flickr.com/photos/30003814@N03

7. Overview
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8. The University of British Columbia first
established the science of social selling
during research.cc: Martin LaBar - https://www.flickr.com/photos/32454422@N00

9. They found that where there are incidental similarities
between a buyer and seller, it is more likely a purchase
would take place.
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10. For example, if two people follow the
same sports team, they are more likely
to feel a connection.cc: sunsurfr - https://www.flickr.com/photos/53139634@N00

11. Arguments for Social Selling >
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12. Supporters advocate for social selling as a
necessary and effective response to a
changing selling environment.
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13. They argue that, while sales professionals still impact
the path to purchase, they are no longer able to
personally manage the buying process.
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14. These advocates cite a Corporate Executive Board
study that reports almost 60% of today’s buying
process is complete before the buyer reaches out to
sales.cc: SalFalko - https://www.flickr.com/photos/57567419@N00

15. Components
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16. Social prospecting involves monitoring and / or searching social
networks for signs of customer interest, immediate buying intent,
or qualified prospect status based on industry, role, geography,...
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17. For example, a financial advisor may monitor social
media for major life events that correlate to a need for
investment advice.
cc: literacyadviser - https://www.flickr.com/photos/22311864@N00

18. Typically this is done through the creation of
compelling personal profiles that showcase a sales
professional’s expertise, credibility, and integrity.
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19. Measurement
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20. LinkedIn's SSI is based on four criteria: Creating a
professional brand, finding the right people, engaging
with insights, and building strong relationships.
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21. Each criterion is assigned a value from 1-
25, and the four numbers are totaled for
an overall SSI score.cc: j9sk9s - https://www.flickr.com/photos/20943407@N08

22. Strengths of this method include its multi-
dimensional methodology and relative clarity
on the criteria used.
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23. In an enterprise
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24. Enterprises are becoming increasingly
involved in implementing social selling at the
enterprise level.
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25. IBM piloted a social selling program in 2012 that is
widely regarded as one of the most successful, early
examples of effective social selling at the enterprise
level.cc: ChrisDag - https://www.flickr.com/photos/8558461@N08

26. According to the Social Selling Maturity Model, a
prevalent theory on social selling, there are a variety of
ways enterprises engage social.
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27. Thank You
Wikipedia!
Post Road
Consulting LLCcc: PeterThoeny - https://www.flickr.com/photos/98786299@N00