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Social Selling - Origins, Overview, and Examples

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.

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Social Selling - Origins, Overview, and Examples

  1. 1. Social Selling: ORIGINS, OVERVIEW, AND EXAMPLES cc: luc legay -
  2. 2. Social selling is the process of developing relationships as part of the sales process. cc: DaveFayram -
  3. 3. Today this often takes place via social networks such as LinkedIn, Twitter, Facebook, and Pinterest, but can take place either online or offline. cc: Frau Hölle -
  4. 4. Examples of social selling techniques include sharing relevant content, interacting directly with potential buyers and customers, personal branding, and social -
  5. 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. cc: ...-Wink-... -
  6. 6. C 2 C companies have been using social selling techniques since far before the Internet Leon Fishman -
  7. 7. Overview cc: Dru! -
  8. 8. The University of British Columbia first established the science of social selling during Martin LaBar -
  9. 9. They found that where there are incidental similarities between a buyer and seller, it is more likely a purchase would take place. cc: Elvis Pucar -
  10. 10. For example, if two people follow the same sports team, they are more likely to feel a sunsurfr -
  11. 11. Arguments for Social Selling > cc: Anders V -
  12. 12. Supporters advocate for social selling as a necessary and effective response to a changing selling environment. cc: eflon -
  13. 13. They argue that, while sales professionals still impact the path to purchase, they are no longer able to personally manage the buying process. cc: ntr23 -
  14. 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 SalFalko -
  15. 15. Components cc: tudedude -
  16. 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,... cc: Georgie Pauwels -
  17. 17. For example, a financial advisor may monitor social media for major life events that correlate to a need for investment advice. cc: literacyadviser -
  18. 18. Typically this is done through the creation of compelling personal profiles that showcase a sales professional’s expertise, credibility, and integrity. cc: D.Clow - Maryland -
  19. 19. Measurement cc: frankieleon -
  20. 20. LinkedIn's SSI is based on four criteria: Creating a professional brand, finding the right people, engaging with insights, and building strong relationships. cc: revbean -
  21. 21. Each criterion is assigned a value from 1- 25, and the four numbers are totaled for an overall SSI j9sk9s -
  22. 22. Strengths of this method include its multi- dimensional methodology and relative clarity on the criteria used. cc: Sean Hering Photography -
  23. 23. In an enterprise cc: Ian Muttoo -
  24. 24. Enterprises are becoming increasingly involved in implementing social selling at the enterprise level. cc: -
  25. 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 ChrisDag -
  26. 26. According to the Social Selling Maturity Model, a prevalent theory on social selling, there are a variety of ways enterprises engage social. cc: zophos -
  27. 27. Thank You Wikipedia! Post Road Consulting LLCcc: PeterThoeny -