Social Selling: What is it and Why is it Important?

Social selling is more than just a buzzword – it’s a strategy that your sales team can use to increase productivity and generate more qualified leads. In fact, when sales people utilize social media, they can educate and interact with their prospects at different stages of the buying process.

If you’re not already using social selling, you should start now. Here’s why:

1. Find the right prospects:

social-sellingYour prospects already use social media sites. In fact, 75% of B2B buyers and 85% of C-level/VP executives use social media to make purchasing decisions (source: IDC). But how do you know who to get in touch with? Before you reach out to anyone, try segmenting your current database. Once you understand your buyer personas, you can use social media sites to grow your pipeline with similar contacts. In order to start relevant conversations, you can even research their background using a tool like ZoomInfo.

2. Engage your leads:

Social media is a great way to see what interests your buyers. What types of content do they typically share? Even if your leads are not ready to buy, you can still serve as a resource. Use the opportunity to answer any questions they have, and provide them with the appropriate content.

3. Research your competition:

How can you stand out as a leader in your industry? It helps to understand how similar companies interact with their customers. Monitoring your competitors’ conversations also gives you an advantage when responding to any prospects who may be considering their options.

4. Attain your quota:

According to the Aberdeen Research Group:

  • Sales reps who leverage social selling in their sales process are 79% more likely to attain their quota than those who don’t use it.
  • Sales teams that use social selling techniques exceed their quota 31% more than non-users.

5. Shorten sales cycles:

The keyword here is connections. Build your network with relevant decision makers, but don’t rush into any sales pitches. You’re more likely to turn these leads into opportunities if you focus on their needs and interests first.

ZoomInfo can help you identify your buyer personas and get the background information you need on your leads in order to hold relevant conversations. Contact ZoomInfo today!