Social selling is a sales technique that leverages social networking sites to identify prospects, build relationships, and ideally, close more deals. Social selling is more than just a hot trend, it’s an essential part of the modern sales process. Consider these statistics (source).
- 78% of salespeople using social media outperform their peers.
- Social selling generates 38% more new opportunities than traditional sellers.
- Social selling has a 100% higher lead-to-close rate than outbound marketing.
Effective social selling is no easy task, especially given the many responsibilities the average sales rep has to juggle. For this reason, you and your sales team must utilize the right technology stack to improve and streamline your social selling efforts.
Because there are so many social selling tools on the market today, we’ve put together a list of some of our favorites. Ready to get started? Keep reading!
Top Ten Social Selling Tools:
1. LinkedIn Sales Navigator
LinkedIn offers the most comprehensive amount of customer information – making it the most essential B2B social selling platform. Thankfully, LinkedIn offers a specific feature for sales professionals. The Sales Navigator allows you to easily discover, save and segment LinkedIn leads. It provides an advanced search option to find your ideal buyers, based on specific criteria such as job title, company size and more. Sales Navigator also offers real-time updates on your prospects and customers for improved communication.
Hootsuite is the most popular tool for sharing and managing your posts across platforms. It is also an effective tool for social listening – or keeping track of prospects’ online conversations about your industry and brand. This will help you locate important prospects and influencers, and then engage with them through social media.
3. ZoomInfo ReachOut
ReachOut, ZoomInfo’s Chrome extension, allows you to simplify your social prospecting process. When you install this plugin, you’ll get access to a prospect’s direct phone numbers and email addresses from ZoomInfo’s B2B database immediately when you view their LinkedIn profile.
ReachOut makes it easy to integrate B2B data into your existing workflow. When you open the plugin while viewing a LinkedIn profile, you can export the prospect to Salesforce, Outreach, or send them a direct email with one click.
This is the perfect solution for recruiters on LinkedIn who’ve found the platform has become oversaturated or for sales reps looking to prospect within their standard workflow.
4. LinkedIn Social Selling Index
The Sales Navigator isn’t the only useful social selling tool that LinkedIn offers. The LinkedIn Social Selling Index works in tandem with the Sales Navigator to inform your strategy based on the “four pillars of social selling”:
- Establish your brand
- Find the right people
- Engage with insights
- Build relationships
Use the Social Selling Index to measure how your strategy stacks up in these four key areas. The Index gives you a score for each of the four pillars, which adds up to one final “SSI score”. This tool is essential to understand how effective your social selling strategy is, and making improvements in the areas you may be lacking.
You’re already aware of the importance of a Customer Relationship Management (CRM) tool. Nimble is a CRM designed for the social media age. The platform organizes your buyers and leads and allows you to keep track of your entire relationship with them – including your social media interactions.
Use this tool to build in-depth profiles of each customer, featuring basic data like their location, company size, and revenue, as well as their social media profiles and activity. The way we interact with customers has changed, and a social CRM like Nimble will keep you up-to-date.
Reachable allows you to leverage your personal networks to learn more about prospects before reaching out to them. Import your contacts into the app, and Reachable will analyze them and look for potential connections between you and your prospect. Sales reps can also leverage the rest of their sales team’s personal contacts. Reachable integrates with your CRM, and ranks your leads and contacts based on how strong your connection is with them. You may discover social connections you never knew existed, which will only improve your social outreach.
7. Rfactr (Social Port)
Rfactr’s Social Port tool is specifically designed to streamline your social selling techniques. The platform makes it easier for sales reps to share content on social and will boost both marketing and sales productivity. Beyond that, rFactr helps you identify prospects on social media based on their stage in the buyer’s journey. You’ll begin participating in buyer conversations much earlier and get a head start on the competition.
Awario is an app that primarily focuses on social listening. The platform’s complex monitoring searches are more thorough that most other platforms, ensuring you won’t miss any mention of your brand, industry or competitors. Once you locate potential prospects, you can engage with them right away from Awario.
A big challenge with social selling is the amount of platforms sales reps must keep up with. Tailoring a message for each platform takes a lot of time– so let this tool do it for you. IFTTT (short for “If This, Then That”) allows you to create chains of commands to quickly translate your content from one platform to another. For example, you can create a command so that content you share on Twitter with a certain hashtag automatically posts on your LinkedIn page as well.
This tool is effective for any department in your organization, but sales reps can use it to streamline the more tedious parts of social selling.
Your sales and marketing teams aren’t the only ones who can have a hand in a great social selling strategy. All of your employees can help generate leads by sharing information and content on social media. But, it’s not always easy to motivate them to make that extra effort. That’s where an employee advocacy tool like Bambu comes in.
Bambu provides a streamlined employee advocacy system, where employees can see and share the latest content with just a few clicks. There’s even a leaderboard to incentive employees to share content consistently. This easy-to-use tool is your key to leveraging your employees’ networks and to generate more leads on social media.
And there you have it, our top ten social selling tools. To learn how our B2B contact database can help your sales marketing efforts, contact ZoomInfo today.