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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

#S4LSocial: Connect or Sell? Or Both?

Posted by Kevin Thomas Tully on Jun 3, 2014 10:56:05 AM

Social Selling With TwitterAs the Social Selling revolution continues to captivate the sales industry, the most successful and forward-thinking sales representatives utilize social media to connect and capture more business than ever previously imagined.

According to an oft-quoted statistic from Jim Keenan, a whopping 78 percent of sales people using social media outsell their peers who aren’t using social.

Think about that.

But the real question to ask is, “How is this accomplished?” If your primary goal is to use social media merely as a means to an end – a “connect and close” mentality – in all likelihood you probably don’t reside among the top-performing 78th percentile.

More likely your home is with the bottom-dwelling poor performers.

Sales professionals must learn how to effectively utilize the non-interruptive methodologies of Social Selling in order to provide value before asking for the sale.

Would you buy from you? Do prospects and potential clients cringe at the sight of your LinkedIn connection invitation?

Learn more about the proper way to connect and sell using social media during our weekly #S4LSocial Twitter chat, which continues every Wednesday at 12 p.m. ET.

To register and join in the discussion, click here.

5 Questions for #S4LSocial – 12 p.m. ET Wednesday, June 4

Q1: What are the best practices for connecting on LinkedIn?

Q2: What is more valuable, a larger network or the ability to sell to them? Why?

Q3: How do you feel about using social media as a platform to sell?

Q4: What are some of the horror stories of bad social sellers?

Q5: How can the modern sales professional best differentiate him/herself on social?

Kevin Thomas Tully

See you Wednesday at 12 p.m. ET on Twitter at #S4LSocial. For those of you who are new, I moderate the chat and you can find me at @kevinttully.