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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.

How Social Selling Integrates With Your Existing Sales Training

Posted by Jamie Shanks on Jan 5, 2016 9:17:51 AM

No matter what sales methodology has been adopted by your organization, Social Selling can be easily integrated. Thanks to Xerox in 1967, and David Sandler in 1968, millions of sales professionals over the last 50 years have learned a structured sales process.

There have been multiple variations on how to approach a buyer, but in the last five years the buyer has evolved so dramatically, that it has left sales organizations scrambling! According to Forrester Research, 74% of today’s B2B buyers conduct more than half of their research online before making a purchase. The answer to this is Social Selling.

Social Selling is an additive sales methodology that is agnostic to any baseline sales methodology. From demand generation, inside sales, field sales, customer success to channel selling, Social Selling uses your current sales process, but interacts with your buyer where they learn: online.

social-selling-mastery-tree-graphic

Social Selling intersects digital interactions via Triggers, Referrals and Insights (digital content) to shape the buyer's journey. Yet for the first time in a sales methodology, marketing is directly linked to help fuel the Insights Factory for the organization.

How is your salesforce going to approach the new buyer over the next 5-10 years?

Who owns these core sales methodologies?

Needs Satisfaction Selling: Xerox 

Sandler Selling System: Sandler

Solution Selling: >Sales Performance International

Target Account Selling: TAS Group

SPIN Selling: MHI Global

Strategic & Conceptual Selling: MHI Global

Value Framework: ValueSelling Associates

Challenger Sale: CEB

Social Selling Mastery: Sales for Life

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Jamie Shanks

About the Author

Jamie Shanks is a world leading Social Selling expert, responsible for pioneering the space. Jamie Shanks has trained 1,000’s of sales professionals from Fortune 500 companies to solopreneurs.