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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.

The Catch-Up: WORST Position for Sales [Video]

Posted by Amar Sheth on Jan 15, 2015 12:31:38 PM

Remember when you were in school and instead of studying for the big test, you went out with the friends? Days usually slipped away because you thought you had it all under control. The night before the big test you cracked open the text book to discover how unprepared you really were.

And then, panic set in.

Welcome to the real world now. School is done. Now if you don’t prepare, you won’t fail a test on paper. You’ll lose commissions. You may even put your job in jeopardy, or worst.

Check out this video to see what I’m talking about.

Big & Small: We All Make This Mistake

We are all creatures of habit and comfort. The lull of doing things the same old way, the traditional way, affects all of us. 

Can you name companies that were in a lull and then panicked for the catch-up? There are quite a few.

The Social Selling Catch-Up

If you believe that buyers are going social – and there is a ton of data that supports this – then you need to also go on social media. Right now, there are sales professionals who are starting to dominate on social media.

One of the worst positions you can be put in is playing catch up. And let me tell you that this is one area where you don’t want to play that game.

You see right now buyers are heading online and doing a significant amount of research about the products and services that you’re selling. They’re leaving digital breadcrumbs everywhere. They’re asking people online opinions about your company, your competitors, the validity of the claims they make and more.

The Bottom Line

So what’s next? There are a great many resources available that will help you find, educate and engage with buyers using social media platforms like LinkedIn, Twitter and more.

Sales professionals using social media are able to connect and engage with buyers quickly because of it. Is it the only thing you should be doing in sales? Of course not! It should be a part of your overall strategy.

Let’s break out the text books and start studying. It’s time to start differentiating yourself!

If you need a practical plan that will spell out what you should do, feel free to contact me and I can help guide you.

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Amar Sheth

About the Author

Amar Sheth has trained thousands of people worldwide on the topic of Social Selling, through a style that’s part storytelling and part motivational.