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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.

Power to the People!

Posted by Amar Sheth on Jul 23, 2014 5:48:17 AM


Social Selling

Sales people: this one is for you. Read on, for all is not lost!

Buyers and sellers have always lived in a system of comfortable checks and balances. While one may have had more information, the other always seemed to have the money. Today, buyers seem to have access to much more information than before while still controlling the money! That’s a scary thing for sales people.

Or is it?

Today, social media has democratized the sales process. It truly is the age of the individual. As Sander Biehn explained to me, the individual today has all the tools necessary to stand out on her/his own and be a force of good against any brand in the world.

So while buyers today have a lot of control with access to information, sales people also have it easier than ever. They can publish their thoughts and ideas and distribute them to buyers FASTER than ever!

Watch the video to learn more.

Breaking Down the Barriers

The barrier to entry was always so high. Sales people couldn’t really get their own words out there 10 years ago in a meaningful and aesthetically pleasing way. Video was also a distant reality! Today, things have changed.

Now, a sales person with a laptop, a good HD webcam, a YouTube account and good ideas to share is all that’s needed. Remember why Dr. Oz is such a big brand: he gives out free content and uses the medium of television. As sales people, we can publish information in places where our buyers are already researching: social media!

Technology Bridges the Gap

My friends, don’t let anyone tell you that you can’t build a brand. Technology has made it absolutely dead-simple for you to participate in the ideas economy. If you have something of substance to say, if what you say can contribute to the overall good of your industry, and most importantly if buyers find it useful, you will become a brand over time.

So it’s really surprising to me when I read the words of some so-called “Gurus” who love to take jabs at sales people building their own brands. If you don’t start, you’ll never build one. Making mistakes is the fun part of the ride. Don’t let their pessimism and inactivity keep you at bay. And most importantly, don’t let them fool you into thinking that it’s not easy. Will you become the most well-known brand overnight? Of course not! Can you stand apart and differentiate yourselves from the competitors you have who are all busy cold calling & e-mailing? Of course you can.

End of rant.

The Bottom Line

All is not lost. Just because buyers can do a significant amount of research online doesn’t mean you can’t contribute anything of substance and value. If you focus on digitizing your work – getting it out there in a meaningful format so that potential buyers can see what you’re about, then you’ll have entered the exciting new world of social selling.

Need help in getting your word out there? I can help with a lot of free resources. Click on the button below to start.

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Amar Sheth

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.

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