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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.

Social Selling Success: The Importance Of Visibility

Posted by Amar Sheth on Dec 16, 2014 11:48:43 AM

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We’ve known this for years. That’s why our sales managers hammer ask us to stay in front of prospects by constantly calling them. They know something that we all do: without staying top of mind with buyers, our chances of a sale diminish rapidly.

What are you doing to increase your chances of visibility so buyers become more aware of you?

Check out this video to see what I mean.

Look The Other Way!

I was recently speaking at a conference for one of the country’s top retail giants. I asked a frank question to their regional sales leaders: out of every 100 cold calls your reps make, how many are answered?

While one person in the room answered 20%-30%, most in the room observed that the number was less than 10%. In some cases, lower than 5%! So the question is, if the buying journey has changed then shouldn’t we explore additional/supplementary ways of gaining visibility?

Right now we know that B2B buyers are using social media more than ever for due diligence and research. Arming yourself with the tools and knowhow to benefit from this should be one of your top priorities right now.

Realigning Efforts

Sales people are workhorses. We get it done. And it’s with that mindset that we push and press until we achieve the desired results.

I really don’t feel it’s a question of efforts; it’s more about realigning those efforts and focusing on additional areas of opportunity. Learning social selling can help you connect with buyers at a very early stage in their buying journey – perhaps at a stage when there is technically no buying journey to speak of.

You can actually connect with buyers before they become clients, build rapport, convey your subject matter expertise…even become friends!

The Bottom Line

We all want visibility. Buyers are increasingly moving to social media to find information, conduct due diligence, research and more. By using social media ourselves as sales people, we can dramatically increase the chances of our success.

How, you may ask?

By gaining visibility and standing out from all of your competitors, you can start to dominate. Building relationships and nurturing them before a buying journey begins, or at a very early stage, is a great recipe for success.

Aren’t all of these reasons enough to get started with social selling?

If you’re wondering how to start or need best practices on advancing your process, feel free to contact me using the schedule button below.

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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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