Stop the presses! I’ve never heard a sales professional and leader like Maria Tribble describe Social Selling in such a profound way.
Maria is a Senior Sales Director at ON24 and uses Social Selling extensively. Without further delay, check out the video to hear her words.
Use Social to Find Triggers
One of the things that sales managers tell us repeatedly is “know your buyers”. Know their likes, dislikes, what they’re talking about, who they’re talking to, where they’re going for vacation, how they’re doing things…everything!
Maria uses social for exactly that purpose so that you can find points of commonality and then laser focus on those points when you begin dialog. In her words, don’t just call them to talk about the weather.
A key focus area for her is revenue growth in existing and identified accounts. If you’re a Named Account Rep reading this, you should pay attention as social can (and should) be used by you.
When I asked her what percentage of her pipeline comes from Social Selling efforts, she answered with something profound: that 100% of her pipeline is influenced/touched with social. This is incredible. Yes, it takes discipline to do this but the key is to start.
In order to achieve this influence, Maria is likely using social to find, engage and grow her network and opportunities.
I believe that you must socially surround every target buyer and their companies with social tools. This shouldn’t be something you get around to one day, it should be done as a way to strategically differentiate yourself. If you believe that the difference between winning and losing is information, then having access to information at all levels is key.
The Bottom Line
I wanted to feature Maria on The Social Success Factor because her story serves as inspiration for all of us. The one philosophy and piece of advice she gives the audience is very humble: let someone go if they’re not the right person or the right prospect.
I believe that even if social can help us connect to new people, we should let people go if they’re not ready. I hope you’ve enjoyed the blog and video. Maria’s story is powerful and I hope it gives you pause in deciding whether or not you should be using social media in your daily sales process.
I think the answer should be yes!