Jack Bauer of 24How are social sellers like Jack Bauer of 24? They both have a diverse set of tools to get the job done.

For those of you that have ever watched the show 24 you will already know that the main character, Jack Bauer, is a bad ass. Full stop. For anyone out there that is unaware of who Jack Bauer is (and potentially living under a rock), he is a CTU counter-terrorism agent equivalent to a modern day MacGyver who often goes rogue for the greater good of humanity, aka the United States.

What many of you may not have pieced together is that Jack Bauer is, in many ways, similar to a Social Seller. You see, Jack has a very large proverbial tool belt that he uses to get the job done. He’s got his tactical Carbine, his Beratta, his combat knife, his multi-tool and of course, his nuclear missile disarmament kit for when thing get REALLY hairy.

The Tool Belt of a Social Seller

The modern day salesman, aka the Social Seller, is in many respects very similar to Jack Bauer. Although the Social Seller doesn’t typically have the same arsenal listed above at their disposal, they do have a diverse tool belt, which they can use to get the job done. Social Sellers use tools like LinkedIn, Twitter and content sharing, as well as more traditional forms of communication like the phone, email and even in some rare cases, facsimile.

It is necessary to make this comparison because many individuals whom are just learning about Social Selling for the first time harbour a misconception that to being a Social Seller means doing away with older forms of technology and focusing on the stuff that is shiny and new. This belief could not be further from the truth.

LinkedIn Profile

Social Sellers simply realize that there are more effective ways to build the top of their sales funnel than to solely rely on cold calling and emailing. They recognize that it is possible to influence their potential buyers earlier in their purchasing process by injecting themselves into the equation as a helpful resource of information.

Are Phones and Emails Still Part of the Social Seller’s Tool Belt?

Phone calls and emails are not going to be left in the dust anytime soon. Both emails and phone calls are still relevant forms of communication that should be utilized to their fullest potential during the sales process to connect with prospects. They are, however, becoming an increasingly less effective means of making INITIAL contact.

Buyers now begin their purchasing process online, not on the phone or in their inbox. It is for precisely this reason why buyers want to see salesmen for the first time online, not to be cold called or emailed by them.

So the next time you feel the crunch of reaching an impending sales target and you are tempted to pick up the phone to make your initial contact with a prospect, remember that there are many other tools in that belt of yours.

To learn about how you can get started with social selling, contact me at dave@salesforlife.com.
 9 Step Thumb10 Step Book Dave Howe Social Selling Talk

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

Feb 25, 2020 8:00 am
Post-Sales Kickoff Prospecting Slump? Now What?

We’re approaching the end of sales kickoff season. Companies have brought their sales teams together, and have started planning new go-to-market strategies. They’ve added new product features, benefits, and new territory plans to their sales bags. With the best companies (unfortunately, most companies don’t do this enough), there is a new skills-based learning deployed at … Continue reading “Post-Sales Kickoff Prospecting Slump? Now What?”

Feb 18, 2020 8:00 am
CEO Summit: What 46 Different CEOs Wanted Their Sellers To Do

I was in Nelson, British Columbia recently for an extreme skiing trip in the Selkirk Mountains. I had the opportunity to live on top of Baldface Mountain for a week with 46 other CEOs, and it was incredible to listen to the pitfalls, challenges, best practices, and opportunities in each of their businesses.

Feb 11, 2020 12:25 pm
Starting The Year at Zero: You’re Behind. Now What?

I’ve been fielding a lot of questions and calls over the last few weeks – and there’s no question that every Chief Revenue Officer is panicked. Outside of their annual referring revenue (the billings they need to protect from the core), there’s always a gap, and they all have to start at zero every year … Continue reading “Starting The Year at Zero: You’re Behind. Now What?”

Feb 4, 2020 8:00 am
Management Crisis: Converting the Sales Manager Into a Coach

Lately, we keep hearing time and again from customers that frontline sales managers are falling down at a pace that is clearly a four-alarm fire! I back what people have been saying on podcasts and webinars I’ve engaged with about a management crisis, and agree with them. There’s no question that frontline sales managers – … Continue reading “Management Crisis: Converting the Sales Manager Into a Coach”