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Agile Computing Authors: Pat Romanski, Yeshim Deniz, Elizabeth White, ManageEngine IT Matters, Liz McMillan

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The Rise of Social Selling

Have you heard the term "social selling" yet? If not, brace yourself. It's the way of the future. 

So what is it? Basically, it starts with social media -- which is simply user-created content. Your LinkedIn profile is a great example. So are your status updates and the group conversations you have. It also includes other user-created content like Twitter, blogs, YouTube and Facebook.   

Social selling is about what you do with this content. And sellers who've embraced social media are creating new opportunities that totally bypass traditional sales channels.  

In essence, social selling is about these 4 things:  

  1. Building a strong online brand. Your digital image needs to highlight your experience and position you as a credible resource. 
  2. Gathering sales intelligence. It's about researching this user-created content to learn more about the people and companies you're meeting with. 
  3. Making connections. Social media gives you so many ways to initiate conversations, develop new relationships and connect with like-minded people.  
  4. Sharing good stuff. You're expected to share your ideas, insights, information and resources with the community too. That's what good social sellers do.  

In short, it's about good selling -- using all the tools that are available to you today. If you're still a dabbler at these things, please consider this a kick in the butt. If you don't change, it's going to be harder and harder to be successful. Yes, it takes time to learn how to do this. You're out of your comfort zone. But that's what being successful is all about.Social Selling

Read the original blog entry...

More Stories By Jill Konrath

Jill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She loves to work on tough sales challenges, big issues and unsolvable problems. Her first book, Selling to Big Companies, was hailed as an "instant classic." Fortune selected it as a "must read" and it's been an Amazon Top 25 sales book for 4+ years. Her newest book, SNAP Selling, was just released to rave reviews. She also writes a popular blog and publishes a leading newsletter. As an in-demand speaker an annual sales meetings and conferences, Jill helps sellers crack into new accounts, speed up sales cycles and win more business. Her clients include IBM, Microsoft, Hilton, Accenture, 3M and Staples. Her expertise is frequently published in top business media such as ABC News, Success, Inc., WSJ Start-Up Journal, Entrepreneur, New York Times, Business Journal, Selling Power and Sales & Marketing Management.

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