SalesHood - Sales Enablement Platform
Social Selling in Deals
Social Selling is not just for prospecting. It’s an amazing principle to embrace in every step of the sales process. I was working with a sales team yesterday. We dove into their pipeline and I asked them a bunch of questions about their use of “Social Selling” in their deals.
By looking at one of their largest active deals, and spending less than 3 minutes on Linkedin and the prospect’s corporate Twitter handle, we learned the following:
- By looking at Twitter, we learned their prospect is actively doing an ERP/financials evaluation
- Their executives are not connected with the prospect’s decision makers on Linkedin
- Linkedin is not being used to connect the dots and establish relationships with influencers
- Who their competition is on the deal by seeing them following the company on Twitter
- The prospect was getting ready for a big new product launch in January
It became apparent they weren’t actively applying “Social Selling” principles in their deals.
Here are some “Social Selling” questions you can ask yourself about your deals:
1. Are you connected with the decision makers and influencers on Linkedin? If you’re not, don’t forget to connect with them and reference your working relationship. This isn’t SPAM. This is a great way to use Linkedin.
2. What common Linkedin relationships do you have? Always be trying to connect the dots. Look to see what common relationships you have with your prospects. Use this information as a conversation starter the next time you meet.
3. Have you browsed your prospect’s corporate twitter handle? Find out what’s top of mind for their company by seeing who they are following, who is following them and what they are tweeting about. Twitter tells a story about what is top of mind in a company and an executive’s mind.
Sales Managers, if you want to inject some practical and immediately usable “Social Selling” principles into the DNA of your sales teams, run the “Social Research Sales Huddle.” Click here to oin SalesHood now, with your sales teams, to apply these best practices to your deals.