There’s never been a better time to be a sales person. Your buyers are all online – in one place. They’ve never been more predictable or accessible. It’s like fishing in a barrel – if you do it right. And that means learning how to apply solid selling principles to a social world.
Almost everyone you need to touch to succeed in sales is now at your fingertips. Now it’s up to you to know how to develop your selling skills and apply them online in a social world to display a strong personal brand and over-achieve quota time and time again.
Developing real sales skills and then applying them online can change your life, and here I present you with 10 reasons to get started now.
Your Buyer Has Control
The B2B buyer has online access to all the people and information they need to form absolute buying preferences in the early stages of their buying journey. This means you need to be there too – listening, informing, and building a community around your personal and corporate brand.
One. 57% of B2B buyers do not talk with a salesperson until after they perform independent research. That’s 3 in every 4 going online to educate themselves on an issue or subject matter before you even get a look in – unless you make sure you are one of those resources they find and seek during their research stage. Source
Two. 82% of prospects can be reached via social media. It’s important to understand the business world now connects online using social media too. With this, buyers are getting harder to reach via traditional channels including mail, telephone and events. Source
Three. 84% of B2B decision makers begin their buying process with a referral. They continue to take the advice of people they know, and trust. Today, they do that by tapping their online social groups. Are you there building your profile, authority and connections? Are you building an authoritative personal brand? If you are not, what if your competitors are? Source
Four. Buyers no longer call for a brochure. And yet on average decision makers consume 5 pieces of content before speaking to a sales rep. If you’re not part of this early-stage process then forget it. Get your early stage content produced, and distribute it socially. Source
Successful Selling Has Changed
Albert Einstein observed that insanity is defined by doing the same thing over and over and expecting a different result. The world of business and the B2B buyer has changed. Time to updated your selling techniques to compete and stay with it.
Five. 72.6% of salespeople that use social selling as part of their sales process outperform their peers and exceed quota 23% more often. Start embedding social selling techniques within your daily activity to improve the way your engage buyers across the buying journey. Source
Six. 46% of social sellers hit quota compared to 38% of sales reps who don’t. The runs are on the board. Start swimming with the tide rather than against it. The probability of success is greater when you start using social selling as part of your overall sales techniques. Source
Seven. 64% of teams that use social selling hit quota compared to 49% that don’t. Sales managers take note too. Your individual sales people can achieve better results when you do social selling as a team. Make sure you understand how. Source
Start Making More of Your Time
Sales people can easily waste a lot of time when doing things the old way, or the wrong way when it comes to social selling. Invest just a small amount of time getting it right, and you’ll see a return on time (ROT) fast.
Eight. The average cold calling appointment rate is 2.5%. And many of these were just afraid to say no. Social selling has warm prospects contacting you – saving all that time and emotional energy. It also endures – so everything you do builds your personal brand over time. Cold calling does not. Source
Nine. 50.1% of social sales people spend between 5% and 10% of their time on social media. That’s right. Just 5-10%. This is not a demanding shift in activity. Just start now by replacing some low efficiency activity with some social selling activity to get started. You will see a difference. Source
So Get Some Understanding, and Get Started Today
Ten. 1 in 5 sales people are not using social media. Of them, 18.9% cited they didn’t see the value, and 45% cited they didn’t understand. Both suggest a lack of knowledge as to what social selling is and how to deploy it. Our advice is to get some basic training, and get started. You’ll be more productive, more successful, more often. Source
Contact us if you would like to explore social selling further, or see how it relates to you as a sales professional.