Sales Training and Social Media

Standard

How has social media changed my approach to sales training?

I consider social networks an essential sales tool. Many sales people wish that social media will make cold calling go away – it won’t, but effective social networking skills are increasingly important. Here is why…

Reason #1: Voicemail

  • Sellers have made the telephone a tough way to accomplish business development efforts. Too many calls from too many sellers.
  • Buyers have turned their phones off (more or less) and allowed voicemail to act as their gatekeeper. Many sellers have not adapted to this yet – and continue to pound the phones looking for the needle in the haystack.
  • Sellers need to incorporate a voicemail marketing strategy. Embrace vm, it is not going away and will not be overcome by endless calling.

Reason #2: The Internet

The role of the seller has changed because buyers can leverage the Internet to find out much of what they need about a vendor, product or service without speaking to a rep. Therefore…

  • Sellers who focus on product will struggle vs. sellers who focus on business requirements.
  • Product knowlege is important, but consulting skills are what is needed to get the job done nowadays.
  • Sellers are valued by buyers when they help find better, unanticipated answers to challenges – better than buyers would have arrived at on their own.

Sellers Need Social Networks

The phones won’t get the job done like they used to and your market initiates buying cycles through information available via the internet – so sellers need to be online too. Sellers need to be available and able to respond when a buyer reaches out.

Your market is already there online – this is the point I reiterate with brands as well. Just like any brand, sellers need to be participating, observing and engaging in these communities. The role of the Seller has changed – from product focus to business analyst. Similarly, sellers need to change their business development activities – from prospecting to networking.

Here’s How:

Advertisements

5 thoughts on “Sales Training and Social Media

  1. Carson,

    You hit the nail on the head. Cold calling doesn’t cut it like actual interaction/engagement with clients and prospects. Social Media affords that opportunity. It’s not just where your (potential) customers are. It’s where and how they want to be communicated with.

    Best,

    David Reich
    D S Simon Productions
    The Customer Collective
    FREE Social Media Sales Tutorials

  2. Thank you a bunch for sharing this with all of uss you really realize what you are talking
    about! Bookmarked. Please also discuss with my web site =).
    We will have a link alternate agreement among us

  3. Climate change is it really happening, does smoking give you cancer, of
    course, it is and it does. 00 a month during
    the construction of the “G” Street Undercrossing Project. All matters listed under the Consent Calendar are considered routine by
    the City Council and will be adopted by one action of the Council unless a member of the audience submits a “Request to Speak” form or a Council Member has a question or wishes to make a statement or discuss an item.
    However, with a little ingenuity and imagination, you can achieve your goals without breaking the bank.
    This is the piece of legislation which deals with
    lease extensions. The earthquake however, in Japan, has produced a death toll of three hundred and it’s rising the
    more that rescuers get to the scene. It is also a rocky hillock and
    an abandoned quarry like the Hare Krishna Hill. The condition described here is a seminal example
    of my first Economic Law (CREDIT=CONFIDENCE).
    There are several things to consider though before
    you advertise land for lease. The snatch a the clean &amp jerk are two classes the place persons actually are in a position to compete in the Olympic Game titles.

  4. Be sure to get more than one quote so you can take time to compare them
    and go through each one thoroughly. If you are moving in New York City or
    are relocating to the big apple then you can get in touch with any of moving companies
    Nyc that can help you with it. Average cost of home survey report is $530 (350).

  5. The first week, you get acquainted with your new routine,
    and the end of the diet seems so far away. You finally screw up your courage – even if the news
    is bad, it’s best to know the truth, you tell yourself – and then do the test.
    HCG diet materials stress the importance of sticking to this diet.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s