We all are aware about the latest buzz-word – ‘social selling’, and how sales teams are trying to leverage social media as a part of their traditional sales process. However, it is more important to have a right approach towards various social media platforms, rather than just including social in the sales process to keep up with the ongoing trend.I would like to introduce a new concept of ‘Social Development Reps’, and how this trend can shape the future of Inside Sales. This approach can be simply put into a 3-step framework for using social in sales:
- Social Prospecting – Finding target audience using LinkedIn and Twitter
- Pre-Targeting – Warming your leads by being helpful instead of directly pitching over social media
- Engagement – The key lies in breaking the ice with the adoption of a personalized approach with a mix of communication channels like social media, phone, and email.
This Infographic from InsideSalesBox provides a framework for simplifying B2B inside sales over social media. Social selling can be more productive if sales reps understand the true essence of social engagement with prospects over LinkedIn and Twitter instead of pitching their offerings.
So, without much ado let’s have a look at the Infographic, to up your social selling game for productive B2B inside sales process.