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  • What Is Social Selling?: Source: Linkedin - Solutions

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    Trần Gia Hải
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    Social selling is leveraging social networks to build relationships with buyers and achieve sales goals. It involves finding prospects, building trusted relationships through social media, and eliminating cold calling. There are four pillars of social selling: create a professional brand, focus on the right prospects, engage with relevant insights, and build trusted relationships. Measuring social selling success can be done through the Social Selling Index, which shows sales reps with high scores have 45% more sales opportunities, are 51% more likely to hit quota, and are 3 times more likely to exceed sales targets.

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    What is Social Selling

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    Social selling is leveraging social networks to build relationships with buyers and achieve sales goals. It involves finding prospects, building trusted relationships through social media, and eliminating cold calling. There are four pillars of social selling: create a professional brand, focus on the right prospects, engage with relevant insights, and build trusted relationships. Measuring social selling success can be done through the Social Selling Index, which shows sales reps with high scores have 45% more sales opportunities, are 51% more likely to hit quota, and are 3 times more likely to exceed sales targets.

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    38 views5 pages

    What Is Social Selling?: Source: Linkedin - Solutions

    Uploaded by

    Trần Gia Hải
    Social selling is leveraging social networks to build relationships with buyers and achieve sales goals. It involves finding prospects, building trusted relationships through social media, and eliminating cold calling. There are four pillars of social selling: create a professional brand, focus on the right prospects, engage with relevant insights, and build trusted relationships. Measuring social selling success can be done through the Social Selling Index, which shows sales reps with high scores have 45% more sales opportunities, are 51% more likely to hit quota, and are 3 times more likely to exceed sales targets.

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    Source: Linkedin -Solutions

    What is Social Selling?


    “Leverage social selling to build relationships with your buyers early-
    on; create trust and value before you have a dialogue about price."

    - Koka Sexton, Social Selling Leader


    • Social selling is about leveraging your social
    network to find the right prospects, build
    trusted relationships, and ultimately, achieve
    your sales goals.

    Social selling • This sales technique enables better sales lead


    generation and sales prospecting process and
    is… eliminates the need for cold calling.
    • Building and maintaining relationships is
    easier within the network that you and your
    customer trust.
    4 Pillars of Social Selling
    Create Focus on Engage Build

    Create a professional brand Focus on the right Engage with insights Build trusted relationships
    • Today’s world of B2B buyers are prospects • Position yourself as a subject • Build trust with prospects by
    very selective and will only work • Social selling enables you to find matter expert by sharing relevant sharing your perspectives and
    with vendors they can trust. and connect with prospects more industry content, commenting on helping provide relevant
    • A strong professional brand shows effectively than traditional sales. news alerts, and building your information to common pain
    you are an active participant in • Over 76% of buyers feel ready to professional brand. points. Have genuine
    your industry. It leads to more have a social media conversation • Over 62% of B2B buyers respond conversations and focus on the
    inquiries from prospects. and identifying prospects that to salespersons that connect with needs of the prospect first, selling
    • It leads to more responses to your meet your established criteria – relevant insights and second.
    communications. such as role, function, or industry - opportunities.
    • Salespersons can enhance their
    thought leadership by staying up-
    to-date with prospect news, and
    by identifying new contacts or
    decision makers when accounts
    make key hires.
    Measuring Social Selling Success

    Equally important to understand what is social selling is the ability to measure it. To help quantify
    the value of social selling, produced the first-of-its kind social selling measurement – The Social
    Selling Index (SSI).

    The Social Selling Index is scored on a scale of 0 – 100 based on your activities relating to the 4
    pillars of social selling. In our internal study, we’ve found a strong correlation between achieving
    sales goals and sales reps with high SSI:

    - 45% more sales opportunities


    - 51% more likely to hit quota
    - 78% of social sellers outsell peers who don't use social media
    - 3X more likely to go to club

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