3. SOCIAL SELLING: A TRUE ALLY FOR SALES ADVISORS

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prospecting and loyalty technique that allows you to achieve the objectives of generating qualified leads .

One of the main benefits of Social Selling as a prospecting method is that sales consultants regain control within the purchasing journey of B2B prospects, interact with them and position themselves as recognized actors within said journey by providing relevant content with high added value.

Implementing a methodology enables you to achieve your content creation and lead generation goals. Here are the 5 steps of an effective action plan :

1. Train sales advisors and update their professional profiles.

2. Create differentiating and recurring content .

3. Search for prospects through the search engines of your professional social networks.

4. Intelligently engage prospects by participating in trending threads.

5. Analyze performance through the Social Selling Index (SSI) on Linkedin .

4. TOOLS FOR AN EFFECTIVE SOCIAL SELLING STRATEGY
LinkedIn and Twitter have proven their worth in the field of digital sales prospecting. In addition to these two social networks, there are several online prospecting tracking tools that offer additional advantages to sales consultants:


Solution founded in 2005 that allows the collection of public, editorial or social information about companies and their contacts.


Business intelligence platform , integrated with Salesforce CRM, that helps predict, pilot and increase sales “in a world without physical interactions.”


Multi-channel digital amplification solution that helps extend the reach of editorial content through email, newsletters and SMS.


Business prospecting solution that allows you to verify business email addresses.

5. SOCIAL SELLING: PERFECTLY MEASURABLE RETURN ON INVESTMENT
As we have already said, Social Selling represents a marketing strategy used to reach pros austria mobile phone number list pects more effectively and better understand their specific needs. However, some B2B professionals still perceive social media marketing actions as something difficult to measure.

Hootsuite ’s report on social media ROI says that only 20% of marketers are able to demonstrate ROI from their actions. The same report presents a clear and easy-to-implement method to facilitate this measurement. It consists of defining specific expectations (conversion of prospects into leads, brand awareness, user experience, etc.) and measurable objectives (volume of marketing content downloads, rate of registration form completion, etc.) on the other hand.

According to the Social Selling Index of the professional network LinkedIn :

78% of those who use Social Selling sell more than those who do not use social media.
Social Selling leaders generate 45% more opportunities.
They are 51% more likely to achieve their goals.
To ensure that a Social Selling strategy is going in the right direction, sales teams must implement regular follow-up in three steps:

1. Track subscriber volume on professional social media accounts.

2. Measure all engagement criteria regarding shared content (likes, comments, number of times shared, etc.).

3. Analyze the origin of the leads received (through Google Analytics, for example).