What is social selling? In this video, Donna Alexander explains the social selling concept and how you can integrate these concepts into your current sales prospecting cycle.
- Before we even get started with Sales Navigator, it's important that we talk about the state of selling. Over time, the relationship between buyer and seller has and will continue to evolve. Buyers today are more savvy and they're using social media to research their options. Because of that, you as a seller must evolve the way the way that you do your business. And that brings us to the concept of modern selling.
Now, truth be told, you've probably heard the terms social selling, modern selling, digital selling, and relationship selling. What does it all mean? For me, modern selling encompasses all of these terms. We target our customers using digital platforms, we understand their needs through their social interactions and then we engage with them to build productive business relationships. So even though modern selling can be described in many ways, really, it's about leveraging your network and brand in order to start real conversations with decision-makers while gathering intelligence on the companies and customers that matter to you.
Plus, this isn't an entirely new concept or way of working. Many sales professionals have been using modern selling techniques for years. It could be through the way they research their prospects pain points or how they create productive conversations with their buyers' interests in mind. You can use this definition of modern selling as we go forward, and consider how you can impact the market using the techniques that we will cover.
- Setting up Sales Navigator
- Using the mobile app
- Syncing with your CRM
- Using account pages
- Finding prospects
- Viewing profiles
- Sending InMail
- Using sales updates and PointDrive for insights