Social Selling Tips of the Week: Streamline Your B2B Sales Strategy

Simplify and strengthen your social selling strategy with these tips, tricks, and every day best practices from today’s top sales performers.

November 18, 2016

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Social selling has quickly become one of the most powerful tools in your sales arsenal. It’s also an increasingly complex one. If you’re not prepared, even the most effective tools in the world might waste your valuable time and energy.

They key to an effective social selling strategy is a streamlined process. Discover a few simple ways to maximize your time and output with these tips from the pros.

Transforming Outbound B2B Sales with Social Selling

Outbound B2B sales is often inefficient. Prospects require too many points of contact and are far less likely to respond to traditional outbound methods like sales emails and calls—callback rates are below 1%, and only 1 in 4 outbound sales emails are ever even opened!

However, according to professors Laurence Minsky and Keith A. Quesenberry of The Harvard Business Review, social selling could be the answer to declining outbound B2B sales.

“Social media sales professionals are six times more likely to exceed quota over peers with basic or no social media skills,” notes Minsky and Quesenberry. The key is the power of social referrals. “84% of B2B buyers start the purchasing process with a referral, and peer recommendations influence more than 90% of all B2B buying decisions.”

The best part about social selling? ”B2B salespeople only need to invest 5% to 10% of their time to be successful with social,” according to Minsky and Quesenberry. Get started expanding your social selling as soon as possible to increase your efficiency and effectiveness in just minutes a day.

Simplifying the Sales Cycle (The 80/20 Rule of Social Selling)

The modern sales cycle is complicated. Multiple social media accounts, community channels, complex dashboards, and a rotating roster of support tools and software all take time to learn and implement. Sales strategist, Lori Richardson interviews three sales experts for their tips on how to streamline the sales processes and spend more time actually selling every day.

“Sellers spend 40% of their day on non-sales related work,” according to sales expert and author Jill Konrath. The problem is the “Flywheel Effect.” Sales reps add more and more social tools for support, but it only compounds complexity. The answer is to apply the 80/20 rule to social selling interactions.

Find the platform that generates the most revenue, whether it’s LinkedIn, Twitter, or YouTube, and invest the bulk of your time there. If you dedicate yourself to one channel, your fluency and efficiency will increase over time, making the investment even more valuable to you and the clients your interact with.

12 Things To Do Every Day to Be a Sales Success

It’s not rocket science: simple, focused, daily progress is the key to success. Author and management consultant, Roy Osing, share his 12 daily steps for continued sales growth.

His list of simple daily actions is a great guideline for any sales professional, but almost reads like a perfect introduction to social selling. Tips like, #2: Don’t try to boil the ocean (“Focus on the critical few things that will help you achieve 80% of your goals”) is a call to strong demographic building and focused targeting. Sales tip #5 (“Build time in your schedule for deepening client relationships”) is a hallmark of successful social selling.”

The list includes valuable everyday actions like continued education, non-sales client interactions, and “discovering customer secrets” that give clues to their future sales needs and desires.

Efficient Is Effective

The key to an effective social selling strategy is a streamlined, simplified process. Find the platforms and clients that comprise the bulk of your business and focus the majority of your time reaching those buyers.

Streamlining your social selling strategy is a daily task that evolves as your client base changes. Adapt and you’ll continue to thrive in even the most diverse, competitive, and challenging markets.

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