Social Media As a Sales Enablement Tool

Here are a  five vital ways in which you’ll be able to use social media as a sales enablement tool:

1. Social Listening
By some estimation, the everyday purchaser is currently as way as seventieth of the approach through the shopping for method by the time they even reach bent a salesman. Filling within these burgeoning gaps in the sales method has become the responsibility of each merchant, and active social listening is that the key to success.

2. Determine Social Triggers
As a section of any social listening program, marketers should additionally become adept at distinguishing social triggers. From a social media perspective, this isn’t continually as obvious as a news unharness. Example trigger events might embody a Tweet that a prospect’s contestant was acquired; a LinkedIn announcement a couple of modification in call manufacturers during a prospect’s organization, or a case study post on Facebook a couple of prospect’s new client. Learning to use social media platforms to acknowledge and affect these social triggers will facilitate your sales team get ahead of an opportunity at the correct time.

3. Connect Salespeople with Content
Chances are that albeit your salespeople aren’t partaking in social merchandising, they’re most likely still active on social media. If marketers aren’t leverage these salespeople as complete advocates, they’re missing a large chance. By encouraging them to attach along with your company accounts, you’ll create social media easier for them and facilitate them keep current with all of your latest selling content. Tools like PostBeyond area unit an excellent thanks to simply accomplish this. Involving the sales team during this method is additionally an excellent thanks to get them concerned in analyzing who’s interacting along with your content and why.

4. Produce an inspiration with group action Targets
Making social media targets a section of sales reps’ overall targets may be a good way to confirm they embrace ‘social selling’ as a tool to attach with customers and prospects. what number new connections ought to they be creating per week? what number times ought to they be sharing original and third party content? begin tiny by making an inspiration and setting weekly or monthly goals that step up over time. Initially, specialise in the metrics that area unit extremely visible – shares, posts, likes, RTs, followers – since these area unit metrics which will be tracked simply and acquire individuals concerned. As continually with any goal you set, take care to create your targets specific, measurable, achievable, and relevant and time-based.

5. Socially Amplify Your Salespeople
People build relationships with individuals additional simply than they build relationships with brands. Why? The trust issue. once you’re able to use your social media platforms to position your individuals as thought leaders and increase their exposure, it will do a world of fine in terms of generating new leads and generating opportunities for prospect or client engagement.

56% of B2B marketers area unit about to increase their social media pay in 2013. area unit they increasing their disbursal wherever it will create the most important impact to their bottom line? At the top of the day, if you’re not investment in victimization social media to assist your sales team succeed, you’re missing a big chance.

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Ayrul Rash
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