Social Selling Techniques for Modern Sales Teams

Jan 15, 2024

<a href="" target="_self">Matt Bertram</a>

Matt Bertram

Matt Bertram is a award-winning marketing consultant and SEO Expert. He is the lead digital strategist at EWR Digital. Host of the Best SEO Podcast and Co-Host of the Oil and Gas sales and marketing podcast.

Social Selling Techniques for Modern Sales Teams

Understanding the Buyer’s Journey

In the rapidly evolving landscape of sales methodologies, a discernible shift is underway, pivoting away from traditional, transactional approaches towards methodologies that are more personalized and relationship-oriented. Within this transformative paradigm, social selling has emerged as a formidable strategy, capitalizing on the expansive reach and connectivity facilitated by social media platforms. This approach seeks to establish and cultivate meaningful connections with potential clients, acknowledging the intrinsic value of guiding, educating, and providing substantive value.

“Selling is not about selling anymore, but about guiding, educating, and providing value.”
— Brian Halligan, CEO of HubSpot

Building a Strong Personal Brand

In the era dominated by digital interactions, the significance of individual engagement over impersonal corporate interactions has become increasingly pronounced. Sales professionals are now encouraged to invest considerable time and effort in crafting and nurturing a robust personal brand on various social media platforms. This deliberate focus on personal branding aligns with the astute observation of Jeff Bezos, founder of Amazon, who emphasizes that “Your personal brand is what people say about you when you’re not in the room.” It underscores the importance of authenticity and consistency in shaping an online persona.

Active Social Listening

At the core of effective social selling lies the indispensable tool of social listening. This strategic practice involves actively monitoring and analyzing conversations across various social media platforms. By doing so, sales teams gain valuable insights into the needs, preferences, and pain points of their audience. This proactive engagement allows for the identification of opportune moments to connect with potential customers.

Content Sharing for Value

In the dynamic landscape of social selling, content assumes a position of paramount importance. Beyond being a promotional tool, content serves as a conduit for delivering genuine value and relevance to the audience. Successful social sellers prioritize the dissemination of content that is not merely promotional but, more importantly, valuable and relevant to their audience. Jay Baer, a distinguished marketing expert and author, encapsulates this paradigm by stating, “Content is fire; social media is gasoline.” This metaphor underscores the role of content in igniting meaningful interactions and relationships.

“Content is fire; social media is gasoline.”
Jay Baer, Marketing Expert and Author

Building Genuine Relationships

Social selling transcends the conventional boundaries of transactional exchanges; at its core, it’s about cultivating genuine, enduring relationships. In an era where authenticity and transparency resonate strongly with modern buyers, the focus has shifted from hard-selling to relationship-building. Zig Ziglar, a luminary in motivational speaking and authorship, encapsulates this paradigm shift with the succinct observation, “People don’t buy from companies; they buy from people they like.” This serves as a clarion call for sales professionals to prioritize building connections over aggressive product pushing.

“People don’t buy from companies; they buy from people they like.”
Zig Ziglar, Author and Motivational Speaker

Utilizing Social Platforms Effectively

A critical aspect of social selling involves the judicious utilization of different social media platforms. Each platform caters to diverse demographics and industries, necessitating an acute understanding of where the target audience is most active. This tailored approach is aptly captured in the advice of Mark Zuckerberg, CEO of Facebook, who notes that “The biggest mistake we see companies make when they first hit Facebook is thinking that they can use Facebook in the same way they use other advertising channels.” This underscores the importance of platform-specific strategies to maximize impact.

Adapting to Change

In the dynamic realm of social selling, adaptability emerges as a cornerstone of success. The digital landscape undergoes constant evolution, and sales teams that thrive are those adept at embracing change proactively. As Reid Hoffman, co-founder of LinkedIn, astutely observes, “The only way to grow is to stay on the cutting edge of what is happening and to embrace change.” This encapsulates the imperative for sales professionals to maintain an agile mindset, ensuring that they remain at the forefront in navigating the ever-changing landscape of modern sales.

Emotional, Economics, Functional, Benefits, Value, Utility