Social Selling – the facts!
Since the Internet came to prominence in the 1990s, buying patterns have changed. In the past, buyers had to talk to a salesperson as it was the only way they could get details of a product or service.
Now buyers can self-educate by using the internet, reading a suppliers website, watching YouTube videos and in many cases asking questions of their social networks.
Research from CEB states that buyers are now much further through the buying cycle before contacting sales people. And during that time they will already have an idea what it is they want to buy.
Distance through buying process before making contact.
At Digital Leadership Associates we have a unique 5 step methodology which allows companies to get DLA Certified Social Sellers in 120 days. Proving your company with the ability to create leads and accelerate pipeline, at speed and at scale.
Want to use social media to create more Leads / meetings, accelerate your pipeline and generate more revenue? more
Buy the book!
In our co-founder’s best selling book “Social Selling – Influencing Buyers and Changemakers” Tim describes the basic steps you need to undertake as a sales person in order to be successful when faced with such buyer disfunction. This might be a good starting point for your social selling journey.