Mastering Modern Selling SSFN.4 - How to Sell Social Selling to your Boss
In episode #4 of Social Selling for Newbies we talk about How to Sell Social Selling to your Boss.
Note: If you have not checked out Episode #3 you should do so as it relates perfectly to this episode. Episode highlights:
0:00 - Intros
3:30 - Carson: Is social selling a gimmick?
5:20 - Brandon: Why is social selling misunderstood? The importance of building community and evaluating your current playbook.
7:00 - How is Social Selling different from Social Marketing?
13:04 - Brandon provides some interesting B2B buyer stats...
- 86% of buyers want to be sold virtually
- 70% of buyer research is done prior to talking to a sales person.
16:00 - Carson: Why you need to be doing social selling? Your competition is doing it!
18:00 - Brandon: The importance of going slow to move fast. How to handle the "I don't have time objection."
21:00 - The importance of providing value and being a guide.
24:30 - How social selling relates to going to a coffee shop. The importance of not selling too soon.
28:00 - How to use Social Selling to get "prospect intelligence".
29:00 - Brandon: "Nothing has changed, it is just different." What if we tried "social selling and it did not work?"
32:00 - Does a pilot project make sense? How to figure out what is not working.
35:00 - Final thoughts on selling the boss.
36:00 - Next weeks episode with Brian Galicia.
The Revenue Zone Book: https://therevenuezone.com
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Carson V. Heady
Tom Burton
Brandon Lee
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