Category Archives: PeopleLinx
Can micro-moment sales and marketing help restore balance in the playing field?
Mobile devices and 24/7 access to information have certainly changed the way business is conducted. Case in point: More than half of all searches on www.Richardson.com are done on mobile devices, the numbers rising to 52% from 19% in less than a year.
In a B2C world, such a dramatic and rapid shift would make more sense, driven by on-the-go searches by consumers looking for restaurants or best product prices. But for a B2B company like Richardson? It’s hard to imagine someone waiting in line for a latte to suddenly tap her iPhone and say, “Siri, I need to implement a sales training transformation for my 5,000 global sales reps — which providers should I call?”
Social Selling: What It Is and What Sales Reps Should Be Doing
The old ways of selling are gone. In fact, you could say that the cart has officially come before the horse. The “cart” is, of course, a shopping cart (or the moment that a decision is made to buy offline in B2B terms), and the horse is the informed and influential salesperson. The reason for this turn of events is clear and simple: the Internet.
The familiar scenario of the bygone era in which the seller educates, informs, and convinces the buyer seems quaint now. As a buyer, can you imagine not researching something that you intend to buy before talking to a salesperson? The scales have certainly tipped in recent years to make selling a greater challenge than ever before. So much information is readily available for both sellers and buyers. Sales reps no longer control the information needed by buyers to make purchasing decisions. Customers are self-educating online.
For many purchasing decisions, the primary question is no longer, “Why should I buy this,” but rather, “Why should I buy this from you?” Savvy sales reps are tackling this dilemma by starting the process of social selling.
As defined in a recent article in Forbes*, “social selling is about salespeople building a strong personal brand. It is about understanding the role of content and how content can be used to tell a powerful and emotional story. And, » Continue Reading.
Social Selling Made Easy
Social networks represent a huge lead generation opportunity for sales professionals. But taking full advantage of this opportunity – using the right social sites, connecting to the right people, posting with proper etiquette, and following company policies – can seem overly complex and overwhelming.