Whether you’re devastated that he left Miami or thrilled to have him back in Cleveland, analysts and fans can both agree that LeBron James is one of the best players in the NBA. But what makes him one of the best in his industry? It’s not just the number of points he puts up each game, it’s the relationships he cultivates with his teammates that truly make him great. And while basketball games are won or lost by the number of points scored, sales deals are won and lost in the customer relationships.
In this new era of sales, customers are more prepared and better equipped to make a buying decision before they even reach out to a sales representative.
In fact, studies have confirmed that today’s buyer begins the buying process without the involvement of sales 60 to 80 % of the time.
Many sellers are turning to social media in an effort to navigate the changing landscape, and social selling is becoming a respected and effective way to generate leads and successfully close deals. According to Social Centered Selling, social selling is defined as the process of using social media to prospect, research, engage, collaborate, network, teach and close all with purpose of attaining quota and increasing revenue. In 2012, 72.6 percent of sales people using social media as part of their sales process outperformed their sales peers and exceeded their quota 23 percent more often.
So, is your sales team using social media for selling? Are they using it effectively? Our easy-to-use Social Selling Assessment Tool allows you to quickly determine how well your sales team is using social media. We’ll also give you a peek into how you stack up in your industry and will provide your team with quick and easy tricks you can implement to take your social selling business to the next level.
Think you’re already the King James of social selling? Our Social Sales IQ will put your individual social selling expertise to the test and show you where you rank within your organization. Want to see if you can beat the other representatives on your team? Challenge them to see how they rank!
The possibilities that arise when you throw a formal social strategy into the sales mix are limitless. Social can help you learn more about your prospects, see what they’re interested in and allow you to invest in relationship with both potential and existing customers. But LeBron James doesn’t win games just by playing in them and the same goes with winning deals, preparation happens on and off the court. Social selling isn’t a replacement for traditional sales techniques, to become the LeBron James of social selling you’ll still need to practice and prepare if you want to close the big deals!