What do you do if your social selling strategy needs an upgrade?

What are you trying to achieve with social media? That's the question you need a clear answer to. Looking for a job will not lead you to the same activities than leveraging your connexions to sell in the B2B world.

People make social selling far more complicated than it is, there are two measures, how many leads or meetings you get and how much revenue you close. There are other leading indicators, but closing business is all you should be bothered about. We have created the world's only social selling methodology that provides salespeople and sales leaders with a framework, structure and process. This means you can stop picking up tactics from social media and implement a strategy. Who says this is good? The Institute of Sales Professionals (ISP) as they back it and now offer the only certification on social selling globally.

Revamping your social selling strategy begins with a thorough assessment of where you stand. Dive into an analysis of your social media presence, from your profiles and content to your engagement levels and network growth. Utilize social media management tools to track essential metrics and KPIs, offering a clear view of your performance against set goals and industry standards. Identifying your strong points and areas for improvement is crucial. This step not only highlights successful tactics but also pinpoints where your strategy may be lagging, guiding you on where to channel your efforts for maximum impact in your social selling journey.

First off is realising that your Social Selling strategy should be continually evolving and moving with changes in process, application and methodology. Like anything, your Social Strategy will get old and elements of it will become less effective. Programme in 'gates' that ensure you and your team are taking stock of your Social Selling process and, that they are delivering what you need. If you and your team are good Social Sellers it means you are aware of the shift that has occurred in our commercial world - the Digital Commercial shift. Its likely that you and your team now have your heads up and keep abreast of all the latest digital changes and evolving techniques and technology. Assess regularly and evolve your processes

Assuming you are using social media to generate new opportunities in B2B sales, you will work with your sales and marketing teams and align to the overall strategy. Then target your industry segment and specific accounts accordingly.

Social selling, like any sales process means you need to have a target audience. A lot of the stuff mentioned in this question isn't required, it's just people trying to make this more complicated than they are. We have created the world's only social selling methodology that provides salespeople and sales leaders with a framework, structure and process. This means you can stop picking up tactics from social media and implement a strategy. Who says this is good? The Institute of Sales Professionals (ISP) as they back it and now offer the only certification on social selling globally.

One of the best things about being in business today is the incredible insight and help we get with modern technology - the insight and info we can now get with AI is incredible, especially when its combined with a modern CRM. This gives us a clearer view of how we can define a target audience. You likely have completed a TAM analysis to identify the size of your markets and the accessibility of the parts that are relevant and important. Using modern technology to streamline your Social Selling efforts adds efficiency and accuracy - and it means you and your team are growing and keeping ahead, This isn't about over complicating your process, its about streamlining them and making you Social Selling efforts more effective.

When looking at your profile, think about the following: is this a "I look for a job" type profile or is this a buyer centric profile ? And can you be found based on what's in there ?

The problem all salespeople have is that nobody wants to talk to you. Your buyers are on digital, therefore you need to be on digital too and in a way that is interesting to your buyers, not interesting to you or your company. We have created the world's only social selling methodology that provides salespeople and sales leaders with a framework, structure and process. This means you can stop picking up tactics from social media and implement a strategy. Who says this is good? The Institute of Sales Professionals (ISP) as they back it and now offer the only certification on social selling globally.

Just think of your profile as if it was a Landing Page for your audience or prospects: - Is all the information to make them trust you there? - Is all the information regarding your product or service updated, available and reachable? - Is it visually appealing and skimmable? Your profile will be optimized if your profile visitors can answer "yes" to these 3 simple questions.

The advantage of using LinkedIn over websites for a personal brand? Readers know what to find where - and they can easily see if a profile looks like 2024 or 2014. Defining the major 1-2 target profiles to see, align headline and a graphical background image with embedded messaging, and place clever links into the featured area. These highly visual places help to optimise the profile with immediate effect!

People sometimes tell us they think their profiles should be their CV or Resume...that's what everyone thinks and its time to stand out. Imagine your profile as the book of your life...and now imagine it on the shelves of a leading bookstore. What's the first things that catches your eye....the cover and the headline - now think about that in relation to your profile. Next you pick up the book and read the preface - if its good you want to know more, if its poor you move on - now think about your about section. The rest of your profile, your skills, expereince, recommendations (and more) are the chapters of this amazing life and profession. We can then work in all of the elements that make your profiles work for you digitally.

We know that your buyers are online looking for content, insight, they are looking to build relationships with sellers. Content is critical. Please stop posting brochures and brochureware nobody is interested. We have created the world's only social selling methodology that provides salespeople and sales leaders with a framework, structure and process. This means you can stop picking up tactics from social media and implement a strategy. Who says this is good? The Institute of Sales Professionals (ISP) as they back it and now offer the only certification on social selling globally.

If you are already a good Social Seller you will realise the value of your content...its key. We have a vast array of content mediums available to us, it can be confusing. When you are clear on what you want to be known for as a professional - your Digital Identity, it becomes easier to create a content plan that plays out these themes. Many have been churning out the same old content for years and expect the same or a better result each year - your content plan is precious and need focus and attention to make sure its current and hitting the mark. When we work with clients, we work on a content plan for a year and we always plug in refresh gates to measure and evolve content. Social Sellers take their content seriously, its precious.

I would say build and engage😀 5 ways of building new relevant contacts (target-group): 1. Use the search function and search for people (titles) 2. Search for companies (target accounts) 3. Connect with the ones engaging in your posts. 4. Connect with profile-viewers. 5. Connect with the ones following you company page Existing network is a gold-mine as well if you have built your network for a while💪 Especially if you post good content over time🙏

Engaging with your network is critical in social selling, otherwise you are invisible to your customers. This is about connecting to people (in a none spammy way) and having conversations as well as starting and having conversations on social. We have created the world's only social selling methodology that provides salespeople and sales leaders with a framework, structure and process. This means you can stop picking up tactics from social media and implement a strategy. Who says this is good? The Institute of Sales Professionals (ISP) as they back it and now offer the only certification on social selling globally.

Try and fail is the norm here. Performance should not be measured in likes, nor in impressions, etc. Although these are interesting feedback, the only measure is how many conversations can you get going? Conversations with your network will lead to business over time.

It's critical that you monitor performance. We know that there are only two real measures in social selling, how many meetings you make and the revenue you close. But there are multiple leading indicators that you can measure. We have created the world's only social selling methodology that provides salespeople and sales leaders with a framework, structure and process. This means you can stop picking up tactics from social media and implement a strategy. Who says this is good? The Institute of Sales Professionals (ISP) as they back it and now offer the only certification on social selling globally.

The bottom line is 1) have a clear strategy and 2) follow a social selling methodology to execute your strategy. Often times, the later is either missing or is replaced by an automated approach, which may be a killer in execution.

Para saber si nuestra estrategia está funcionando o no es necesario medir resultados para poder tomar decisiones. La estrategia puede ajustarse en cualquier momento, pero antes de tomar decisiones apresuradas, tenemos que asegurarnos de ser constantes en nuestras acciones de social selling.

Team selection..! We've worked with hundreds of candidate training them in Social Selling and Digital B2B Influence over the years. Hands down the most successful teams are those that wanted to do it and who committed to learning and working hard. That doesn't mean they have to be 'Social minded' already, some of the best people we've trained had very small following, empty profiles and had never produced content. Its not about age, its not about being tech savvy, its not even whether you are into Social Media or not...its about whether you are open to learning new skills, working new techniques and operating in a new commercial way. Select the right team for your Social Selling efforts, its half the battle.

This article provides an excellent roadmap for refining our social selling strategy step by step. I want to highlight the importance of humanizing our brand in this process. Creating an authentic connection with our audience goes beyond just sharing quality content or optimizing our profiles. It involves showing the behind-the-scenes of the company, sharing successes and challenges, to show that behind every post, there are real people with whom one can identify. I strongly encourage you to incorporate the sharing of personal and professional stories into your content and see for yourself their impact on strengthening the bonds with your community.