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Sandler Training | Phoenix, AZ

Later this month, myself and Marketing Director, Lindsey Demetris, are hosting a free webinar detailing how to drive revenues through social selling. We plan on teaching our viewers how to target efficiently, connect appropriately, and build engagement.

To learn the attitudes, behaviors, and techniques of today’s top social sellers, reserve your seat today.

While the information provided in our webinar can be beneficial year-round, it’s especially important when trying to close out the year on a winning note and prepare for the year to come. Below is a quick preview of what you can expect to learn later this month and how to apply it to your business as the fourth quarter comes to an end.  

Most sellers who struggle with social selling don’t know how to properly leverage its power, how to track effectiveness, and are concerned that other sellers are better utilizing their time in the space. All three of these concerns can be alleviated with proper practices and belief in the system.

Leveraging Social Selling

If you’re selling in 2017, you already know that social media needs to be part of your approach, if not a main component. However, you may be struggling with your strategies to leverage them fully. Most people consider LinkedIn and Facebook to be marketing tools or social contact databases. Great sellers see these platforms through a different lens, and treat them as a networking event of sorts. Get on the channels where your client base is most concentrated, and make as many positive impressions as possible. Your goal should be to add more people, information, and sales opportunities to your pipeline. Don’t be fooled by the social selling trap of confusing activity with results. You are there to start more interesting sales conversations.

Tracking Effectiveness

One of the best aspects of digital selling is the ability to track and analyze its effectiveness. As you implement social selling to close out your year strong, look back at the previous three quarters to see what has and hasn’t worked. Consider which channels have provided the best results and which strategies have yielded the most leads and referrals.

CRM tools like Nimble, Infusionsoft, or HubSpot can be useful while tracking your prospects and clients, where they are in the selling cycle, and how they came into your funnel in the first place. The best salespeople also track this data on other systems such as Google Analytics or the analytics tools included in the various social platforms, like Sales Navigator on LinkedIn.

Optimizing Time Spent

By focusing your efforts on areas that have proven to be lucrative, you can maximize your time spent. This level of optimization is only possible if you’ve been implementing social selling into your approach for a consistent amount of time, have observed what’s effective and what’s not, and are willing to make changes based on your results.

While it’s easy to become sidetracked, distracted, and confused by what other top sellers say they are doing, it’s important to remember what you can do to increase your chances of closing the year strong. Find out what works for you, your business, and your target audience. Whether that’s spending 15 minutes a day on social media looking for new prospects to call or reaching out to existing clients to grow your list of referrals, remaining focused on your path is what matters most. David Sandler once said, “You can have a plan or be a part of someone else’s.” That is certainly still true today on social media.

Closing out the year strong is important for sellers in all industries. Through proper leverage, diligent tracking, and continued optimization, social selling can help accomplish that goal. Keep these tips in mind as you finish out this year, and be sure to join us on November 14th for our social selling webinar.

 

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