‘The Key to Social Selling is Social, Not Selling’ by Jay Baer
Baer says, “The opportunity to make money on social is quickly being embraced by sales teams who are eager to incorporate social selling into their sales tactics. While this excitement around a new method of selling is great, diving in headfirst can be dangerous if you don’t understand what social selling really is, or what outcome you are looking to achieve.
As Devon Wijesinghe, CEO of Insightpool, so perfectly puts it in his most recent post, “Everyone talks about social selling, like the adage when people discussed relative to big data: ‘It’s just like teenage sex: Everyone talks about it, but no one is doing it, or if they are, they are doing it wrong.’ That exact same concept is happening in social selling.”
Currently, most social selling tactics for sales representatives are manual. They spend time trying to identify the right leads on social channels, assessing if they are a qualified lead, and then engaging with them. They think, “Sell first, and act on social second,” which is a backwards tactic”.
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