There’s an evolution going on in both the sales and marketing departments of B2B companies these days. It’s a significant shift in how people buy and how you need to sell. In order to make more informed and educated buying decisions, over 70% of B2B decision makers have turned to social media. That’s where social selling comes in. As a modern sales professional, you need to take those same skills and strategies you’ve used to develop customer relationships at live, in person events and meetings and use them to be successful at online social selling. 72.6% of salespeople using social selling as part of the sales process outperform their sales peers. And you can too. This deck is your guide to social selling success.

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Social Selling Success
for B2B Companies.

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1
There’s been a dramatic evolution in how
people buy and how you need to sell.

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In the old days…
Marketing drove brand awareness,

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marketing’s philosophy was spray and pray,

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and it was one to many marketing.

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Today…
Sales drives social selling,

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the sales philosophy is to help and build trust,

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and it’s one to one selling.

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Now the jobs of marketing and sales are
blending.
creating informed and
relevant content
marketing
sales

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of buying decisions are done before
purchasers are willing to talk to a sales rep.
57%
*CEB

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Over 70% of B2B decision makers use
social media to help them make purchase
decisions.
*Dell

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2
What is social selling?

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social selling defined:
leveraging your professional brand and your prospects’
and customers’ social networks to fill your sales pipeline
with the appropriate people, knowledge and
relationships

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Just like you network at a live event, think
of social selling as those things you do
every day:
help. listen. engage. add value.

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Online or offline, all relationships are
human. Building authenticity and trust will
help you become a social influencer.

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But does this ‘social helping’ really convert to
sales?

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Yes!

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72.6% of salespeople using social selling as
part of the sales process outperformed their
sales peers.
*Aberdeen Group

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46% of social sellers hit their company’s quota
compared to 38% of sales reps who don’t.
*Aberdeen Group

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3
Where is social selling?

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Where is social selling?
Everywhere your audience is. It’s wherever
your prospects and customers are online.

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4
Steps to becoming a social seller.

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Step 1
Work together with marketing to develop
meaningful content that adds value.

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Step 2
Listen to your prospects and customers on
their social networks to better understand
their needs, goals and challenges.

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Step 3
Engage in one to one conversations like
those you would have in person. Be your
authentic self. Don’t sell. Help.

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Step 4
Establish yourself as an authority and subject
matter expert, building trust and credibility.
Prospects buy from leaders they trust.

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But remember, social selling isn’t just for
prospects.
5

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Stranger Prospect Lead Customer Advocate
Social selling encompasses the whole
customer lifecycle. Using social selling to sell
to existing customers is just as important as
converting leads to customers.

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Be alert, proactive and responsive. Use social
networks to monitor customers after the sale,
letting them know you’re always there for them
and jumping in to help before being asked.

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@LisaMasiello
www.linkedin.com/in/LisaMasiello
Lisa.Masiello@TECHmarcLabs.com
www.TECHmarcLabs.com
Lisa Masiello is an award winning tech industry marketing
strategist, start-up advisor and founder and CMO at
TECHmarc Labs. She writes on all things marketing
including customer experience, social media, inbound
marketing, branding and the changing role of the CMO.
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