March 15, 2017 | less than a minute read

"You have got to be present"

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Tom Elgar

Co-founder

Get in touch

Tom Elgar

Co-founder

I was at a meeting with a Business Development manager at a major software firm this morning and he used the expression above. It rather summed up social selling for me.

Famously the vast majority of the B2B sales cycle happens when the salespeople are not there. One aspect of social selling is that it makes sure you are in mind, if not in the room.

Social selling is the process of developing relationships as part of the sales process. Examples of social selling techniques include sharing relevant content, interacting directly with potential buyers and customers, personal branding, and social listening. Social Selling is gaining popularity in a variety of industries, though it is used primarily for B2B (business-to-business) selling or highly considered consumer purchases (e.g., financial advisory services, automotive, realty).