How social selling tools can maximize reach and close more business deals

In today’s digital economy, many progressive sales and marketing leaders know that social selling provides a serious advantage to those who use it. Without it, your business development team will generate fewer leads, close fewer deals, and struggle to make new contacts.

Why is that? Social media is what your clients are using for research when making purchasing decisions.

According to a study of B2B buyers by Harvard Business Review, 53% of buyers turn to social media for assessing tools and technologies and when making a final selection. If that’s not enough data, consider that B2B buyers often have already made a decision by the time they reach out to you or your company to make a purchase. And according to IDC, 75% of B2B buyers and 84% of C-level/vice president (VP) executives surveyed use social media to make those purchasing decisions.

This presents a major opportunity for your business development team to influence those buyers. By mastering social selling tools and technologies, your team can get in front of more buyers, generating more sales opportunities, and influencing their decisions. In fact, LinkedIn has found that social sellers are more successful than their peers, finding that:

Social Selling And B2B Marketing Statistics

Social sellers generate 45% more sales opportunities

Social sellers are 51% more likely to reach their quota

78% of social sellers outsell their colleagues

Social Selling Tools

Provide Insights

Finding the most appropriate and updated contact information for prospects is tough. The information available in many databases is incorrect, which can steer you down the wrong course and waste cycles in your selling processes.

Finding the most appropriate and updated contact information for prospects is tough. The information available in many databases is incorrect, which can steer you down the wrong course and waste cycles in your selling processes.

Time is money and nowhere is this adage more true than in selling. That’s why it is imperative to hammer into details. Reaching out to a contact who is no longer at the desired company, or calling a prospect based in a different location than stated, is not only embarrassing, but it reflects poorly on your own company. Know where to find current information so you can avoid these hazard areas.

Tighten the relationship

It’s time to get out your glue because effective selling requires an acute understanding of your prospects. You want to build impactful relationships with your prospects to drive desired outcomes. Tightening the bond requires the ability to gather, analyze, and take action on all the data presented from a sales reps’ activity. That’s where sales intelligence is effective.