Social selling: everyone’s talking about it, but what are the experts saying? Here are five business leaders whose insights have been of great value this year.
Tim Hughes is a social selling pioneer, innovator, speaker and co-founder of Digital Leadership Associates. In his view, social sellers must look beyond closing a deal; in the article Why the Close Plan is Dead, he states: “Signing a contract and getting a PO raised is important, but just a step in helping our clients get the best from our solution.”
Craig M. Jamieson
Craig M. Jamieson is a social selling trainer, author and Manager of Adaptive Business Services. In a recent interview with Sociabble, he shared his views on how traditional purchasing behavior is being turned on its head, and what this means for sales teams. “Salespeople must find new ways to insert themselves into the purchasing cycle,” he explains. “This is one reason why attraction and education are such important aspects of social selling.”
Jill Rowley is a startup advisor, professional speaker, and social sales evangelist. Of particular interest is her vision of how artificial intelligence will reinvent sales. AI, she argues, “has the potential to replace sales professionals at certain points of the sales cycle,” but “there are still many circumstances when a knowledgeable, capable, and perceptive sales professional adds value.” The challenge facing social sellers, therefore, involves transitioning from “low level” interactions to “higher level” interactions; sharing multi-faceted ideas that only humans can articulate.
Koka Sexton is an author, Director of Social Strategy at Sandler Training and founder of Social Selling Labs. One of the topics he addressed this year is the importance of measuring the success of social selling. He points out that it’s crucial to “know your scope, your audience, your needs and wants and decide on the most optimal strategies to attain them.”
Kurt Shaver is a social selling trainer and founder of The Sales Foundry. He emphasizes the importance of having an aligned social selling activity with that of the marketing department, as “companies that enjoy the greatest gains from social networks are the ones that devise an aligned Sales and Marketing strategy and then carry it out through the deployment of the proper tools and training.”