Social media has fostered an environment where our target buyers, prospects, and customers are actually publicly providing information about themselves in real time—their roles, their preferences, what they’re buying, even what they’re reading. Furthermore, social media provides salespeople the ability to engage with future customers directly without picking up the phone.
This isn’t a setback but an opportunity for salespeople and buyers. Salespeople are more relevant than ever. They have the tools and access to truly understand buyer needs, deliver relevant and compelling messages, find real opportunities from motivated buyers, and create more meaningful one-to-one relationships with customers. For the buyer, salespeople are under constant pressure to provide value, not just a pitch.
In short, social selling is creating a sales environment where everyone wins.