Tag Archives for " Social Selling "

Social Selling: The Sleight of Hand Continues

By Kelly Riggs | Sales + Leadership

“Social selling” programs don’t actually teach someone how to SELL more effectively, they teach how to use social media TOOLS more effectively – software, webinars, video, etc. The programs revolve mostly around social selling funnels, email hacks, video tools and content, and other tips and tricks that you can execute in your pajamas in mere hours per week. The problem is social media isn’t actually selling; it’s more like marketing—the creation of awareness and interest in order to build credibility that leads to a relationship.

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Social Cold Calling: The New Scourge of Selling

By Kelly Riggs | Sales + Leadership

People misuse social media and create a bad impression of the tool. Eventually, its users (like the individual above) will take on the same negative perceptions common to a used-car salesman. But, used effectively, the real value of social is two things: 1) the ability to engage with a specific target audience, and 2) the ability to create credibility with that audience distributing world-class content.

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Concerning the (Alleged) Death of the B2B Salesperson

By Kelly Riggs | Sales + Leadership

The basic premise of the idea that 1 million salespeople stand to lose their jobs because social is replacing them is this: If people know more, they can make decisions without help from some pesky, aggressive, obnoxious salesperson (Thank God!). But, while no one that I know of denies the power and usefulness of social media in the B2B landscape, to assert that social (and the Internet) will precipitate the loss of 1 million jobs in the next five years is nonsensical.

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