pete abilla
gabe villamizar

HireVue Accelerate’s Pete Abilla and Gabe Villamizar caught up with 6 executives and asked them the question

“What is Social Selling?”

Here are their answers.

hocky boll
Social doesn't sell, people do.
Tris Bertuzzi
trish BERTUZZI

Founder and President,
The Bridge Group

Social selling isn't a thing, actually. Social selling is using social as a tool in your kit. Social doesn't sell, people do. So I think it's important that we don't confuse those two things. Lots of vendors, lots of service people focus on social selling, that's great. But what people actually do is social prospecting. That's something I could get my arms around. I actually trademarked that term at one point.

So social selling is about peeking curiosity, generating a sense of curiosity and establishing credibility.
Steve
steve RICHARD

Founder, VorsightBP

Social selling has been around forever. Real estate agents, insurance brokers, anybody who has been going to the lions club to get leads, if you go around and start selling, you are not going to be in the lions club very much longer. So those people had to adopt a way of selling so that when the timing was right, like people started a family, now I need insurance. “Hey I know Chuck, he is a good guy, he hangs around here, he knows people I know. I feel credibility from him.”
Social selling is about peeking curiosity, generating a sense of curiosity and establishing credibility. The way we are doing it now is being enabled through the tools that we have at our disposal. But it is nothing new. Social selling is one side of the coin. The other side of that coin is outbound prospecting. That is what some people fail to recognize. They say, “Oh we are going to be a social selling organization that just does social selling.” Some of these companies take out the phones. Big mistake. And the reality is that both of those things go hand and hand. So I believe that social selling and cold calling go beautifully together.

If you understand that you use social media to accomplish your goal versus to be great at social media, you'll use it in the right fashion.
Ralph-Barsi-Avatar.png
ralph Barsi

Sales Development Thought Leader
Senior Director, Achievers

Social selling is leveraging social media channels to get your message to your audience. A lot of people are still reluctant to leverage social media as a selling tool, but if you understand that you use social media to accomplish your goal versus to be great at social media, you'll use it in the right fashion.

I don't think other channels will be replaced but it's just a tool in the tool chest. You know, it's one way of reaching out to your audience...it's knowing when to use social media channels instead of phone, instead of email, instead of in person.

Social selling is its one aspect of prospecting. I focus my work in sales prospecting with sales teams and a little bit of inbound. For me, it’s one piece of a multi-faceted system to raise your odds to find more probable buyers.

Email. Voicemail. Hand-written notes. Whatever it takes. Take a strategic approach, and not just one way. People get into either a rut or a groove doing the same thing over and over, and they're missing out on other opportunities to find their buyers.
For me, it is one piece of a multi-faceted system to raise your odds to find more probable buyers where they are.
Lori-Richardson-Avatar.png
lori RICHARDSON

Founder and CEO, Score More Sales
President, Women Sales Pros

You know, social selling is a misnomer. I haven't seen anybody close a sale with social media.
ken KROGUE

Founder and President
InsideSales.com

Social selling is a misnomer. I haven't seen anybody close a sale with social media. But I have seen them prospect and generate leads, and move things forward. Social is just another media. Just like the phone, just like face to face, each has it's unique aspect. LinkedIn has it's own way. Twitter is more of an amplifier to the social process. Facebook lets you get into people's lives.  
But the key we are finding with social selling is that there has to be two pieces; there's the pitcher and the catcher. Without that you are missing the whole point. You've got to use something like Twitter to send lots of social messages out, but then you have to have a blog, or slideshare.net that will capture and convert the leads. Without those two, it doesn't work. We've had over 5,600 leads generated from slide decks. But the biggest aha is that you need a pitcher, a catcher, and the ball is the content. The pitcher is outbound, the catcher is inbound conversion, and the ball is the content that makes it happen.
It's a buzzword for networking,
it's a buzzword for connecting,
it's a buzzword for collaborating.
Social selling is the idea that you leverage today's tools to engage, connect, and interact or collaborate with your possible prospects. Social selling is another buzzword. It's a buzzword for networking, it's a buzzword for connecting, it's a buzzword for collaborating. We used to use Toastmasters and networking events and the chamber of commerce and leads groups. You went and engaged, but you had to do it offline. You had to do it in person because the systems and tools weren't in place to do it online. Now they are. But in the end, it's just doing what we've always done, and that's engaging people and connecting with people and trying to find ways to deliver value through these new platforms.

CEO and President, A Sales Guy Inc.

Warm introductions and having an actual real live person make an introduction to a real live company who has shown interest in somebody else's product or service is the future of social selling.
Social selling. I'll give you two definitions. The definition that people understand today is that you're going through the web to the social sphere, and you're trying to find prospects that have given you some inkling that they could potentially be a fit for your product or service. And you're leveraging social media companies—Twitter, LinkedIn or Facebook—to try and find those target prospects.

Why I think social selling will change is why I started Quota Deck. Here's my pitch: Quota Deck is based around the fact that cold calling and cold emailing is dead. We really need to be working together as a society to help each other out. Warm introductions and having an actual real live person make an introduction to a real live company who has shown interest in somebody else's product or service is the future of social selling. With Quota Deck, our mentality is, maybe that person who tweeted is suggesting that they need a new service or a new offering to fix their problem. Why don't you leverage someone else who knows them to make a direct introduction for you? So you literally never have to pick up the phone call to cold call again. The future could be that you can get that direct warm personalized introduction and someone really wants to talk to you.
bubba PAGE

Founder and CEO, QuotaDeck
Founder and CEO, LaunchLeads

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