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.
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.
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.
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.
Founder and President
CEO and President, A Sales Guy Inc.
Founder and CEO, QuotaDeck
Founder and CEO, LaunchLeads
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