Social selling isn’t just a buzzword we like to throw around in conversation or use excitedly as a hashtag on social media. Social selling also isn’t just about adding social networks like Twitter, LinkedIn, or Facebook to your sales process. Instead, it’s about individuals establishing themselves as thought leaders and promoting either their individual or company brand. A social seller (whether B2B or B2C) uses social in order to find potential customers, address their needs, and engage with them.
Social selling is the next evolutionary step in any sales representative’s strategy, but there are still a lot of people who doubt the success social selling can bring to an individual or company. Because of that, we thought we would put together a digest of the top social selling success stories to prove (and to motivate) those of us who may be hesitating.
A huge part of social selling is growing relationships not only with your potential customers, but with your influencers as well. Evolve!, Inc. researched the “best and brightest in social sales,” culminating in the top 30 most successful social sellers online. The article also outlines five lessons one can learn from these social selling salespeople.
2. Sander Biehn’s How I Made $47 Million From My B2B Blog
Aided by training from Mark Schaefer and support from an internal team, Biehn began “implementing a content strategy aimed at strategic ‘persons of interest.’”
3. inContact’s Social Selling Success Story
Sales For Life’s Jamie Shanks outlines the success of Scott Logan a sales representative who began in the Sales Enablement department. He wanted to introduce social selling to his team, most of whom were barely using LinkedIn. Over the course of the year, those on his team who have become social sellers have seen an increase of 122% in revenue when using LinkedIn.
4. Social Selling with the Sharks – Brian Lipp
In this short three-minute video, Brian discusses how he used LinkedIn to expand accounts into new markets and countries. He leveraged LinkedIn in order to understand the org chart and stakeholders involved, which enabled him to engage with the potential buyer early.
5. Lori Richardson’s Social Selling Success Stories
Lori discusses social selling rock stars Koka Sexton, Ken Krogue, and Jill Rowley and their advice on how to become an influencer.
Palter sheds some much needed light on the successes financial professionals have had when driving business development through social selling. The success social selling can bring anyone, no matter the position, is highlighted by four stories complete with lessons for professionals.
7. Jill Rowley’s 5 Pillars of Social Selling
Hubspot interviewed the “EloQueen” about what social selling is, and the five aspects that make it successful.
8. B2B Social Selling Case Study: 14 Lessons from the Year’s Largest Social Sale
Alight, you saw Sander Biehn’s own blog post about his success, but B2B breaks down his process to a minute level. Detailing each decision, solution, and result in incredible detail. It brings to light things that you wouldn’t even have thought of…or noticed when reading Beihn’s own study. What’s better, B2B teaches you how to use Biehn’s process for yourself by using a 10-step blueprint.
9. Matt Heinz’s The Social Selling Wheel of Destiny
It’s as cute as it sounds. Matt discusses how a small services company (without a sales staff) worked social selling into their social strategy by using the wheel of destinnnnyyyyy.
10. Technorati’s Social Sales Success in the B2B Environment
This case study outlines the importance of building relationships with your potential clients on social media arguing that social selling works just as well in a B2B environment as a B2C one. Writer Andre Bourque proves this theory by focusing on LinkedIn, IBM, and software company Clavis Technology.
We hope these articles provide you with enough motivation to get out there and start building your brand with social selling. However, even if you’re acting on behalf of your company and sometimes feel like “I’m only one person, how can I make a difference, especially on social media,” bookmark this blog post as proof that all social selling success takes is willingness to put yourself out there, and dedication to the cause.