Use Case: Social Selling
Smarp is the perfect companion for social selling. Having relevant and up-to-date content easily available for sharing helps salespeople to maintain a top-of-mind awareness in their networks. Smarp is also equipped with advanced social monitoring tools that help social sellers to make educated decisions on optimal sharing times and analyze what content resonates the best with their audience.
What is Social Selling?
Social selling is about leveraging social networks to interact with potential buyers for building revenue-driving relationships. Social selling is considered to be soft selling; instead of aggressive pitches and hard selling, prospects are approached in a way that delivers value right from the start. Social selling is all about answering questions, offering interesting content, and engaging with prospects until they are ready to purchase from you.
Why Does Social Selling Matter?
Today buyers are looking for information online and making comparisons to support their purchase decisions. 75% of B2B buyers are said to leverage social media to support their decision making (Schaub, 2014), while 57% of the purchase decision is made before the customer even contacts the supplier (CEB). As the majority of masses with buying potential are to be found through social channels, a whole lot is expected from sales representatives. The effectiveness of calling and e-mailing is diminishing. Customers expect to be served with helpful information and proposed solutions. According to LinkedIn, 95% of B2B buyers expect thought leadership from salespeople. Research also shows how companies with social leverage drive more revenue and renewals.