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Archive | Selling

Helping is the new selling

The following story is both real and symbolic of the concept of “social selling”. A salesperson called on a prospect who had recently moved to the city with his family. During the meeting, the prospect seemed distracted and not focused on the proposal or what the salesperson was saying. Towards the end of the meeting, […]

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What 4 real success stories can teach us about social selling in financial services

If you are not an active participant in social networks, it can be difficult to imagine how social engagement and online networking leads to actual business opportunities. Yet, there are financial professionals out there that have embraced social selling and are having real success driving business development with it. I asked some of these advisors […]

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The rise of the social salesperson

Communication has changed selling and the way we sell for years. Mail ended the carnival pitchman and catalogues were created. The phone put an end to the door-to-door sales, and cold calling was born. Now, social media is changing communication and how sales are made – yet again.

Today, buyers spend far more time researching and moving through the buying process before they engage vendors. Much of the buyer’s journey leverages social media. Social selling allows sales people to engage buyers much earlier in their journey.
Mark Fidelman

The cold call is dying and being replaced with warm relationship building in social networks. This has massive implications for every type of relationship-selling business from financial advice and product sales to consulting services and virtually every B2B company. Read Mark Fidelman’s full article on Forbes: The Rise of Social Salespeople.

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