Countless organisations have trained their sales functions in converting the classic cold calling approach into selling on social platforms. What was once a fresh, new approach to sales has now become the norm, and customers are becoming increasingly frustrated with the influx of digital cold calling in their inboxes. While social networks are cost-effective and agile, the sales organisation needs to find a new way to leverage potential from these channels and implement a different approach to social selling.

1. 1

2. • An understanding of why it makes sense to take
a different approach when it comes to generating
sales on social networks.
• An introduction to how you can cut through the
information clutter on social channels and make
your content stand out.
FAR TOO MANY
organisations have trained
their salespeople in
converting the classic cold
calling into selling on social
platforms
This short session will give you:

3. 5
A well-defined and proven sales
methodology won’t cut it alone
Social selling must become an
integral part of sales methodologies
and processes throughout the
entire customer journey.
Only then, not sooner, can social
selling initiatives begin.

4. 6
Using social media correctly can have a massive effect on
sales as you can stay relevant throughout the buying process
https://www.smallbizgenius.net/by-the-numbers/social-selling-statistics/
KEY SOCIAL SELLING STATS FOR 2019
More than 50% of revenue is generated by social selling
activities.
75% of B2B buyers and 84% of C-level executives are
influenced by social media when making purchasing
decisions.
Leaders in social selling attract 45% more leads than
their peers, and are 51% more likely to reach their quotas.
80% of B2B leads come from LinkedIn.
6 out of 10 users actively look for industry insights.
However, only
3 million
users share
content on a
weekly basis.

5. Why content matters
74%
of B2B buyers
research at least
half of their work
purchases online.
62%
of buyers say they
can develop selection
criteria or finalise a
vendor list based
solely on digital
content.
82%
of B2B buyers
viewed at least 5
pieces of content
prior to the purchase.

6. 8
TO MAKE
SOCIAL SELLING
SUCCESSFUL

7. 10
WE ARE
OVERWHELMED
BY TOO MUCH
HIGH-QUALITY
CONTENT

8. 12
Curate existing content and
help balance simplicity over
comprehensive detail.
“THERE IS A LOT OF
INFORMATION – LET
ME SHOW YOU WHAT
IS RELEVANT.”

9. 13
INFORMATION
EXPERT
An expert sharing knowledge
solely based on own
experiences.
INFORMATION
AGENT
A broker that focuses on finding
and directing customers to the
right information.
There are two ways to become relevant

10. 14
The information agent INCREASES
THE LIKELIHOOD OF PURCHASE EASE BY
40%, whereas the information
expert increases it by only 10%.*
Gartner 2020 - How Challenger sales organizations make sense of sense making

11. Working with Social Selling requires the organisation to align the marketing and sales
efforts to create the best possible setup for success
15
1 2 3 4
Build a strong content
engine with relevant
sources
Create content snippets
relevant for your
network and primary
target group
Connect business
insights to your
solution capabilities
FOUR STEP APPROACH
Define non-negotiables
for your sales team on a
short, mid and long-
term