Social Selling

Has your sales process changed?Right answer: Yes.

Some things just don't work as well anymore. Why?

Old buying behavior

It used to go something like this:

Engaged vendors and analysts for expertiseUse information to develop RFIConduct internal needs analysisDiscovered potential solutionsIssue RFP and compare solutionsNegotiated terms and service levels

If all went well they purchased (from you).

Old sales process

This process matched up pretty well:

Qualify the prospectBuild relationshipDo need analysisShow a demonstrationSell a "solution"Negotiate terms and service levels

If all went well they purchased (from you).

The Internet has changed things

Buyers are less reliant on vendors, analyst, and trade publications.

Decision makers are turning to their trusted networks and agents for recommendations.

Not a bad thing, assuming you're there.

Social media makes prospecting a

much more open game.

Open up your qualification

Open up your relationship building

Open up your needs analysis

Open up your demonstration

Open up your solution selling

Social media is still an inexact science. Most things you try will get lackluster results or even fail.

However, the totality of your efforts will build a foundation and a community.

Then, success will come with greater frequency.

Important:

Remember social media and networking is a team selling approach.

Your job is to build that team and attract that community.

You are stocking the pond for better fishing.

Bill Ricewww.kaleidico.comTwitter: @billriceLinkedIn: BillRiceCell: 734.775.4487

More resources & inspiration: http://delicious.com/kaleidico/socialmedia+b2b