The starting point of a social selling strategy is for sales teams to utilise their own network.
The most most-commonly used social media for this are LinkedIn and Twitter.
Collecting data: on whom? On what?
Social networks are a goldmine of information about companies, of course. However, they also, and most importantly, provide information about individuals.
The official Facebook, Twitter or LinkedIn pages can be used to garner information on the health of a company, its latest deals, etc.
You can then use this information to adapt your proposal. In a social selling approach, do not overlook the individuals.
After all, a business relationship is first and foremost a relationship between individuals. Therefore, sales representatives must learn what they can about the decision makers with whom they are dealing. This will enable them to add the human touch which, for certain transactions, can make all the difference.
CRM solution connected to social media
A social selling approach requires dedicating a significant amount of time to looking for potential contacts on social networks. This can be tedious and time-consuming for sales teams.
This is precisely why it is important that your CRM solution be directly linked to social networks.
However, you need to make sure that it takes account of each user’s individual access rights. Remember the ever-present GPDR