New Ideas in Marketing
Essential news for marketers, summarised by YouGov

Impart training for reps to adopt a new mindset.

This article states having social selling strategies in place can enable sales reps to leverage digital and social platforms to build relationships. The author argues that a social selling strategy ensures that reps have a mindset to make every engagement productive, which maximises effectiveness.

A strategy lets reps scale their social selling activities to connect with more target buyers while keeping them engaged throughout the sales funnel. It also facilitates better tracking of ROI from different social selling tools and the impact of social selling on pipelines, win rates and quota attainment.

When it comes to learning, organisations must be wary of training sellers before other elements of the strategy, such as buyer personas and playbooks, are outlined. For continued success, brands must provide sellers with on-going sales coaching.

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[11 minute read]

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