This week I moderated another Social Media Today webinar as part of their Best Thinker webinar series, this time on the topic of How to Prepare Employee Advocates for Social Selling Success. This webinar was sponsored by Everyone Social and featured Jill Rowley (@jill_rowley), Chief Evangelist and Founder of Social Selling, Kurt Shaver (@kurtshaver), Founder of the Sales Foundry and Chris Hecklinger (@cdhecklinger), Director of Client Success at Everyone Social. We discussed how to prepare your sales team to be brand advocates and use social selling techniques to break in to new accounts.
Here are 3 key take-aways:
- Social Sales teams out perform non-social sales teams – Jill Rowley showed some great stats around social sales team – 64% of social sales teams had “total team attainment of quota” and 55% had higher renewal rates. (source: Aberdeen Group)
- Social Selling is not a “once and done” event – Kurt discussed how to get the sales team prepared to do social selling. He states “its at least a 60-120 day plan for them to learn a new habit” and “not the classic one hour breakout session at the national sales team meeting.”
- Follow the 411 Rule of Content – Social sharing should have a mix of content coming from various sources: 4 pieces of content coming from news and other relevant sources, 1 piece of content coming from your company and finally one piece of more personal content (cat photo etc).
To get a copy of the slides or listen to the replay please click here. You can also scan the highlights of this webinar on Twitter by reading the following Storify: