Modern Lee Social

Selling via Social Media

In Posts by Sarah McNiff, Uncategorized on March 1, 2011 at 2:50 am

According to Brian Fetherstonhaugh, the future of selling is social.  Click here to read his entire article,

In the era of social media, more and more people are being impacted by the ever-growing tools available.  For instance, it is said that social media is having a huge impact on buying behavior, leading more salespeople to realize that social media is a key to their success.  However, this is creating a problem.  Most companies aren’t adapting to the social media era as quickly as they should be. The article says “68 percent of sales professionals believe the selling process is changing faster than their own organizations are adapting to it.”  With buyers having more control over the selling process than ever before, companies need to be adapting to this technique.  Most companies do not offer their salespeople social media training.  And as the article explains, most companies are steering their salespeople away from this method.

If it’s a key to their success, why are companies pushing salespeople away from the idea of using social media in selling?  Is it the cost? Is it the hassle of training already trained employees?  I think it’s silly that companies are steering their salespeople away from using social media.  Most companies would say to put the buyers’ needs first, and the buyers’ needs are now focused on the idea of social media.  Seems to me that companies are only hurting themselves and setting themselves up for a loss in business.



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