As a sales professional, you need to be even more resourceful today than ever before when it comes to making contact with new leads. A recent blog done by my colleague, Steph Goodman, highlighted the benefits and use of social media as a means of connecting with targets and even identifying new potential targets. Here are some B2B selling techniques to support your sales efforts.

This practice is commonly referred to as B2B social selling. Since the many of your targets and leads are already on social media, connecting with them on these platforms is convenient for both you and your prospects.

People like to receive information in a variety of ways. The goal is to understand how people want to receive information so take a look at the key contacts in the industry you are targeting and understand how they like to receive information. For example, one of our clients targets small to medium sized business that do not incorporate digital methods into their marketing strategies. In this case, the most effective way to contact them is not social media but rather more traditional methods such as: cold calling, direct mail, trade shows, radio. For other clients, most of the communication is digital, whether it be social media or emails. One common thread is the phone call.

They say that variety is the spice of life and it can put the sizzle in sales. If you need advice on b2b social selling techniques and sales prospecting strategies, please contact me.