Here’s your social selling tip of the day for May 15, 2017. I’m Greg Hyer of Linking into Sales.
Sales enablement is a set of skills that address four business functions:
- HR, training and learning for Sales
- The Administration side of sales
- Assists with Marketing and Sales alignment
- Operational view such as forecasting, pipeline demand, etc.
In episode 102 of the Social Selling Podcast, we spoke with Dr. Brian Lambert, founder of the Sales Enablement Society. When we asked him about how sales enablement relates to social selling he pointed out that sales enablement should be the ones to build a service that helps sellers get in front of an executive and look at it end to end. They must ask Sales what do they need to know to get them in the C-Suite and they need to help Sales understand empathy. This will come from a variety of inputs include those from social.
Once a salesperson has the attention of the C-Suite, sales enablement can help by recommending what to say and what content they should use at each stage of the engagement. It’s critical for sales enablement to track the usage of this content so they know what worked and if the salesperson was able to get in front of the right executives.
If your company doesn’t have a sales enablement or operations team you can still benefit by assuming some of the responsibilities they would have. For example, document what content you share with prospects. Use an email tracking tool like Sidekick or Yesware to notify you when your prospect has engaged with said content. Record the analytics in a spreadsheet and review each time you win or lose a deal. This kind of “Moneyball” analytics will help improve your social selling skills immensely.
That does it for this social selling tip of the day. In addition to this daily tip, check out the Social Selling Podcast by Linking into Sales on iTunes, Google Play Music, Stitcher, YouTube and Tunein. You can even ask Alexa to play the Social Selling Podcast by Linking into Sales.
If you want to check out any of my other social selling tips, visit LinkingIntoSales.com/alexa to listen to each tip or read the transcript. And for social selling training on-demand visit SocialSelling.Training.
This is Greg Hyer. Let’s Start Linking into Sales!