Cold calling versus social selling to a target group of prospects
Regular selling focuses on cold calling and answering objections. The Internet has killed a considerable amount, but not all of the effectiveness, of old-school selling.
Various studies show that prospects are already 50 to 75% of the way through their decision of who to hire before talking to a salesperson.
That means if you are not coming up in the search and social and/or getting in front of them when they are in the research process, you’re toast. Like the really burnt crispy kind of toast that scraping with a butter knife can’t cure.
Rather than having your sales people rely on outdated tactics, why not tie them into your content marketing strategy and have them make use of the things you are already creating for your website?
Maybe they are interested in doing a podcast or a video and highlighting those insights on your blog and sharing it with customers?
That is a more modern way to sell. Statistics show that it’s currently more effective specifically because the Internet has changed the buying process.