Utilizing social networks, especially LinkedIn, is an integral part of today’s selling strategy. Social selling and the ability to develop deeper relationships with current and prospective customers takes sales and customer retention to a whole new level.
LinkedIn defines social selling as “leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals. This sales technique enables better sales lead generation and sales prospecting process and eliminates the need for cold calling. Building and maintaining relationships is easier within the network that you and your customer trust.”
With almost a 250 million users on LinkedIn alone, maintaining these relationships is time-consuming and can be labor intensive. Sales reps with a proven record of successful social selling have A LOT of contacts.
98 out of 100 sales reps who have at least 5,000 LinkedIn contacts reach or surpass their sales quotas (The Sales Benchmark Index)
So how do you maintain these relationships on a regular basis? While many on the sales team regularly utilize LinkedIn and social selling to establish new relationships, once a lead has been converted to a customer, there is often less engagement. With thousands of contacts on LinkedIn, it’s virtually impossible always to be aware of customers and champions leaving their positions. Once that champion leaves the company, the potential for losing that account and churn increases, however, it also opens the door to gain a new customer.
With SifData, sales reps receive alerts via Salesforce when a contact changes positions, job titles or employers. This allows the sales rep to reach out to their former customer and potentially sell to their new company. It also alerts the sales rep to reach out to their customer's previous employer and develop a relationship with a new contact.
Social selling is a powerful sales tool, and with SifData you can ensure your sales team is utilizing social selling to open new accounts while also reducing churn.
Contact us to learn more today.