How to Utilize the Power of B2B Social Selling


In my last blog I explained what is social selling and why it’s important for new generation sales and marketing folks to influence the buying cycle, grow the sales figures and impact on sales pipeline in B2B ecosystem.

In this article I will try to focus on what we need to understand before we run andjump into a sand pit and How to do the social selling.

“There are no secrets. The networked market knows more than companies do about their own products. And whether the news is good or bad, they tell everyone.” – The Cluetrain Manifesto

Before starting the execution of social selling strategy you need to have a look what@GerryMoran has explained about social selling anatomy of a B2B decision makers and three C’s of social selling. This will give you useful insight to start with.

By knowing the social selling anatomy of your B2B customer, you can know exactly how to operate your sales strategy to engage with the right message on the right social media channel at the right time.


By @GerryMoran

Three C’s of social selling: This will help you becoming a much more intelligent social seller.

Understand what prospects are saying, what are their pain points, what can interest them

  • Note: 60% of buying decision make even customer even talks to you

Understand what your competitors are talking to your prospects, what information’s they are sharing and content with prospects and how they are influencing prospects decision process.

Through social listening you will be able to know all that insights which will help you defining your next steps and achieving success.

Conversations are emerging on social media. You know What’s new, what’s hot, you want to be ahead of the game and you want to demonstrate you know what’s new coming around the corner before your customer do and even before your competitor do that gives you competitive edge and make you more influential in the eyes of your prospects.

5 steps for social selling: Social selling can improve your sales and customer engagement. Here are five things you need to do before attempting to use social selling:

  1. Identify your targeted buyers’ persona: Create compelling company social profiles & presence also work closely with your social sellers and have their complete up-to-date social profiles and help them with insights which will enable them to identify the prospects , follow them and engage with them. Attract more leads and impress your prospects with an online persona that works on your behalf, 24/7.
  2. Establish a content marketing plan: Listen to what the influencers and industry is saying and be up-to date with current industry trends. Keep on top of the latest developments in your space and the companies you’re targeting. Based on these insights Establish a content marketing plan.
  3. Monitor & grow remember Intelligence is key: Listen and observe prospect buying signals. Try to grab the opportunity to influence at any point of buying cycle
  4. Become a trusted authority: Seek a warm connection. Leverage social media for introductions, gain a comprehensive view of your prospects, and reach decision makers faster. You’re now ready to develop your sphere of influence and become a trusted source of information to your target audience. This is achieved by being consistently helpful, approachable and engaging
  5. Guide and educate your prospects for success. Provide buyers with the right information at the right time to stay top-of-mind. This will help to build informed sales ecosystem.

In conclusion, developing a well devised social selling plan will proactively help customers through their buying journey and will increase your chances of making a sale.

Onwards and upwards, my friends.

1 thought on “How to Utilize the Power of B2B Social Selling

  • Having read this I thought it was rather enlightening.
    I appreciate you taking the time and energy to put this informative article together.
    I once again find myself personally spending way too
    much time both reading and leaving comments. But so what, it
    was still worth it!

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