When we stop calling it “social selling”, we’re finally doing it right


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socialsellinghypeFrankly, I’m getting a little tired of hearing people talk about social selling.  Somewhat ironic, I know, given how much I talk about and use social sales efforts today.

But in all honesty, once we can stop calling it “social selling” and just refer to it as “selling”, we’ve probably figured out how to do it right and make it an integrated part of our sales strategy.

You can’t execute social selling in a vacuum. It’s not something you can do separate from your core selling activities and process.

If you’re doing it right, everything is integrated. Social selling isn’t a distraction or addition to your sales strategy and process, it’s part of it.

Sure, the channels are different. And some of the tactics are new. But the relationship selling foundation is the same.

My dad sold Caterpillar tractors and other heavy equipment for 30+ years. He was an active social seller throughout.

Of course, he did it the old fashioned way. With a telephone. And in person. And at trade shows. But if you compare what he was doing to what we’re actually trying to do on LinkedIn and Twitter and other channels, it’s exactly the same.

It’s not social selling. It’s just good selling. When we can stop focusing on the new channels and get back to simply improving our sales skills, strategies and execution, we’ll know we’re finally in the right place.

Republished with author's permission from original post.

Matt Heinz
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty.


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