Everything
Early on a salesperson learns the ABCs — Always Be Closing. Now it has changed to Always Be Connecting and we credit the insight to Jill Rowley. A couple years have passed since her firestorm post “The ABCs of Social Selling: Always Be Connected.” But it is worth revisiting often:
“The modern sales professional is actually not a seller, but is someone who helps people buy. This is someone who helps the buyer understand his problem, helps the buyer understand there’s a solution to the problem, and helps the buyer understand why her company is uniquely qualified to solve the buyer’s problem. Today’s buyers are better informed by information available via the web and social connections, yet their buying processes are longer because more people sit on the buying committee.
What Is a Modern Sales Professional?
· She’s an “information concierge” — she provides the right information to the right person at the right time in the right channel.
· She’s an “insights professional” — she teaches the buyer something he doesn’t already know.
· She’s a socially connected individual — she’s where her buyers are: on LinkedIn, on Twitter, on Facebook, Quora, Slideshare, Pinterest, and more.
· She has a personal brand — she’s a thought leader, not a product pusher.
· She’s a content connoisseur—she reads what her buyers read and shares that content across her social networks.
· She’s a challenger—she makes her clients think differently.
· She’s a mini marketer.
… Always Be Connecting, because your connections lead to your next hire, your next job, your next lead, and your next close.”
Lori at Scredible
Scredible 