Questions

Consider the question: “Who am I and what’s important to me”. What sort of social selling-related activity would you be engaged in when asking yourself this question?

 

• Prioritizing your weekly prospecting activities
• Philosophizing about the meaning of social media in modern society
• Customer needs analysis
• Preparing to close a new sales lead
• Articulating your brand voice
• Defining your personal brand

 

LinkedIn provides sales professionals with the ability to follow companies. Why would this be useful for social selling activities?

 

• Following a company provides you the option of declaring what the type of relationship you have with the company (e.g., Consumer, B2B Vendor, Competitor, Fan) which limits the types of communications you’ll receive from that organization to those relevant to your business goals.
• If the target company accepts your follow request, your second-degree connections with them will transfer into first degree connections. This allows you to send direct messages to those connections.
• You’ll receive access to the company’s recent updates section, which contains valuable information.
• The company will receive a follow notification, which will prompt them to review your profile – and therefore the products and services you offer.
• By regularly monitoring the feeds of these companies, you may glean insights that can move your sales efforts forward.

 

The goal of social selling is to _______________ and set the stage for more effective outreach through traditional sales channels.

 

•   warm up cold calls
•   increase brand recognition for your company
•   boost your discoverability and SEO
•   lower the cost of doing business by closing deals online
•   Always Be Closing

 

Facebook’s __________________ will help you identify demographics, location, common interests and the purchasing behaviours of your followers so you can make intelligent decisions about your sales strategy.

 

• Audience Insights
• ‘Pages to Watch’ feature
• Analytics
• Content Performance Analysis
• Comparative Content Analysis Tool

 

If you’d like to track clickthroughs on the web address you include in the website field on your Twitter page, you can use a _____________ like Hootsuite’s ow.ly.

 

• browser cookie
• bitmap
• link shortener
• email gating tool

 

Sharing the right kind of content on social can position you as a thought leader and trusted advisor. To achieve this, what is the content type and ratio you should aim for?

 

• two times as much product or company information as educational content
• four times as much educational content as product or company information
• 50% personal updates and 50% company updates
• 80% LinkedIn status updates and 20% Tweets