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Headquartered in New York City, Empire Social Media is dedicated to driving revenue by digitally transforming your sales organization.
Today, at best, marketing is only driving 30% of the total sales leads. To be successful, sellers need to own their lead generation to hit quota and achieve their sales goals. The traditional and long process of sales prospecting and cold calling are limiting sales professionals to efficiently find high quality sales leads. It wasn’t long ago that cold calling was a necessary sales prospecting technique. But in the digital world of today, where roughly two-thirds of the buyers make their decision digitally via online content, the rules of sales prospecting have changed.
Digital selling is about leveraging your social networks, mobile and the broader web 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.
Get in touch with us to set up a consultation. Use the contact form at the bottom of this page to enquire whether our program and methodology are right for you.
Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Meanwhile, 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions.
This is different than social media marketing, where a brand engages many, aiming to increase overall brand awareness or promote a specific product or service by producing content that users will share with their network. Social selling concentrates on producing focused content and providing one-to-one communication between the salesperson (financial advisor) and the buyer.
Why are more and more buyers avoiding salespeople (agents) during the buying process? Sales reps, according to Forrester, tend to prioritize a sales agenda over solving a customer’s problem. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.
Social selling makes sense for achieving quota and revenue objectives for multiple reasons. First, three out of four B2B buyers rely on social media to engage with peers about buying decisions. In a recent B2B buyers survey, 53% of the respondents reported that social media plays a role in assessing tools and technologies, and when making a final selection.
The answer to the shift away from reliance on outbound sales could reside in social selling, the strategy of adding social media to the sales professional’s toolbox. With social selling, salespeople (bankers) use social media platforms to research, prospect, and network by sharing educational content and answering questions. As a result, they’re able to build relationships until prospects are ready to buy.
It doesn’t take a significant amount of time to get started in social selling. B2B salespeople only need to invest 5% to 10% of their time to be successful with social. Salespeople should begin carving out a small percentage of their daily time for social media. Regular interaction with a prospect may not lead to a direct sale this week or quarter, but could result in a significant win within the year.
Use the form below to contact us regarding your enquiry. Please be as detailed as possible. Include your industry along with any specific questions. To help us best service your enquiry, we recommend that you first describe the issue you’re having before telling us what you want to achieve. You may also email or call us to make an appointment.
For job opportunities, please email us your resume. We’re always looking for new and exceptional talent to lead the company in digital selling transformation.