Cashing in on Twitter with Social Selling

Is your sales force maximizing Twitter for social selling?

Maybe the better question is: does your sales team know how to leverage Twitter for social selling?

Why is Twitter Important?

Social selling software company PeopleLinx surveyed 277 business-to-business (B2B) sales professionals on their use and perceptions of social networks for selling and found that while 73% of respondents thought at least one social network was valuable, only 31% of sales professionals said their process included social. Why? It might have something to do with this stat: in their survey, only one in four sales professionals felt they actually knew how to use social for selling.

Twitter offers a wealth of sales opportunities—missed opportunities if your reps are unsure of how to integrate social into their selling strategy. This holds true especially in today’s marketing landscape, where old-school techniques (cold calling and even email blasts) get ignored or tuned out.

By empowering your sales team to tap social media as a selling tool, your company can and will benefit from the use of this integral resource.

Here are five ways your sales team can use Twitter for social selling:

1. Identify Leads

Twitter can help you identify your prospects while allowing you to create private lists and keep them organized. These prospects are your target, and should include influencers and active users that possess interests or views related to your brand. Marketing Think suggests searching for handles on Twitter, Tweepz, and Google.

A great example of using private twitter lists from Insightpool’s Jason Katz, a business development representative. Private twitter lists allow for him to easily organize his prospects by week, and jump in on tweets around subjects that are of interest to him. He uses the Insightpool sales platform tool to segment prospects and keep them organized.



2. Connect

Start the conversation—retweet, @mention, favorite tweets, ask questions, and eventually, DM. The audience you interact with should include influential people that want to engage with your brand as much as you want to engage them.

Tip: Ask open ended questions that are clearly tailored to the prospect.

3. Nurture

True engagement on social takes time and is a continuous process. Twitter allows you to devote that time to the right conversations and get to know your audience, which will ultimately deepen your relationships with them.

Tip: Take time and keep conversations on twitter about the topic being discussed. Keep asking questions to elicit a response and add personality and/or humor. Over time you can move conversations to email or phone and reference twitter conversations, but don’t rush it!

4. Gather Insights

Tracking and analyzing insights provide valuable information about your target. B2B news site curatti.com suggests utilizing a “free and powerful tool”—Twitter Analytics. Knowledge is power, and knowing more about your target can help you craft appealing tweets, share tweets on your target’s time, use relevant hashtags or trending topics, and more.

5. Scale the process

If you are overwhelmed with the manual process, using a tool or platform can help facilitate the entire process of social selling on Twitter. This helps scale and empower sales reps to reach more leads and manage relationships all in one place. It allows reps to identify, socially score, and nurture leads while gaining valuable insights in order to move farther and faster down the sales funnel.

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    • Thanks for this interesting article Adam. You bring up some good points. Social selling is definitely hot right now, but as you mentioned a lot of people don’t know how to fully utilize it. I think the real power come when you integrate social selling and use it in conjunction with your other sales and marketing efforts. I’d love to hear some of more your favorite tools to help in the social selling process. Thanks!

    • Twitter is important, but most people tend to underestimate it. The most powerful thing about Twitter is that it can be used for all aspects of lead generation/lead reserach/ list building/ paid advertising , pretty much anything. To a certain extend it could also be used for prospecting! Great article

    • Couldn’t agree more, I’m a massive fan of using Twitter to find, qualify and warm up leads/partnerships.
      I’ve also found it’s a great tool for conferences, great way to start a conversation with people who are attending and even get some meetings already in your calendar.

      I’m actually organising an event all about Twitter this Thursday (2nd July) in Amsterdam. In case anyone is interested https://www.eventbrite.com/e/hack-the-twitterverse-registration-17299839285

    • Loved the article. I believe Twitter gives better results because it is less intrusive than LinkedIn. I shared my story of leveraging twitter to create revenue opportunities in this article:


      This article got trended on LinkedIN.

    • Great comments – Incidentally , if you is interested in merging of some PDF files , my company merged a service here https://goo.gl/i8aR5L

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