#SocialSelling with Jill Rowley

May 2015

#SocialSelling with Jill Rowley

Posted by Zaid Rasid in Cloud Backup

Your sales force is on the brink of EXTINCTION. They have been replaced by search engines and social networks. It’s time to adapt or die. – Jill Rowley

Jill RowleyTo Jill Rowley, we’re living in the age of the customer. No longer do we live in the age of the seller. The customer for the most part is in command of the buying cycle. In her own words, they’re digitally driven and socially connected. Jill became aware of the trend towards a digitally connected economy during her tenure at Eloqoa where she was the top revenue generating sales professional garnering the title of ‘Eloqueen’. From there she moved onto working for Oracle as a Social Selling Evangelist and Enablement leader and eventually found herself running her own consultancy firm where she helps B2B companies market, sell and service to the modern buyer.

The Modern Buyer

In a Youtube talk at a GE Capital event, Jill introduces the concept of Social Selling or Social Networking. Her mantra is to transgress the traditional ways that the world’s companies sell products to one that embraces the reality of an ever connected consumer. Instead of selling to customers, Jill insists on serving customers instead. Social Selling is a way to engage with customers and ultimately improve sales forecasts, build pipelines and drive revenues.

Forget Cold Calls

With the amount of information that is available to the modern consumer in the form of the web and the ability to ‘self-educate’, consumers are interacting with sales professionals much later in the buying cycle. 92% of B2B buyers are starting their search on the web and Google’s role as a search engine means that customers have access to information almost instantaneously and practically from anywhere when it comes to mobile accessibility. On top of that, 82% of the world’s population can be reached in one form or another via social networks like LinkedIn and Twitter. This access to information means that 57-70% of the buying process is being done without engaging the sales department. Not to mention, consumers are reluctant to answer that cold call which we’re usually accustomed to with traditional sales tactics. Instead, buyers are turning to their peers for peer-to-peer reviews. Buyers are developing less trust with brands, logos, advertisements and billboards. In today’s world success lies in the power of the social web.

As an Asigra partner, you can learn more from Jill on how to embrace #SocialSelling in your own organization at the upcoming Asigra Global Partner Summit. Catch her keynote session called, Social Selling: How to Use Social Media to Engage the Modern Buyer on Tuesday June 16, 2015 from 9:45am to 10:30am.

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