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on October 6, 2014

EY Emerging Entrepreneur Award

EOY Recipient Banner

Introhive is pleased to announced that its co-founders Jody Glidden, Stewart Walchli, and David Alston were awarded the EY Emerging Entrepreneur 2014 Atlantic Award. We are very proud to be recognized by EY with this award and would like to thank EY, the Introhive team, as well as our customers and investors. Full details of the EY awards can be found here: http://www.ey.com/CA/en/Newsroom/News-releases/2014-EOY-Atlantic-Winners.

on August 21, 2014

Introhive Takes on the ALS Ice Bucket Challenge

Introhive ALS Ice Bucket Challenge

By now we’re sure you’re familiar with the ALS Ice Bucket Challenge. Individual members of Introhive were being called out, so we decided to take on the challenge as a group. You can watch the video below.

Now we’re calling on our friends at Blue Spurs, Orangesprocket, and Planet Hatch to take up the challenge. You’ve got 24 hours!

And of course, most importantly, we’d like to see everyone visit http://www.alsa.org/donate to donate some money and help rid the world of ALS.

on July 9, 2014

Why Social Selling Is A Must-Have Skill

Social Media is a Must-Have Skill

Long before the internet and social media, people bought and sold products and services in social ways. Consumers asked their friends, families and neighbors for advice and recommendations before they made big purchases over the phone or in person. Distraught customers found solace in drafting firm letters of disappointment for manufacturers and community papers. Sales professionals needed sharp “people skills” and the confidence to knock on strangers’ doors, drum up conversations, make the prospects kid like them and convince people that they needed whatever it was they were selling.

Sales has always been social at its core. Or at least, those who understood how to sell effectively knew that social played a key role in their success. If you look at companies like Mary Kay or Tupperware, the backbone of their billion dollar empires is built on the idea of social selling. It’s the idea that people want to do business with people they have relationships with and these brands facilitate that to happen by arming their sellers with the tools they need to succeed.

Sales has always been social but the landscape for professional sellers has shifted from going door to door to digital. The emergence of social media has added a new layer of customer expectations and unveils new opportunities for sales pros to fill their sales pipeline with even more prospects.

Today’s sales professionals need to incorporate social selling into their repertoire in order to remain relevant. Why? I’m glad you asked…Here are a few reasons why social selling is a must have skill in today’s world:

Because it puts the power back in the seller’s hands

Technology – specifically the Internet – has put most, if not all, of the power directly into the hands of the consumer. As a buyer you likely do a significant amount of online research such as product reviews, peer recommendations, and product comparisons before you make a purchase. You probably ask your social network for their opinion too. In fact, studies show that 92% of B2B buyers start their search for a solution to their problem online.

Social selling is all about using social media to discover relevant information that helps brands better understand a prospect’s influences and buying behaviors. These insights are then used to inform decisions, such as who on your team is most appropriate to follow up with a qualified lead to close the deal, or what marketing messages are most effective, or how to initiate and build a relationship with a prospect. Understanding who your prospects and customers are, who they’re connecting to, and what opinions they hold will give you the power to effectively connect with and convert prospects into customers.

Because today’s customers expect more from you than just the sale alone

Today’s customers are especially needy, and they have every right to be. As I outlined above, they hold most of the power in this buying relationship. It’s up to you to do your part and prove your worth.

In order to meet the ever-growing expectations of today’s buyer, you need to offer value outside of the sale. Focus on providing value through content and conversation, and be less focused on going in for a hard sell. Social selling works best when sales pros engage authentically and help prospects with their pains, problems and frustrations by offering free content such as white papers or e-books with useful resources that help prospects solve problems. If you don’t meet these expectations, you’ll unintentionally improve your competitors’ advantage while further establishing your brand as irrelevant.

Because relationships are more important than ever

Many of today’s thriving sales pros use social media to strategically build deeper relationships with prospects and existing clients. Sales is a business built on relationships and social selling is all about relationships. Social media makes it easier than ever for brands to connect with and build relationships with existing and potential customers.

Today’s consumers have the power of choice right at their fingertips. They buy from people they like, companies they believe in, and organizations that share similar worldviews and values. The best sales pros use social media to engage with existing and potential customers by answering questions, sharing relevant content, helping them solve problems, and build relationships by providing value in a space where they are already looking for information.

Because it helps you establish credibility and trust

You are an expert in your industry and know your product or service inside and out. Through social media, you can establish your credibility by becoming a go-to resource for existing and new customers. Social media gives you the platform to publicly demonstrate your expertise by sharing relevant information that will help your customers be successful.

Because it works…No really, it works

Social selling works. It’s that simple. It improves sales performance and increases revenue.

Jim Keenan, one of the top sales and marketing influencers on the web today, recently joined forces with Social Centered Selling to survey sales professionals to determine what impact social selling had on revenue and quota attainment.

As expected, the results indicated that social selling increased both revenue and quota attainment.

  • 78% of sales people using social media to sell, outperformed those who don’t use social media;
  • 54% of salespeople who use social media can track social media usage to at least 1 closed deal; and
  • 40% report closing 2-5 deals as a result.

So what does all of this mean?

It’s clear that social selling is here to stay and it’s a skill you need to fine tune if you plan on sticking around. If you currently don’t have social selling integrated into your sales strategy, I recommend that you get started now. Wondering how exactly you can do that? Get in touch.

on June 18, 2014

We’re in Toronto Next Week for Salesforce1 Tour

Toronto Salesforce1 Tour

We’re super excited to be back in Toronto next Wednesday for the Salesforce1 World Tour. Introhive has a soft spot in our hearts for the Toronto event; we launched on the Salesforce AppExchange at last years event.

If you’re not familiar with Introhive, our platform connects the silos of relationships that live in mail, social and mobile and brings them together in one place: Salesforce. This helps sales prospect and research accounts better with less wasted time. The best part is that it all happens within CRM and email and there’s no data entry.

Some of the stuff we’re showing off at Salesforce1 Toronto include:

Canadian Anti-Spam Legislation (CASL) compliance with Introhive and Salesforce:
The Canadian Anti-Spam Legislation (CASL) is coming into affect July 1st and companies all across Canada will have to adjust how they prospect. Introhive can not only help fuel your prospecting activities but can make sure you stay CASL compliant along the way.

Here’s a sneak peak how we help:

Introhive Relationship Analytics:

  • Deep Account Analytics – understand the depth and breadth of your relationship with an account.
  • Trend and Activity Intelligence – Determine which companies may need relationship nurturing and to follow changes and communications with accounts.
  • One Click Sync to Salesforce – Enhance your CRM and do less manual logging of contacts and leads.

Here’s a preview:

Introhive’s Salesforce1 app:
Keep up with relationships and introductions on from your phone with Introhive’s app built for Salesforce1.

If you’re attending Salesforce1 Toronto we’d love to show you Introhive in person or just chat. Stop by our booth in the Cloud Expo and say ‘hi’, or you can email me rob.begg@introhive.com.

on June 17, 2014

New Slideshare – Social Selling: What Everyone Needs to Know

Relationships are important to sales

What’s changed in sales? Oh, just everything. 15 years ago almost all B2B sales started with a phone call. Today, most start with a prospect using Google. These dramatic shifts can be seen through the whole sales process, but one constant is the importance of relationships.

Take a flip through our latest Slideshare to learn what everyone needs to know about how social selling can take your sales team from good to great.

on May 21, 2014

Five Smart Reasons to Link Social Selling and Your CRM

Earlier this week, one of my many psychology newsletters subscriptions sent me an interesting article from the economist Garett Jones of George Mason University on “National IQ and National Productivity,” which essentially shows that a nation’s intelligence level is associated with a number of important economic outcomes. In a nutshell, the article essentially showed that nations with smarter people are the nations that rule the world.

This idea might seem obvious to you, but it isn’t to most managers or sales teams. One might say, “Of course, I’d love to have a smarter team but I have to deal with what I have!” Relax, I’ve heard that excuse before and I’m not telling you to lay off your team because they aren’t in the top IQ percentile. I’m suggesting you arm your team with intelligence through the form of tools; tools that will make your team more intelligent in their dealings with prospects, colleagues, their industry, clients and existing leads.

This intelligence comes from technology. Specifically, technology that taps into your existing sales pipeline and existing client base to deliver data and insight that can be used to make the right decisions. Our software, does exactly that. Our software arms your sales team with the intelligence to create a smarter team; a team that is informed and strategically aligned in their social selling approach.

Click to read the Five reasons you need to hook your CRM and Social Selling initiatives together