Social selling and teaching where our customers learn: Maersk Line’s social media study (part 5)

A magnetic pull like the one needed when doing social selling
A magnetic pull of scrap metal, not unlike what sales reps should strive to achieve via social selling. Painting by Michael Kareken. “Magnet” (2010), Conte, 24″x18″.

Moving on from our findings regarding Social Customer Service, it’s now time to look at what we learned in Maersk Line’s social media study regarding Sales and not least the concept of social selling.

What is social selling?
Briefly put, social selling is about leveraging sales reps’ use of social media to perform better by getting in at an earlier stage in the sales funnel. It’s not about these employees spamming their networks/customers on e.g. LinkedIn and Twitter.