Stop Selling – Start Serving
In this episode, I interviewed Jill Rowley, the queen of social selling. Jill has redefined ABC to always be connecting….Jill is on a mission to teach B2B sales professionals around the world that people don’t want to be closed, because the modern buyer has changed dramatically. The modern buyer is digitally driven, socially connected and mobile with multiple devices. She is empowered with unlimited access to information.
The modern sales professional needs to understand the modern buyer. The modern sales person should read what their buyers read, and share that content across their social network to provide insight. They need to be an information concierge.
Jill was formerly with Oracle, where she was in charge of training thousands of sales reps the new social selling paradigm. Now, she is on a mission to take her 5 Step Social Selling Framework to all B2B sales organizations through her own social selling training, speaking and consultancy company.
Jill’s 5 Step Framework to Design, Deploy, Gain Adoption of Social Selling
- Help sales people create their personal brand.
- Find buyers where they are in social channels.
- Content: curate, create.
- Listen for conversations and buying signals.
- Measure what matters.
Jill is adamant that sales people need to understand the “why” of social selling. They must understand the transformation of the buying process. They must adapt or risk being replaced by a sales professional who understands the modern B2B buyer’s process.”
Tune into this episode to get a crash course on the modern buyer and social selling best practices.