Social Selling Is like Partying with Robots
New whitepaper from TBK Consult argues that social selling without situational and contextual content is like partying with robots.
"Most of us still prefer to buy from people and companies that we know and trust," says Hans Peter Bech. "We all get inspiration from the web and from social media, but that doesn't mean that we now jump to conclusions when we make important purchase decisions. The more important our purchase is the more we invest in making the right choices. The big difference is that we today can do this without talking to the vendors. Only very late in the process do we reach out to those that we have come to know and trust through our research."
The objective of the whitepaper is to help business development, marketing, sales and other revenue generation professionals in the information technology industries improve the productivity and impact of their communication activities.
The whitepaper defines the three types of content and explains how you decide when to provide your potential customers with each type. It then introduces the concept of marketing and sales as the facilitation of the buyer's journey and explains that the nature of your business model determines to which degree you can take advantage of social media.
The whitepaper recommends how to build the basic foundation for using social media for sales purposes and concludes that it must be an integrated and managed part of your marketing mix and should not be left entirely to the individual sales person's own initiative.
You can download the whitepaper here: http://tbkconsult.com/
About the author
Hans Peter Bech is an Amazon bestselling author. He is a frequent blogger on how to make information technology companies global market leaders and has written several books and numerous whitepapers on business development in the IT industry. Hans Peter also facilitates workshops for the TBK Academy® and is an advisor for governments and companies. He holds an M.Sc. in macroeconomics and political science from the University of Copenhagen.
For more information about the author: https://dk.linkedin.com/