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Why Account Based Social Selling can be the best sales strategy for B2B companies!

In this blog post, I will tell you why two different types of strategies work so well together. I will first tell you about Social Selling and then Account Based Marketing and then tell you how they create magic together.

How traditional selling has been done in the past and what is Social Selling 

When I started working in sales about 14 years ago, sales work looked very different from what it does today. The primary tool was the telephone and the lists of potential customers were long. At the time they talked about 100 knocks gives 50 talks and 10 thanks! High activity on the phone and a sharp pitch was the thing....and it worked at least then.

What is Social Selling? JobAssigner -1

But now, 14 years later, the situation is different and it's getting harder and harder to reach decision-makers by phone. About 2 years ago, I started working with Social Selling in combination with the phone to find warm entrances to companies that I really wanted to work with. To succeed with Social Selling you need a bit more ice in your stomach and to share your knowledge in the field you are working in. It's also about reducing your focus on sales and instead focusing more on helping your potential customers and thus creating trust.If you want to learn more about Social Selling you are welcome to read our article by clicking here!

Briefly about Account Based Marketing and how it works 

When I learned more about the strategy Account Based Marketing a while ago, I became even more curious about making my sales work more effective. Account Based Marketing is based on the marketing and sales department working together as a well-connected team to identify the companies they want to work with. When using this strategy, you need to find out the following: - Which decision makers are involved in each deal - What different types of content triggers these decision makers - What channels are these decision makers in (social media, Google, Google Ads, etc.) - How are they connected to each other - What is their business like? When these questions are answered, it becomes much easier for the marketing department to develop customized content for each individual decision maker and the channels they are in. The beauty of this is that the potential decision-makers really feel that the content is relevant to them and are more receptive to your message. The marketing is thus more accurate and gives the sellers a really good basis to work with to process the potential customers. Account Based Marketing just click here!

Create a good account based social selling team. JobAssigner-1

So why is the combination of Account Based Marketing and Social Selling so good?

Based on the salespeople's knowledge of the customer, the marketing department gets a very good basis for creating relevant and appealing content that they can use in their marketing.This means that the salespeople who are actively working with Social Selling and those who want to start working with Social Selling get a fantastic content that they can use in their work on an ongoing basis and it becomes easier for them to reach their dream customers with their message. In other words, the sales and marketing departments together become a really powerful team that enables the company to create growth through increased sales.

Account based social selling!-1

Set goals for your Account Based Social Selling strategy 

In order to make this strategy more successful, it is important to set goals and preferably divide them into sub-goals. It is always a good idea to start from the current situation to set your goals. For example, how long will it take you to close a large store today, how many of your dream customers visit your website, how many of them download something from your website, etc. Based on this, you can then set goals. It is also important to set sub-targets such as how many of the selected companies you manage to get a first meeting with, etc.Develop some different types of targets that are measurable and relevant and work towards achieving them. 

Setting goals for account based social selling. JobAssigner

Important to consider when it comes to Account Based Social Selling! 

However, one thing that is important to consider is that both Social Selling and Account Based Marketing take time. It is not something that is done in a month, but it can take anything from 6 months to 3 years to successfully convert the efforts into concrete business. But as with everything, it takes time to build trust and a healthy and well-functioning company.

 If you are interested in learning more about this exciting sales strategy to create growth then I think you should schedule a free consultation with us!

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