The cold call is not dead, but it is living and breathing differently as social platforms become more important. It’s no longer enough to call a prospect, leave a voicemail and wait. In order to reach, pitch and ultimately close a deal, sales professionals need to be engaging with prospective decision-makers (6.8 per B2B buying decision) across social media platforms.
Called “social selling,” this process is a coordinated set of online activities designed to generate awareness and build relationships with potential prospects to accelerate the sales process. But reps cannot rely only on social selling because sales was, is and will always be, the result of human to human communication.
Here are the top four ways to integrate traditional and modern-day sales approaches to effectively and efficiently reach decision-makers and drive more sales: