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The Power of Social Selling: Modern Techniques and Tools

  • Article written by Eugene
  • 21/03/2023
  • - 6 minutes of reading
Social Selling

Find your future clients with artificial intelligence

As a modern B2b sales team , it’s important to keep up to date with the latest trends in business strategies like social selling and sales techniques to have a competitive edge. One of the most effective selling techniques of recent years is social selling. In this article, I’ll introduce you to social selling , its benefits, and best practices for using this technique to grow your business.

What is social selling?

Social selling is the process of using social media platforms to acquire new targets and leads in order to build customer relationships, build trust and ultimately sell products or services by converting those leads. into customers and retain them. To face the competitors, it is also important to coach, manage and motivate the sales teams by giving them effective sales strategies to achieve their business goals. Unlike traditional selling, which involves cold calling and hard selling, social sellingfocuses on engaging with potential customers and building a lasting Btob customer relationship. By doing so, the sales team can create a base of loyal customers who will continue to buy from them for the long term.

Benefits of social selling

The benefits of social selling are numerous. First of all, it allows the sales team through a good marketing strategybuild customer relationships and build trust with potential customers. This is important because people are more likely to buy from someone they trust. Social selling also allows the sales team to target a wider audience than traditional selling methods. With billions of people on social media, the potential for finding new customers is virtually limitless on social media. To achieve your business objectives in social selling, it is important to motivate your sales teams, to coach, train, manage and organize sales meetings periodically and to focus on sales prospecting and marketing actions.

Social Selling Statistics

The statistics on social selling speak for themselves. Taking into account the sales strategies, content marketing, digital strategy, management of the sales teams and the sales action plan implemented in social selling, 78% of social sellers exceed the sales of their peers who do not use not social media according to LinkedIn. Additionally, 50% of buyers are more likely to buy from a seller who is active on social media. These numbers are hard to ignore and underscore the sales force that social sellers have in today’s market.

Social selling versus traditional selling

Traditional selling involves making cold calls , emailing, and meeting potential customers in person. If these methods can still be effective, they are less and less so in the digital age. Social selling, on the other hand, allows sellers to learn the managerial strategies and business expertise needed to connect with potential customers on a more personal level. By interacting with them on social media, sellers can build a relationship before trying to sell them anything.

Best Practices for Social Selling

To be successful in social selling, there are several best practices to follow to overcome business challenges. First of all, it is important to develop its performance, to have a very efficient sales department, to understand your target audience well. Who are they ? What are their weak points? What drives them to buy? Once you know who your target audience is, you can tailor your social media content to their needs.

Another best practice for capturing new customers is to engage with potential customers on social media. It’s about commenting on their posts, sharing their content and responding to their messages. By doing so, you establish a client relationship and a relationship of trust. This will make it easier to sell products to them in the future.

5 ways to use social selling to grow your business

Here are the top 5 ways to use social selling to grow your business:

1. Build your personal brand

Your personal brand is your reputation. By building a strong personal brand on social media, you will become an expert in your field. This will make it easier to sell to potential customers. To achieve this, it will be necessary to set up commercial and technical teams with variable compensation to motivate and support sales representatives in achieving commercial objectives.  

2. Share valuable content

To be successful in social selling, you need to deliver value to your audience. This means that you should share content that is informative, educational, and entertaining.

3. Listen to your customers

Social media is a two-way conversation. Be sure to listen to what your customers are saying and respond to their needs. This will help you establish a relationship with them and have a sales force.

4. Use social media to research your target audience

Social media is a wealth of information. Use them to research your target audience and find out what interests them so you can convert them into customers.

5. Use social selling tools

There are many tools that can help you with social selling. These include social media management tools, lead generation tools, and social listening tools. You can also set up commercial approaches to support salespeople in achieving the objectives set.

Why is social selling still so popular?

Social selling is still popular because it works. It allows salespeople to build relationships with potential customers and build trust. Additionally, social selling allows sellers to reach a wider audience than traditional selling methods. The number of people on social media is such that the possibilities of finding new customers are practically limitless.

Measuring Social Selling Success

To measure the success of social selling, you need to track your metrics. These include engagement rates, lead generation, and revenue. By tracking these metrics, you can see what works and what doesn’t. This will allow you to adjust your social selling strategy accordingly.

Common mistakes to avoid in social selling

One of the most common mistakes in social selling is being too pushy. Remember, social selling is about building relationships and building trust. If you give the impression of being too salesy, you will put off potential customers. Another mistake is not providing added value to your audience. If you’re just promoting your products or services, people won’t listen to you.

Social Selling Training

To be successful in social selling, it’s important to get the right training. These include getting to know your target audience, understanding social media platforms, and knowing how to measure success. There are many online courses and resources that can help you with social selling.


Social selling is a powerful technique that can help modern sales teams grow their business. By building relationships and establishing trust with potential customers on social media, sellers can create a base of loyal customers who will continue to buy from them for the long term.

By following best practices and using the right tools and technology, sellers can unlock the full potential of social selling. So what are you waiting for? Start social selling today!

What is social selling?

Social selling is a sales technique that involves using social media to build relationships with potential and existing customers. It allows modern sales teams to create more personal connections with prospects and generate quality leads.

What are the benefits of social selling?

Social selling offers many benefits, such as increasing qualified leads, improving customer engagement, reducing marketing costs, increasing brand awareness, and improving the quality of leads.

How can social selling help my business?

Social selling can help your business by allowing you to reach a wider audience, develop closer relationships with customers, and generate more leads and sales. It can also help you build your brand and improve your online reputation.

How to use social media for social selling?

To use social media for social selling, it's important to build a professional profile, post quality and relevant content regularly, join professional groups, engage with prospects, and respond quickly to questions.

What are the tools of social selling?

Social selling tools include social networks such as LinkedIn, Twitter, Facebook and Instagram, customer relationship management (CRM) platforms, social media monitoring tools and marketing automation software.

What are best practices for social selling?

Best practices for social selling include personalizing messages, creating quality content, using relevant engagement strategies, regularly tracking results, working closely between marketing and sales teams, and developing long-term relationships with customers.


Eugène est un rédacteur spécialisé sur le thème du marketing BtoB. Il rejoint l'équipe de rédaction de SoContact en Mars 2023 afin de simplifier l'accès à l'information sur le marketing en général.