Social Selling
Social selling is the practice of using social networks, mainly LinkedIn in B2B, to find potential buyers, learn about them and build relationships through useful engagement before and during a sale.
Why it matters
Social selling makes that first impression work in the seller's favor and gives them a way to stay visible to accounts without constant direct outreach. It also gives sellers context, such as what a prospect has posted or engaged with, to make outreach more relevant.
Social selling is not mass automated messaging. It usually involves a profile that explains who the seller helps, posting or sharing useful content, commenting thoughtfully on prospects' posts, connecting with a short personal note and moving to a direct conversation when there is a real reason to.
Example
An account executive selling to HR leaders follows 50 target buyers on LinkedIn and comments on their posts when she has something useful to add. When one of them writes about struggling with onboarding, she sends a connection request mentioning the post and later shares a short guide on the topic. A few weeks later, the buyer asks for a call.
Turn the definition into a working system.
We build the Account-Based Marketing systems behind terms like this one. Tell us where your pipeline breaks and we will show you what we would fix first.
