Your team doubts the value of social selling for lead generation. How can you convince them otherwise?

The first step is educating your team. They have to understand what social selling involves and why it drives leads. Then you need to show how it fixes the biggest problems in your sales strategy. For example, if your current leads are poor quality and don’t convert, you can talk about how leads from social have typically been following you for a while so they pre-qualify themselves and understand the value of your offer. Finally, back this up with data if you can. This could include finding case studies from businesses similar to yours. If you’re working with a third-party vendor, they should be able to provide these.

Lead from the front. If your team is skeptical of the powers of social selling bring them real examples from how you've leveraged it in the past to overcome challenges and create valuable conversations. Bring the evidence, bring the data, and bring your stories. Anyone can tell them it works, it's your job to show them it works.

VISABILITY is more important than ABILITY. It is harsh, but true. You need to be on top of peoples mind. Show them your knowledge. Be the brand!

Highlight how sharing valuable and relevant content on social platforms can position your team as experts in the field, drawing in leads who are interested in their insights. Consistently sharing content not only keeps your team top-of-mind but also nurtures relationships by providing value to your audience. This approach can organically lead to more meaningful interactions and opportunities for lead generation.

Most sales reps aren't natural content creators and aren't going to post multiple times a week - and that's OK. The most successful social selling programs are supported by a sales enablement or marketing professional who can help source relevant resources for the team to share with THEIR unique insights & perspectives. This removes the pressure of the blank cursor, speeds things up for the sales team AND ensures that they're sharing timely resources that are lock-step with company messaging & strategic priorities.

Sharing content that is useful interesting and relevant to your target market is how you demonstrate your credibility and expertise. This is invaluable in building on the initial trust your personal brand has created.

Publicar contenido valioso no es solo marketing, es generar confianza. Muestra a tu equipo cómo compartir artículos, videos o infografías sobre el mercado genera engagement. Usa herramientas como Hootsuite para programar publicaciones y asegurar una frecuencia constante. Los datos muestran que los leads generados por la venta social tienden a tener tasas de conversión más altas porque ya han interactuado con tu marca.

El material a compartir debe tener un propósito claro, debe ir dirigido a quien le quieres llegar, y debe hacerte ver como un experto en la materia, ya que esto genera respeto y confianza.

Explain that social selling isn’t just about posting content but also about engaging in meaningful conversations with potential leads. By participating in discussions, answering questions, and offering solutions, your team can build rapport and trust with prospects. These interactions can often lead to opportunities that traditional sales methods might miss, proving the effectiveness of social selling in generating leads.

Se trata de escuchar y comprender a los prospectos para agregar valor más que simplemente presentar productos. Anima a tu equipo a unirse a grupos y foros donde sus prospectos estén presentes, mostrando genuino interés. Cada interacción es una oportunidad para ser visto como un asesor confiable, no solo como un vendedor.

Engaging in meaningful conversations is the essence of social selling. It’s not about pushing a pitch, but about listening and responding in ways that add real value. Encourage your team to join groups and forums where prospects are active, ask questions, and show genuine curiosity about their challenges. This approach opens doors to help, which can naturally lead to product discussions. Every interaction should reinforce their role as a trusted advisor, not just a seller. By being present and providing value, they’ll build relationships that lead to meaningful business conversations.

Good engagement builds on your expertise incredibility and helps people that are getting to know you to actually begin to like you

Esteja sempre atualizado sobre tudo que está acontecendo ao seu redor, especialmente em rela??o ao seu cliente, para que quando surgir a oportunidade de intera??o com ele, você tenha um "dossiê" de solu??o. Mostrar conhecimento é um dos mais importantes pontos da venda, pois demonstra ao cliente que você conhece a dor dele, e sabe como resolvê-la

A venda social é muitas vezes mal informada quando o foco está apenas em resultados imediatos. O verdadeiro valor está em construir relacionamentos que gerem oportunidades sustentáveis no longo prazo. Na minha experiência, quando uma equipe entende que nutrir leads com paciência e interesse genuíno no sucesso dos outros é mais eficaz, os resultados vêm de forma natural. Comemorar pequenas vitórias, como uma resposta positiva ou uma indica??o, s?o sinais de progresso que muitas vezes passam despercebidos, mas s?o fundamentais para o sucesso nas vendas sociais.

Construir relaciones es clave en la venta social, enfocándose en conexiones a largo plazo en lugar de transacciones rápidas. No es una carrera de velocidad es un maratón. PD: Despacio que voy lento.

It's all about relationships at the end of the day. Social Selling isn't about just checking a bunch of boxes related to personalization. It's about creating real relationships with people.

Building relationships is the heart of social selling. It’s about going beyond the quick sale and nurturing connections that can lead to lasting business opportunities. Urge your team to play the long game, focusing on patience and consistency. Strong business relationships aren’t built overnight; they require time and genuine care for others’ success. Encourage them to celebrate small wins—whether it’s a positive response or a referral—as these moments often pave the way to future sales. It’s about investing in relationships that grow over time, leading to long-term success.

Personal Branding & Relationship Building: A Dual Strategy for Social Selling To highlight the value of social selling, focus on both personal branding and relationship building. A strong personal brand sets your team apart in the digital landscape, attracting leads by showcasing expertise and authenticity - that is exactly what we do at Ubuntu Holdings. Encourage them to actively engage on platforms like LinkedIn to amplify their presence. However, it’s equally important to nurture relationships offline. Meaningful connections built through genuine engagement, trust, and patience often convert into long-term clients. The combination of an impactful online brand and authentic offline relationships creates a balanced strategy for success.

It’s vital to measure the things that really matter when social selling, and are relevant to the sales strategy your team is executing. From 18 months of benchmark testing we find the following measures drive the right behaviours and will help your team succeed with social selling. 1. Relevant network growth 2. Strength of relationship with key contacts 3. The number of posts / humanised posts 4. The number of relevant social networking conversations 5. The number of calls 6. Call progression as a percentage 7. Qualified opportunities 8. Number of stakeholders engaged per active account 9. Sales velocity All directly influenced with social selling. Align your measurement to these and you’re on your way to operationalising SS.

Show your team that social selling success isn't just about immediate leads. Look at the bigger picture — engagement, relationship-building, and brand positioning are key. Help them see that the numbers will come, but first, they have to build that trust and provide consistent value.

O "pós-venda" é igualmente importante à venda em si, pois é no pós-venda que você conseguirá enxergar o qu?o o seu produto/projeto de fato agregou ao cliente. Fa?a reuni?es periódicas (semanais/quinzenais/mensais) com o cliente, para medir o nível de satisfa??o, mas também para evitar problemas futuros. Procure sempre se antecipar a um possível gargalo, para que o cliente esteja sempre amparado.

Simplify it and remove expectations. You're not going to close on LinkedIn but what you will do is generate new conversations and new relationships that WILL EARN business. It's important to approach it as a additional sales channel. Not the only sales channel.?? Take Small steps with purpose.

Usa datos para convencer a tu equipo. Utiliza las analíticas de LinkedIn o Google Analytics para mostrar el impacto real de la venta social en la generación de leads. Muestra el aumento de interacciones, clics, y conversiones, y cómo esas métricas se traducen en oportunidades reales de ventas. Los números hablan más fuerte que las opiniones, y un buen análisis puede disolver cualquier duda.