Why Your Social Selling Index Means Nothing
You and your sales force are selling socially. You’ve got a LinkedIn Sales Navigator seat. Browser is fired up. You’re sharing valuable insights and racking up Social Selling Index points … showing the world you can use LinkedIn.
Full stop: Are you helping buyers buy? Helping buyers buy is where the action is.
Yet the buying decision process is only partially solution-driven. I learned this from Sharon Drew Morgen, creator of the Buying Facilitation method. I have yet to find a social selling training program teaching us how to deal with these facts.
- Selling doesn’t cause buying.
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