Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Social selling is a collective term that encompasses a variety of activities—all designed to enrich the sales process and fill the pipe with more qualified and motivated prospects. These activities include: Social research Social networking Social lead generation Social inbound marketing Social prospecting Social trigger-event monitoring Social competitive intelligence Social customer relationship management (CRM) Social account management With that said, it is critical that you include social selling in your sales arsenal and work to become a master at leveraging the social channel. No matter what you are selling, integrating social into your prospecting and sales process is no longer an option.