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[Video] Succeeding at social engagement and relationship development in your target accounts

It would be an understatement to say that Covid-19 has disrupted the way the world does business and that how we now operate has to be set in a new context and accepting new realities.  But for sales teams, this move to accelerated digital engagement has presented a particular set of challenges.

With its modus operandi traditionally based on carefully curated personal relationships, studiously built up over a series of face-to-face social interactions, sales folk have had to adapt to the new reality of engaging with customers and prospects almost entirely digitally.  But knowing who to engage with, with what content and when can be fraught with challenges.  

In a nutshell, if your social media tree falls down in the forest, how do you make sure the right people are around at that moment to hear it?

Even the term, social selling, is confusing when what we actually mean is social engagement.  And what is the right content? How do you ensure that you are not simply being an echo chamber for your organisation resulting in little, if any, engagement with your posts?  How do you set yourself up as a thought leader with authenticity?  How do you get the timing right on your social posts?

One of the areas of Agent3’s business that has seen real traction, particularly since Covid, has been in supporting sales teams engage more effectively socially with key enterprise accounts to drive greater awareness, bolster relationships and, ultimately, to progress pipeline.

This week, Peter Lundie, one of Agent3’s Managing Partners, sat down with John Aloy, Head of Strategic Sales, Public Sector, O2, to discuss some of the challenges of social selling, the contrast between traditional face to face sales, and how to nurture relationships remotely. 

Check out the advice from John in the video below but if you have any further questions or have any advice or feedback of your own, we’d love to hear from you.

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