Social Selling is Just Selling: Here’s the Proof

There’s a lot of danger in using catchy phrases to describe something that everyone defines differently through the various solutions they offer. The term Social Selling is no different; nobody really knows what it is when a wild array of Social Selling toolsets are built to look Social; but don’t really get the job of selling done any better. Let’s just keep in mind that tools don’t do the selling for you. The organization, the processes, and the people performance are what really matter; with the right technology thrown in to support them.

At the heart of selling, a fairly static set of things need to be accomplished. Below, I’m representing it as a very simple process in the form of a job map:

This is high level (like a Level 1 capability) and there is certainly a hierarchy of things that hang off of something like this. It’s also probably missing a few things. But, for the sake of a simple blog post, let’s start by really understanding how value is perceived by the folks who are try…