Often people ask us, “What exactly do you mean by social selling?”

It’s an understandable question and truth be told, it’s an unfortunate name

Because despite what many assume, social selling isn’t selling on social media

That’s usually where we lose people

They picture something fluffy, a sort of digital drum circle where everyone just hopes orders magically appear

It’s the same misconception people had about “inbound” when it first arrived

But here’s how we define it:

Social selling is using your presence and behaviour on social media to build influence, make connections, grow relationships and trust, which leads to conversations and, ultimately, commercial interaction

What we actually do is train and coach sales teams to use social platforms, not to spam prospects, but to start meaningful conversations

Because here’s the truth:

When you increase the number of real conversations your salespeople have with their ideal customer profiles (ICPs), you increase proposals sent, pipeline created, and deals won

Across our client base, the data speaks for itself

The average AE generates five high-quality ICP meetings a week

One of our Salesforce clients? They’re averaging eight

The difference isn’t a fancy tool or paid campaign, it’s a mindset shift

It’s about using LinkedIn as a social network, not a sales network

Conclusion:
Social selling isn’t about shouting louder online

It’s about listening, engaging, and connecting with intent

When your team uses social media to build relationships instead of chase transactions, sales become a natural outcome, not the starting point