Glossary
Social selling
Building relationships on social platforms - usually LinkedIn - through engagement, content and conversation, rather than through direct pitching, with the aim of being the person someone already knows when they are ready to buy.
The term is often used loosely enough to mean "sending messages on LinkedIn", which is a different activity. The distinguishing feature of social selling is that most of the activity is not outreach at all.
It combines usefully with outbound. An account that comments, posts and engages before it sends an invitation has a very different activity profile from one that only ever sends invitations - both to the recipient and to the platform.
More terms
- Ideal Customer ProfileA written description of the kind of company and person most likely to buy from you and stay.
- Lead scoringAssigning each prospect a number that represents how well they match your Ideal Customer Profile, so a list can be worked in order of fit rather than in the order it arrived..
- Lead qualificationDeciding whether a prospect is worth a salesperson’s time before anyone spends it.
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