When We Stop Calling It “Social Selling”, We’re Finally Doing It Right

Guest Post by Matt Heinz

Frankly, I’m getting a little tired of hearing people talk about social selling.  Somewhat ironic, I know, given how much I talk about and use social sales efforts today.

But in all honesty, once we can stop calling it “social selling” and just refer to it as “selling”, we’ve probably figured out how to do it right and make it an integrated part of our sales strategy.

You can’t execute social selling in a vacuum. It’s not something you can do separate from your core selling activities and process.

If you’re doing it right, everything is integrated. Social selling isn’t a distraction or addition to your sales strategy and process, it’s part of it.

Sure, the channels are different. And some of the tactics are new. But the relationship selling foundation is the same.

My dad sold Caterpillar tractors and other heavy equipment for 30+ years. He was an active social seller throughout.

Of course, he did it the old fashioned way. With a telephone. And in person. And at trade shows. But if you compare what he was doing to what we’re actually trying to do on LinkedIn and Twitter and other channels, it’s exactly the same.

It’s not social selling. It’s just good selling. When we can stop focusing on the new channels and get back to simply improving our sales skills, strategies and execution, we’ll know we’re finally in the right place.


By Matt Heinz

Matt Heinz, President Matt Heinz brings more than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. Matt has held various positions at companies such as Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. In 2007, Matt began Heinz Marketing to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. Matt lives in Kirkland, Washington with his wife, Beth, three children and a menagerie of animals (a dog, cat, and six chickens). You  can read more from Matt on his blog, Matt on Marketingfollow him on Twitter, or check out his books (listed below) on Amazon.com.

Modern Marketing Field Guide

Successful Social Selling

Successful Selling

Are You Selling Pants, Or Selling A Dream?

Move The Mouse & Make Millions!

Matt Heinz