Why the buzz about social selling? Because it works

It figures. Once you have a phenomenon such as social media take hold in a significant way, it’s only natural: The marketplace and particularly salespeople will use it to advantage. Now, social networks have become fundamental to the success of sales organizations in the United States. The ability to transform a cold call into a warm introduction is the big attraction.

Still, the term “social selling” is fairly new, and while the practice has been accelerating rapidly in just the last two years, you may want to know the precise definition of the term.

According…