Social selling is the process of engaging with potential customers on social media platforms to build relationships and drive sales. Social selling tactics involve leveraging social networks to connect with target accounts, sharing relevant content to establish credibility, and converting prospects into customers.

At its core, social selling is about building relationships as is target account sales. By providing value and establishing trust, social sellers can create a more natural and personalized sales process that resonates with modern buyers.

Key Takeaways

  • Social selling is a great strategy to make your target account sales more multichannel
  • It involves building relationships on social media platforms to establish credibility and convert prospects into customers.
  • Social selling is all about providing value and establishing trust, not making direct sales pitches.

Understanding Target Account Sales

Target account sales is a sales approach that involves identifying and prioritizing high-value potential customers, and tailoring sales efforts to meet their specific needs and preferences. It is an effective strategy for businesses looking to maximize their return on investment (ROI) by focusing on the accounts most likely to generate revenue.

By targeting high-value accounts, businesses can increase their chances of success, as well as reduce their sales and marketing costs by directing resources toward the most promising leads.

Benefits of Target Account Sales

The benefits of target account sales are numerous. By focusing on specific accounts, businesses can:

  • Improve sales efficiency and productivity by prioritizing high-value leads
  • Reduce sales and marketing expenses by narrowing their focus
  • Build stronger relationships with target accounts by tailoring their sales approach to meet their specific needs and preferences
  • Increase revenue potential by prioritizing high-value accounts

Target account sales is an ideal strategy for businesses looking to maximize their sales potential and increase ROI.

Leveraging Social Selling as Target Account Sales

Social selling in the target account sales context is similar to social selling. Target account sales give more specific context on what accounts you want to focus on in your social selling efforts and to whom the content should be relevant. In a way, it is a framework that makes the target audience you are after more concrete.

Usually, when doing social selling as part of target account sales it is good to build a list of target accounts you are after and a list of decision makers from them you want to connect to.

Leveraging LinkedIn in Social Selling

LinkedIn is the preeminent social media platform for professional networking, making it an ideal place for social selling to thrive. According to the LinkedIn State of Sales Report 2022 US & Canada Edition, 38% of sellers use the sales navigator option. Here are some tips for using LinkedIn to engage with target accounts:

Tips for LinkedIn Social Selling
Optimize your profile to showcase your expertise and credibility.
Join LinkedIn groups related to your industry and engage in discussions.
Share valuable content that resonates with your target accounts.
Use LinkedIn Sales Navigator to identify and connect with decision-makers.

Leveraging Twitter for Social Selling

Twitter is a fast-paced platform that allows you to connect with potential customers quickly. Here are some tips for using Twitter to engage with target accounts:

Tips for Twitter Social Selling
Focus on building relationships with prospects rather than simply promoting your products or services.
Use hashtags relevant to your industry to engage with target accounts.
Share industry news and insights to establish yourself as a thought leader.
Reach out to prospects directly by mentioning them in tweets or sending direct messages.

Leveraging Facebook for Social Selling

Facebook is a platform that offers a more casual environment for engagement, making it an ideal place for building trust with potential customers. Here are some tips for using Facebook to engage with target accounts:

Tips for Facebook Social Selling
Share behind-the-scenes content to give prospects a glimpse into your business.
Join Facebook groups related to your industry and participate in discussions.
Use Facebook Messenger to communicate with prospects directly.
Run Facebook ads targeted to your ideal customer profile to expand your reach.

By following these tips, you can effectively leverage social media platforms to engage with target accounts and drive sales. But remember, social selling is about building relationships and adding value. So make sure to focus on establishing trust and credibility before selling your products or services.

Building a Strong Personal Brand for Social Selling Success

In the world of social selling, your brand is everything. It’s what sets you apart from your competitors and establishes your credibility with your target accounts. A strong personal brand can make all the difference in your social selling success.

So, how do you go about building your brand? Here are some tips:

  1. Define your brand identity: Think about what you want to be known for and what makes you unique. What are your values? Use this information to create a clear and concise brand identity that you can communicate to your target accounts.
  2. Create valuable content: Establish yourself as a thought leader in your industry by creating valuable content that provides insights and solutions to your target accounts. This can include blog posts, whitepapers, and infographics.
  3. Engage with your audience: Social selling is all about building relationships, so make sure to engage with your audience regularly. Respond to comments, share relevant content, and participate in industry discussions to establish yourself as a trusted and valuable resource.
  4. Be consistent: Consistency is key when it comes to building a strong personal brand. Make sure your messaging, tone, and style are consistent across your social media platforms.
  5. Show your personality: Don’t be afraid to show your personality and let your human side shine through. This can help you connect with your target accounts and establish stronger relationships.
  6. Stay authentic: It’s important to stay true to yourself and your values. Don’t try to be someone you’re not or pretend to know more than you do. Authenticity is key when it comes to building trust and establishing long-term relationships.

By following these tips, you can build a strong personal brand that sets you apart in the world of social selling and helps you achieve success with your target accounts.

Creating Engaging Content for Social Selling

One of the most critical aspects of social selling is creating engaging content that resonates with target accounts. By producing high-quality content, social sellers can establish credibility, drive engagement, and ultimately, increase sales. Here are some strategies for creating compelling content:

1. Know Your Target Audience

To create content that resonates with your target accounts, you need to understand their needs, pain points, and preferences. Conduct research to identify your target audience’s demographics, interests, and behaviors. This information can guide your content strategy, enabling you to produce content that speaks directly to your target audience’s unique challenges and goals.

2. Use Storytelling

One effective way to engage target accounts is through storytelling. When you tell stories, you create an emotional connection with your audience, making them more likely to remember your message. Use anecdotes, case studies, and real-life examples to illustrate your points and capture your audience’s attention.

3. Keep It Visual

Visual content is more engaging and memorable than text-based content. Use images, videos, and infographics to convey your message and break up long blocks of text. Visuals help to increase engagement and can also improve comprehension, making your message more effective.

4. Highlight Benefits

When creating content for social selling, focus on the benefits that your product or service offers, rather than the features. Highlight how your product or service solves your target audience’s problems and can improve their lives or businesses. By emphasizing benefits, you make it more clear to potential customers how your product or service can help them, making them more likely to take action.

5. Use Calls to Action

To maximize the impact of your content, include calls to action (CTAs). CTAs urge your target audience to take specific actions, such as downloading a white paper, signing up for a webinar, or scheduling a consultation. By using CTAs, you make it easier for target accounts to move through the sales funnel, increasing the likelihood of converting them into customers.

Leveraging Social Selling Tools and Technologies

Social selling tools and technologies are necessary for maximizing the effectiveness of social selling efforts. With the right tools, social sellers can streamline their processes, improve efficiency, and ultimately enhance overall sales performance.

Social Media Management Tools

Social media management tools like Hootsuite, Buffer, and Sprout Social can help social sellers optimize their social media presence. These tools allow sellers to schedule posts in advance, analyze engagement metrics, and monitor their brand mentions on social media.

CRM Systems

Customer relationship management (CRM) systems like Salesforce, Hubspot, and Zoho CRM are essential for target account sales. These tools help sellers manage contacts, track leads, and monitor the sales pipeline. With effective CRM use, social sellers can improve their lead conversion rates and make more sales.

Social Listening Tools

Social listening tools like Brand24, Awario, and Mention help social sellers monitor conversations and track brand mentions on social media. This allows them to identify potential customers and engage with them in real time. Social listening tools also provide valuable insights into customer sentiment and feedback, which can inform future social selling efforts.

Video Conferencing and Webinar Tools

Video conferencing and webinar tools like Zoom, Webex, and GoToMeeting are crucial for remote social selling. These tools allow social sellers to connect with potential customers virtually and deliver effective presentations. With video conferencing and webinar tools, social sellers can reach a wider audience and engage with target accounts across different locations.

Measuring and Analyzing Social Selling Performance

As with any sales strategy, it is important to track and measure the performance of your social selling efforts. By analyzing key metrics, you can gain insights into what is working and what areas need improvement. Here are a few metrics to consider:

Engagement RateMeasures the level of engagement on your social media posts, such as likes, shares, and comments.
Conversion RateMeasures the percentage of target accounts that become customers as a result of your social selling efforts.
Referral TrafficMeasures the amount of traffic to your website that comes from your social media profiles.
Revenue GeneratedMeasures the amount of sales revenue generated through your social selling efforts.

By regularly monitoring these metrics, you can determine what tactics are most effective and make adjustments where needed to optimize your social selling strategy. It is also important to analyze the data over time to identify trends and patterns that may emerge.

Keep in mind that social selling is a long-term strategy, and it may take time to see significant results. However, by consistently tracking and analyzing your performance, you can make data-driven decisions to improve your sales outcomes and achieve success with your target accounts.

Overcoming Challenges in Social Selling for Target Account Sales

Social selling can be a powerful strategy for engaging with target accounts and driving sales. However, like any sales approach, it comes with its unique set of challenges. Here are some common challenges social sellers may face and strategies for overcoming them:

Challenge 1: Finding the Right Balance

Social selling requires a delicate balance between being informative and being pushy. It can be challenging to strike the right tone and find the right balance between selling and providing value. To overcome this, focus on building relationships and providing helpful insights and content that align with the needs and interests of your target accounts. Avoid being too sales-focused and instead prioritize building trust.

Challenge 2: Staying Consistent

Social selling requires consistency and persistence to be effective. It can be challenging to maintain a consistent presence on social media while also managing other sales activities. To stay consistent, create a social media schedule and stick to it. Utilize automation tools and technologies to streamline social selling processes and save time.

Challenge 3: Overcoming Rejection

Not every target account will be interested in your product or service. It can be difficult to overcome rejection and stay motivated. To overcome this challenge, focus on the long-term and view rejection as a stepping stone towards finding the accounts that are the best fit for your offering.

Challenge 4: Keeping Up with Trends

Social media platforms and technology are constantly evolving, making it challenging to keep up with the latest trends and best practices. To stay up-to-date, invest time in ongoing learning and development. Attend webinars, read industry publications, and connect with other social sellers to stay informed and stay ahead of the curve.


In today’s digital age, social selling has become an essential strategy for businesses to reach their target accounts and drive sales. By leveraging social media platforms, building a strong personal brand, creating engaging content, utilizing social selling tools and technologies, and measuring performance, businesses can achieve success in their social selling efforts.

However, social selling is not without its challenges. As social sellers engage with target accounts, they may encounter obstacles that can hinder their progress. These challenges can range from difficulty in establishing trust to navigating the complex sales process.

Overcoming Challenges with Perseverance and Creativity

Fortunately, with perseverance and creativity, social sellers can overcome these challenges and achieve success in their social selling efforts. By adapting their strategies to suit the needs and preferences of their target accounts, social sellers can establish trust, build relationships, and close deals.

As businesses continue to rely on social selling to drive revenue growth, it is clear that social selling is here to stay. By implementing the strategies and tactics discussed in this article, businesses can take advantage of the power of social selling and achieve success in their target account sales efforts.


Q: What is social selling and why is it important for target account sales?

A: Social selling is the practice of using social media platforms and networks to engage with potential customers and drive sales. It is important for target account sales because it allows businesses to build relationships, establish credibility, and connect with their ideal customers in a more personalized and effective way.

Q: What is target account sales and why should businesses focus on it?

A: Target account sales refers to the strategy of identifying and prioritizing specific accounts that align with a business’s ideal customer profile and concentrating sales efforts on those accounts. Businesses should focus on target account sales because it allows them to allocate resources more effectively, tailor their messaging and offerings to specific accounts, and increase their chances of closing high-value deals.

Q: How can social media platforms be leveraged for social selling?

A: Social media platforms such as LinkedIn, Twitter, and Facebook provide opportunities for social sellers to connect with target accounts, share valuable content, and engage in conversations. By utilizing these platforms effectively, social sellers can build relationships, establish thought leadership, and generate leads that can lead to sales success.

Q: Why is building a strong personal brand important for social selling success?

A: Building a strong personal brand allows social sellers to establish credibility, trust, and differentiate themselves from competitors. It helps them build a reputation as industry experts and thought leaders, making it easier to attract and engage with target accounts.

Q: How can I create engaging content for social selling?

A: To create engaging content for social selling, it is important to understand your target audience and their pain points. Tailor your content to address those pain points, provide valuable insights, and offer solutions. Use a mix of formats such as videos, articles, and infographics to keep your content fresh and appealing.

Q: What tools and technologies can I use to enhance my social selling efforts?

A: There are various tools and technologies available for maximizing social selling, including social media management platforms, customer relationship management (CRM) systems, and sales automation tools. These tools can help streamline your social selling processes, improve efficiency, and optimize your overall sales performance.

Q: How can I measure and analyze my social selling performance?

A: To measure and analyze social selling performance, and track key metrics such as engagement rates, lead conversion rates, and revenue generated from social selling efforts. Use analytics tools provided by social media platforms and CRM systems to gather data and gain insights. Analyze the data to identify areas for improvement and refine your social selling strategies.

Q: What are some common challenges in social selling and how can I overcome them?

A: Common challenges in social selling include difficulty in reaching decision-makers, building meaningful relationships, and staying consistent with content creation. To overcome these challenges, research your target accounts thoroughly, engage with relevant decision-makers, and provide value through personalized interactions. Consistency in content creation can be achieved through planning, automation, and collaboration with your marketing team.