Insight Marketing and Research Newsletter

Insight is the Pennsylvania NewsMedia Association's marketing and research newsletter, published quarterly. Send comments and/or story ideas to Marketing Director Jane Hungarter, (717) 703-3041. To be added to the distribution list, e-mail

Spring 2014 Feature Article

Social Selling

Many of you will recognize these as a few of the traditional steps included in what’s known as the "sales process." They also could arguably be considered the "basics" or fundamentals of selling. Nothing is more important to a successful salesperson or organization as the discipline to not only be practiced in these areas, but also to conduct them with consistency. The most successful sellers have also recognized the benefits and value of evolving the tactics they employ to maneuver through the sales process. You could call it a "modern-day" spin on the tried and true principles of selling. Better yet, entire organizations have adopted very similar practices to strategically position their products to buyers. Whether it is an individual or an organization, this evolution of the traditional sales process is called "Social Selling."

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