Share insights that demonstrate expertise, engage with prospects' content before reaching out, and use social signals to time your outreach when they are actively exploring solutions.
Look for: building a professional presence, sharing valuable content (not just company posts), engaging genuinely with prospects' content, using social signals for research and timing, and connecting social activity to pipeline metrics. Best candidates use social as a complement to outreach, not a replacement.
Modern sales skill. Candidates who dismiss social selling are missing warm-up opportunities. Those who only post and never engage are doing it wrong. Look for genuine, value-adding social presence.