CSM Digital Sales & Social Selling Flashcards
6 cards from real CSM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CSM Digital Sales & Social Selling flashcards as text
What is social selling in the context of B2B sales?
Answer: Using social networks to find, connect with, and nurture prospects to build relationships that lead to sales
Social selling leverages social networks to build authentic relationships with prospects, moving them toward a purchase decision over time.
Which social platform is considered MOST effective for B2B social selling?
Answer: LinkedIn
LinkedIn is the dominant B2B social platform, offering professional networking, content sharing, and direct access to decision-makers.
What is LinkedIn's Social Selling Index (SSI)?
Answer: A score that measures a salesperson's effectiveness across four social selling dimensions on LinkedIn
LinkedIn's SSI measures performance across four pillars: establishing a professional brand, finding the right people, engaging with insights, and building relationships.
What is the primary goal of content sharing in a social selling strategy?
Answer: To establish credibility and attract prospects by demonstrating expertise
Sharing relevant content positions the salesperson as a trusted industry expert, attracting prospects who are researching solutions.
What does 'trigger event selling' involve in a social selling context?
Answer: Monitoring social signals (promotions, company news, funding) to time outreach strategically
Trigger event selling monitors prospects' social activity — such as promotions or company announcements — to initiate timely and relevant outreach.
Which behavior is considered a best practice in social selling outreach?
Answer: Personalizing messages based on the prospect's profile, content, and recent activity
Personalized outreach based on the prospect's interests and recent activity dramatically increases response rates in social selling.