1 rich Libsyn https://www.libsyn.com 90 600 This article was written by Hans Peter Bech and is read by an automated voice. When I first&amp;nbsp;wrote about this subject in 2017,&amp;nbsp;social selling&amp;nbsp;was the fashionable alternative. Salespeople were encouraged to establish a professional presence on LinkedIn, publish useful content, engage with potential customers and develop relationships before making a direct approach. Those activities have not disappeared. LinkedIn still measures them through its Social Selling Index, which covers professional branding, prospect identification, engagement and relationship-building. But the term&amp;nbsp;social selling&amp;nbsp;has largely lost its status as a revolutionary sales methodology. It has become one element of normal B2B prospecting. Today, the fashionable terms are&amp;nbsp;signal-based selling,&amp;nbsp;intent data,&amp;nbsp;multichannel outreach,&amp;nbsp;revenue intelligence&amp;nbsp;and&amp;nbsp;AI-assisted prospecting. The terminology has changed, but the fundamental question remains: When does it make economic sense to approach someone who has had no previous contact with you? The channel to global market leadership http://tbkconsult.com/blog/ <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/42540045/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/item/42540045