The 3 things salespeople need; Substance, empathy and trust

This week I interviewed?Eric Stine ?on my #TimTalk podcast, you can see the recording?here .

Great discussion, Eric has so much experience of the B2B Enterprise sales world.

The subject was about?"leading sales transformation in difficult times"?and he talked about the three things that salespeople need, which are

1. Sustance: This is about knowing something that the buyer does not, I would add into this a curiosity, which is about wanting to understand the customer. When I worked in the supply chain market, I always wanted to go on the factory tour or a DC (distribution centre) tour.?

2. Empathy: This is about caring about your customer and their company.?I've created leads for my customers, which is a great example of this.

3. Trust: Eric quoted?Bill McDermott , who used to be the CEO of?SAP ?and is now the CEO of?ServiceNow .?

"Trust is earned in drops and lost in buckets".

Let's look at the data, cold calling vs our social selling benchmark

Here at?DLA Ignite , we are always wanting to push forward the boundaries of sales, so we decided to put?cold calling head to head with the?DLA Ignite ?methodology for social selling?and create a benchmark (and business case) for our version of social selling.

So?we took a team of "cold callers" cross trained them in our methodology for social selling and here are the results.

It's worth?shouting out the team,?Alex ,?Jordan ?and?Jensen ?and they work for a company called?Supero .

Don't believe me? Please check the team out on social and ask them about the results!

The results with cold calling

When the team were cold calling, that is, before we trained them on social selling.?I'm not sure what results you get with cold calling but they did whatever they could in terms of warming up the calls with emails or webinars, etc.??And the results, they got about?2 calls a week.?

As with any cold call, your job is to?take the call to a next action, which might be a demo, discovery call and they?averaged 0.3 of these calls.

Anyway, you will have your own figures for cold calling in your business and you will know what they are.?

The results for social selling

What is social selling?

The?DLA Ignite? definition of social selling is

"Using your presence and behaviour on social media, to build influence make connections, grow relationships and trust.?Which leads to conversation and commercial interaction".

(Please note these figures are for the?DLA Ignite ?methodology, we cannot speak for other suppliers, please check with them, before signing any contracts.)

I need to say, before I get any comments.?

There is no spam and no automation in the?DLA Ignite ?social selling methodology!

The?DLA Ignite ?social selling methodology does not use connect and pitch!

The?DLA Ignite? social selling methodology does NOT use inmails, which are spam.?

In fact the program is now back and certified by the?Institute of sales professionals (ISP) , the only such methodology backed by a sales professional body.

Let's get onto those results for?DLA Ignite ?methodology of social selling

The team are getting a?9% response (on average) to social selling cold outreach, so for every 100 people they ask for a call, 9 say?"yes".?

This figure is an average, so we think somebody with intermediate skills or an expert should be getting a higher figure should be getting a larger response.?In fact,?our benchmark for an expert is 13%, but I want to keep figures realistic and conservative.?

As we mentioned above, with every "call" based on?cold outreach, there has to be some sort of next action.?For your own company, you will know what your next action is, it will be a demo, a discovery call or something.?

We have found that with?DLA Ignite ?social selling methodology?9% of the people (on average) that agreed to a call,?33.6% are converting to a next action.??

This is exponential growth when compared to cold calling.?

Each salesperson is averaging 10 calls / meetings per week.

Just think if you scaled that across your sales organization!?

(The most successful SDR complains he has got too many meetings, which think is a great problem to have!)

Just think about that being rolled out across your sales team(s).?

It's time to work smarter not harder.?

Let's look at this with a business case

Let's take a sales team of 10.

We know that the average person can grow their network by 3,000 people a year.?Let's assume of these 50% are going to buy, this gives you a network growth of 1,500 per person per year.

If you have 10 salespeople that gives you a total addressable market (TAM) of 15,000 new people to have conversations with.

With?our ,?Institute of sales professionals (ISP) ?backed,?DLA Ignite ?social selling methodology, (note:?we cannot vouch for anybody else) based on our measured benchmark, you should be able to get, on average, meetings with?9% of this TAM of 15,000.?This means your sales team can have?1350?new conversations every year.?

(As we know,?conversations create sales.)

As we discussed above, with any cold outreach the objective is to get a next action and?using our social selling methodology and using our measured benchmark we can get 33.6% of 9% of our TAM to a next action, which is 454.

Let assume?you win 1 in 3, that's 151?new sales a year using social selling, average order value (AOV) $100,000, that's?

$15,120,000 = $15 million

That's an additional $15 million that you are missing by cold calling rather than social selling.

or $1,26 million you miss every month you delay moving from cold calling to social selling.

Of course, if you have more than 10 sales people, you can scale the figures up.?

Want to know more about?social selling, ?check out my new book

"social selling techniques to influence buyers and changemakers - 2nd edition".

In this brand new edition, I have updated all the text, I have also got?15 practitioners, so?people who are doing this already?to explain how they are get (practical)?business benefit. From the?CEO ?that has been running a digital business for over 18 months?to?sales? leaders?who use social selling every day.?

Articles on how these business have and are implementing digital, from?Mercer ,?Telstra Purple ,?Ring Central ,?Cyberhawk ,?Namos ,?Ericsson ,?DLA Ignite ?and more.

What does?Mark Schaefer , Marketing guru think of the book "social selling - techniques to influence buyers and changemakers - 2nd edition"??watch the video?here

It's available on Amazon worldwide.?Link to Amazon.com?here ?and Amazon.co.uk?here .