Can programmatic social selling sort my pipeline issues?
Timothy "Tim" Hughes 提姆·休斯 L.ISP
Should have Played Quidditch for England
We were asked the other day if our social selling program was proganamic?
What they meant was, is it just a bunch of "hints and tips" or is it backed by a methodology?
It's back by a methodology, of course
How can programmatic social selling help me?
In our?social selling ?and influence course we teach and coach your sales teams how to have
1.?Buyer centric profile?-?We all know that buyers check us out on social, so can we look like a person they want to do business with???How is it that we don't look like just another salesperson and we look like a person they can trust??In our social selling and influence course, we will help you?build a social media profile that buyers will walk towards and want to connect to. Rather than run away from.
2.?A network?- Most salespeople have a bunch of contacts on?social media .?X colleagues and?recruitment ?consultants, which are not the people you are trying to influence and sell to.
In our social selling and influence course, we coach you on how to build a wide and varied network in the accounts you want to influence and sell to.?We teach you how to do this in a non-spammy way. In fact, we teach you how to do it so that each connection request starts a conversation.?After all?conversations create sales.
3.?The third thing you need is content.?The days of you taking brochures from marketing and posting them on social media are well over.?After all, nobody reads them.
For you to sell today you need content that provides insight and educates.?After all, why are buyers on social media in the first place??They are looking for insight, looking for answers.
You need to create to content yourself and share through your network.?This isn't about hope, this is a strategy on why you are using that content and then harvesting the engagement.
Social selling is not showing as many brochures under people's noses on social!
I've written before about an example where somebody got?6 c-level meetings, 2 proposals and 1 purchase order from one post that took ten minutes to post.?There is not one single demand generation methods that can get those sort of results in 10 minutes.
So who's social selling?
In case you missed it, the?Bank of America’s Merrill Lynch ?have?banned cold calling ?and have moved all their people to social selling. This isn't some trendy tech company that might have decided to do this on a whim, this is a very conservative financial services company that has made a decision based on data.
But surely cold calling has a better ROI than social selling??Not according to Merrill Lynch.
"They will also be encouraged to contact prospects over LinkedIn, which has a higher hit rate than cold calling"
The?CRO ?(chief revenue officer),?Richard Eltham ?of?Namos Solutions , of one of clients posted a comment on LinkedIn about?social selling . See?here .
“Social selling is not an option now it is the way of the world and you either learn and execute it or fear getting left behind”?
Kevin Murray ?who is the Head of Sales at?MacArtney ?Underwater Technology recently posted about his success with social selling?here ?and wrote an article about the transformation that has happened in sales?here .
Here at?DLA Ignite ?we don't do?"hints and tips sessions"?we don't want you to waste your money. Our social selling and influence methodology will provide your sales team with the stable platform for growth. It is also the only social selling program based on 70:20:10 change management principles which gives your business the mindset change and habit change they need in this digital world.?
Other articles you might be interested in ....
Articles for the CEO
Articles for Sales leadership
领英推荐
Articles to support sales people - sales process and sales tips
Articles to support channel and third party selling
Articles to support Account Based Marketing / Account Based Selling - ABM - ABS
Articles about Employee advocacy
Articles for Marketing
Should you outsource your social media?
Articles for social procurement
Articles for the CFO and Finance
Creating safe spaces to enable individuals and teams to learn, grow and develop. When not doing that cycling, reading and drinking wine...
3 年Programmatic in that it helps to build up effective habits, but the effort is with the individual Timothy, you can lead a horse to water....
“Revenue Through Reputation”???? Trade show “booth magnet” and live show /podcast and promo for pipeline building and revenue creation. | Founder x6. Live Show & Podcast Host | Founder: Fist Bump
3 年As usual, great insights Timothy. I appreciate the emphasis on process and systems. Tools can help but sales success has always been about consistently using the best tools at the moment in a systematic, targeted way. Social is exactly the same.
Life is better with a Guide. Special Needs Parent and Fanatic Fly Fisherman. Helping business owners love their business and their life through value acceleration
3 年In this crazy over stimulated world we need the peace of a plan Timothy (Tim) Hughes 提姆·休斯 . Too many leaders forget systems when it comes to social and wonder why making it up doesn’t work.
Digital Commercial Strategist - Developing people and organisations to become leaders in their sectors - TedX Speaker - Keynote speaker, event host/compere/moderator - Artist
3 年Measurable, repeatable and scalable Timothy.