How Companies Often Have a Crisis of Plenty When They Roll out Social Selling

This blog originally appeared on the DLA blog here

Often, my business partner, Adam Gray or our Director of Social Selling, Alex Low and I visit a company and the conversation goes like this:

• Customer: We purchased the XYZ tool for social selling.
• Us: Great, how’s it going?
• Customer: It’s not.
• Us: Oh dear, what’s the matter?
• Customer: The sales people won’t use it. The salesman said it would shorten sales cycles and increase deals sizes.
• Us: OK, what’s your strategy?

Or this

• Customer: We purchased the ABC tool.
• Us: And?
• Customer: Nothing, we have no idea what to do with it?
• Us: OK, what’s the strategy?

Or this

• Customer: We’ve just spent gazillions on the DEF Tool and now we’ve realised how much content we need to write to make it work, we just send out the old monthly newsletter with it.
• Us: OK what’s the strategy?

It goes on ….

There are a lot of very convincing salespeople out there selling tactical solutions and fair play to them, they are usually pretty good solutions, when people put behind them the right resources. And they are implemented as part of a strategy.

This blog continues on the DLA blog here

Digital Leadership Associates: We are Global Social Transformation Consultancy. We do three things: Social Media Strategy, Social Selling and Social Media Management. Drop me an email or call me on 00 44 7823 534 557 and let’s talk about how we can make an impact on your organisation.??