How to speed consensus building in accounts and thus reduce sales cycles

If you think how sales works today, it works in series

You cold call or send a spam email to somebody and start the desire building process

Or maybe a buyer understand they have an issue and have found you through research

Talking to a few people in an account places us at risk

What happens then is we then talk to one or maybe two people in that organisation

That places at significant risk as we invest time with these people

They could leave or be fired, placing us back to zero again

While there are sales methodologies that try and get us to connect to more people

And widen our sphere of influence (SoI) it's hard as getting people to talk to us using those legacy sales methods is pretty much impossible

And we all know that these are not ways for creating relationships and trust

So why bother? ?It just goes into the too hard box and we hope we will be OK

Gaining consensus in series costs us time and is very risky

The way it usually work is we convince one person then, get them refer us internally

Then we convince the next person, they then refer us

Let's say it takes a month to convince somebody of your solution

With the average buying team being 10 people

That will take you 10 months to make the sale

Again, this places you at massive risk of people leaving or people being fired

It also places you at risk of competitors or you being fired

What happens if we could speed all this up and gain consensus in parallel??

If we take Bertrand, one of our partners he is penetrating accounts and getting 10% plus coverage with his ICPs

In some cases he's connected to 25% of the people in his targets

This means he is building relationships and trust at scale

Getting more meaningful conversations right across the account

He will also be the supplier who is front of mind when it comes to decisions

By gaining consensus at scale he is speeding up the sales cycle and closing deals faster

In fact our clients have been able to turn 12 month sales cycles to 6 weeks

Just by using this our social selling methodology

And it will all take less time than if you cold called or sent spam emails

It will also automatically create meaningful conversations, relationships and trust

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Can you drive revenue from social media?

Why not benchmark these results against how you are using it today?

For an AE, we can shorten sales cycles by 30%

And the average SDR gets 2 x ICP meetings a day

Increase your revenue by 20%

You can get these results by using our social selling methodology, that is certified by Institute of Sales Professionals (ISP)

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"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 and sales people who use social selling every day to drive revenue growth.?

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.