The Positive Pipeline Effects of Framing Within Your Multi-threading Strategy!

Research shows that visibility within a decision-making unit can positively influence decision outcomes, even without direct personal interactions. This visibility can be achieved through various means such as sharing knowledge, presenting expertise, and demonstrating authenticity, which collectively build trust and credibility.

For instance, implementing an evidence-based sales strategy to support organisational decision-making has been shown to lead to better outcomes by ensuring decisions are grounded in reliable data and insights. This approach, known as evidence-based management, enhances the decision-making process by integrating the best available evidence from multiple sources, thus increasing the likelihood of favourable outcomes.

Additionally, the concept of framing effects, where the presentation and context of information influence decision-making, underscores the importance of visibility and how information is communicated. This effect can be leveraged to enhance how decisions are made within a unit, emphasising the role of visibility and expert communication in shaping positive outcomes (Newristics ).

Furthermore, research indicates that organisational characteristics and management strategies, such as promoting collaboration and aligning individual goals with organisational objectives, can indirectly increase visibility and influence decision-making. These strategies foster an environment where individuals' contributions are recognised, thereby positively affecting the overall decision-making process (SpringerLink ).

Overall, the cumulative impact of being visible, perceived as an expert, and authentically engaging with a decision-making unit can significantly enhance the outcomes of decisions made within that unit.

Supero have been running a sixteen month long study into the effects of social selling, tracking behaviour across a number of different sales types, from Sales Development through to Business Leader and everything in between and we've found significant improvements in pipeline and revenue growth. Moreover, the improvements have been sustainable with pipeline strengthening and revenue certainty increasing over time.

One area of interest in particular, is stakeholder engagement and the effect Social Selling has on improving visibility across the entire stakeholder group, resulting in an increase of the number of stakeholders actively engaging in the evaluation discussions. We are seeing an average of 6x the number of stakeholders engaging in those accounts that are active compared with the five months before our social selling strategy was present.

Additionally, conversations created improved by >30x and territory penetration by >10x when the Supero Conversation operating System was the intervention.

'Framing' in a co-ordinated manner as a team leveraging content creation and social networking has a significant effect on overall performance.

To learn more drop me a DM Alex Abbott (F.ISP) or email me at [email protected]