Social media engagement - None of my sales team have time for it. Really?
Timothy "Tim" Hughes æ姆·休斯 L.ISP
Should have Played Quidditch for England
I often hear sales leaders say?"social media engagement - none of my?sales?team have time for it"
Question: Where are your customers?
We know they are on digital, so why on earth are you not where your customers are?
Is social media a waste of time?
Problem is with outputs like an?increase in revenue of 20% and a reduction in sales cycle by 30%?by clients of ours, using our?social selling?methodology. You would be a fool to not to look at such results.?I guess pipeline and new logos are not everything we also find that business that transform with us they also get?
?Visibility and recognition in the marketplace
?Achieving trusted advisor status to their clients and prospects
But let's throw in more discovery call conversions
I recently?wrote?about how?social selling was increasing the conversation rate on Director level calls by 42%.?Again, not my opinion, this is all data backed. I agree, that we can only increase the conversion rate on rank and file people by 25% but either way scaled across your business this will make transformational difference to your?revenue,?profit?and?EBITDA.?
This is where social selling isn't about "hints and tips" or advice on how the algorithm works, this is about a strategy for your sales team and business.?
I totally get that maybe these business results are not for you.?
Let's get back to the question about engagement
This is a post from?Eric Doyle?part of the?DLA Ignite?team.
Now loads of people post things like this, we see it all the time on?LinkedIn?and I guess you don't want your salespeople wasting their time doing this. Right?
The difference between all the people that are posting this and us is that we train and coach you on a methodology behind this.
Let me walk you through what?Eric?gained from this
- 124 leads
- 28 new outbound connections
- 13 new inbound connections
- 6 video calls (1 CEO, 1 COO, 2 MDs, 2 BDD)
- 2 Social Selling & Influence pitches
- 2 proposals > 1 purchase order
- Nearly 20,000 people ‘saw’ me / profile / DLA
- …..from 10 minutes work
From this social media post,?Eric?got 6 c-level meetings, 2 proposals and one sale .... and it only took 10 minutes.
There is not one single activity that your sales team are working on right now that can get 6 C-Level meetings and one?Purchase Order?in 10 minutes.
Think about what would happen if we scaled this right across your sales team??
Your competition may already be doing this.
If you need and want pipeline, your sales team need to be trained in a social selling methodology as a matter of urgency.?
I don't believe you Tim!
If you check out this?video?of?Chris Mason?CEO at?Oracle?reseller?Namos, fast forward to 19 minutes 55 seconds. Chris talks about a?$2.6 million win from being on social, after completing the?DLA Ignite?social selling and influence course.?
So who's social selling?
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è
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
Developing people and organisations to become leaders in their sectors - Digital Commercial Strategist, Sales trainer - TedX Speaker / Coach - Keynote speaker, event host/compere/moderator - Artist
3 å¹´Its funny that sales leaders would support being out of the office all day to make 2/3 meetings with prospects but have issues with team members prospecting with 3 or 4 times that amount of people every day with no travelling expenses....
Revenue Through Reputation. Founder, The LinkedIn Prospecting Playbook. I help leaders become more connected, more relevant and more influential for revenue growth. Podcast Host x2 | Founder, Fist Bump.
3 å¹´I was thinking around this topic for an article for next week. Great share Tim!
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 å¹´Timothy (Tim) Hughes æ姆·休斯 the time excuse is only valid if they don’t plan on selling and/or prospecting (ie..dying). I like how you get straight to the heart of the matter: you need to be on social because all your buyers are there.