Should my salespeople be making time to create social posts? Of course, Tim Hughes

As salespeople, we call need to prospect and we all need to contribute.

There are only 200 working days in a year so we need to spend our time wisely.

I often hear people say "I don't have time for social"

There are 86,400 seconds in a day, time we have, it's priority we need.

I often ask people, so what did you do today? They answer will be something like "I was cold calling and it was a total waste of time". They go on and say "you can never get through to people, gatekeepers, voice mail, being blocked, why do we still do this?"

It's a great question.

Let's look at the legacy world of sales and marketing

Cold calling

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"

What about sending out more and more emails?

Email marketing

Hubspot (and don't forget they sell email marketing so they have a vested interest to talk this subject up) say in this article

"Thank you Covid-19, we just broke the record for poor performance. According to Hubspot, the response rate to emails fell to a record low of 2.1% ...... Said differently, 98% of our efforts to reach new prospects failed.

With conversion down, what did we do? You guessed it, we increased the number of emails sent during the same period by 50%, according to Hubspot’s survey of 70,000 customers. We are playing a zero-sum game, and it’s literally a race to the bottom."

When a pro-email marketing sites writing articles like this, you know there is a problem.

Let me just reiterate this, Hubspot say that email marketing has a 98% failure rate.

Why should you be making time for posting on social

Social selling have been proved to increase revenue in an organisation by 30% and reduce the sales cycle by 40%.

This is not my opinion, there is data to back this up.

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.

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.

	Posts:	3589
	Reposts:	0

Contributors

About

Contact

Statistics

Digital Leadership Associates Archive

Let's look at the legacy world of sales and marketing

Cold calling

Email marketing

Why should you be making time for posting on social

So who's social selling?

Articles for the CEO

Articles for Sales leadership

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