Can RevOps and Social Selling provide me with a framework for predictable revenue, Tim Hughes

RevOps is the notion that all revenue generating people within an organisation come under one leader.

This can involve, marketing, demand generation, sales and customer service. If you think about a SaaS environment, customer service will often have a renewal sales people and therefore has a revenue component.

I've seen examples of organisations where sales was responsible for the renewal number, but did not have management of the people. A frustrating situation.

Revenue is critical for the business

During good time, before the pandemic for example, stuff happened, but as soon as the pandemic hit, there was pressure on pipeline and deals would just drop for no reason. Every deal needed to be won, hence the drive to place all revenue generation under one roof.

What is RevOps?

In this article, "Revenue operations (some may call it RevOps) is the end-to-end process of generating revenue by the entire revenue team. It is not just marketing operations, sales operations, and customer success operations combined into one team. It includes all the sellers and marketers and customer success professionals that are all working together to power the revenue engine and drive revenue results."

Introducing: DLA Ignite's Revenue Operations Framework

In the 7 years we have been transforming sales teams with social selling, we have used our methodology. This is not a list of hints and tips or how to game the Linkedin algorithm, this is a proven methodology, after all sales is a process.

This starts with sales people, in fact anybody in the business having a buyer centric profile. After all, we all know buyers are looking for our products and services online and we need to show that we are buyer-centric. We are here to help them. Help them buy.

The only way that we are going to be found is to have a digital territory, a network. We need to be able to influence the people we want to influence. The customers, the accounts, the prospects. As we know that there are many people in accounts we need to influence, we need to be connected to multiple people in those companies.

Third, we need content. Not brochures or brochureware. Content demonstrates you are an "expert", why does this matter? Because buyers are looking for experts / guides to help them. Sharing content and having a great profile, shows you are an expert and this means buyers will walk towards you.

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. Chris explains that this $2.6 million deal was closed because the buyer look at the salesperson profile and the buyer asked the salesperson could he help?

The buyer walked towards the seller ..... this is transformation.

Just think about the power of that to generate business for you and your team(s).

The power of the methodology

When we started DLA Ignite 7 years ago, we kept away from the LinkedIn training nonsense and the "hints and tips" rubbish. Why? Because this does not make an impact on your business.

Our clients are looking for change, to move away from the legacy sales methods like cold calling and spam email, because they know this just does not work anymore and using them just pisses people off. Which isn't a great way to start a relationship.

We train and coach our methodology over 10 weeks and we do this as it enables us to get the mindset change and habit change. Think about going to the gym. Spending an hour there or a day there isn't going to help you. You need to go three times a week and best to have a guide to help you.

Our program is the only one in the world that uses the 70:20:10 change management methodology. The last thing a sales team need is a string of power points. The process is exercise based so people learn within a safe environment, there is "social learning" where people learn from each other. The attendees also learn from within their work work environment and there is additional coaching from us.

The methodology works that if you do this and do this, you get this result.

It is usual that companies make a 30% increase in sales and a 40% reduction in the sales cycle.

So who's social selling?

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"

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.

I don't believe you Tim!

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.

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Whether you’re a large enterprise team with hundreds of sellers or a fast-growing organization with tens of sellers, one thing is clear: Revenue can no longer be viewed just as an outcome. It’s a business process. In fact, revenue is the most critical business process for any company and should be controlled, measured, and automated like any other process. While all revenue teams focus on doing whatever it takes to make the number every 90 days, many don’t treat revenue as an end-to-end process that can be managed for efficiency and predictability.

https://www.clari.com/blog/revenue-operations-framework/