Yesterday, I wrote about research that stated that "high growth companies expect a 69% spend increase in digital selling skills spend".
That is a massive shift by business to digital, more importantly this isn't about tools, this is about a shift to give their team(s) the digital skills they need.
In this article, we are going to talk about research from Gartner that looks at where CEOs are placing their bets for 2022, that research is here.
In 2022, CEOs are investing in digital
It would seem that CEOs are betting that society will have a better handle on the Covid 19 pandemic and that business can then turn back to growth. We know that Covid 19 isn't going away, we are just going to live with it.
For CEOs this is about having the right team and battling for that talent, but also giving them the digital capabilities the workforce needs.
To quote Gartner
"“Digital capabilities” was the only area in which a higher percentage of CEOs would commit to increasing investment. Even areas that typically garner strong support, such as information technology, people and culture, and product enhancements, drew commitments from a smaller share of CEOs."
What are you doing as a leadership team to make sure the shift to digital is all about the people?
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!
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.
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.
For most of 2020, CEOs focused their energy and resources on their response to the COVID-19-bred business operations emergency. Those that could repurposed operations and supply chains to provide needed supplies and services: Clothing manufacturers made masks and PPE; chemical companies made hand sanitizer; transportation companies rerouted ships and airplanes to deliver ventilators. But now CEOs are looking ahead.
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