Talking to an organization this week, the comment was made by the CEO

"Our salespeople sell way to low in an organization"

She went onto say "by selling way too low, we waste time on deals that don't happen, our deal values are lower than what they should be and are sales cycles are far too long".

It's a problem we see extensively across the markets and in most geographies. 

The problem is this: The sales people are using legacy sales methods.  Simple as.

Think about it, no decision maker is going to fall for any legacy, interruption based sales methods, such as cold calling, email marketing or advertising. 

No senior exec in a business is going to take a call from a number that they don't know and or they will have gatekeepers to stop these calls getting through.  The same with email, we all now report emails as spam to spam apps and or create rules so the emails go straight into the waste bin and or senior executives have gatekeepers.  We also don't look at ads.

This is forcing your sales people down in the organization.

Also salespeople are usually goaled on the number of calls or emails they make, rather than the number of useful calls they make.  Because most companies try and play the numbers as it's all about the more calls or the more emails you send.  This drives your sales people further and further down in and organization.

So what can you do about it?

Want to know more about social selling, check out my new book

"social selling techniques to influence buyers and changemakers - 2nd edition".

In this brand new edition, I have updated all the text, I have also got 15 practitioners, so people who are doing this already to explain how they are get (practical) business benefit. From the CEO that has been running a digital business for over 18 months to sales leaders who use social selling every day.  

Articles on how these business have and are implementing digital, from Mercer, Telstra Purple, Ring Central, Cyberhawk, Namos, Ericsson, Crux Consulting, DLA Ignite and more.

It's available on Amazon worldwide.  Link to Amazon.com here and Amazon.co.uk here.