In this article by the Financial Times (FT) they talk about how CEOs and CFOs are having to ditch decades of forecasting habits.  Why?

What go you here, won't get you there.

Many of us have grown up in a world where we could predict what was going to happen in the past, then we have been hit by a bunch of mega trends; Social media, internet, cryptocurrency, artificial intelligence, mobile, the fall out from Covid19, the war in Ukraine, etc etc.

None of this could have been predicted, in fact a new term "poly-crisis" has been used.  Meaning, more than one crisis. 

As a Board and a leadership team, you cannot rely on what has happened in the past and assume it will happen in the future.  Take cold calling, for years that has been the mainstay of sales and now?

We took the team Supero who were cold calling and retrained them in social selling, so what were the results?

😢 Cold calling - 2 meetings a week and a 0.3% conversion to next action

😎 Social selling - 11 meetings a week (last week they got 24) and a near 40% conversion to next action .... this is exponential growth!

The 3 objections we get are:-

1. We don't have time for social selling - Of course you don't you are too busy wasting your time cold calling and getting rubbish results

2. I have a mate who is killing it cold calling, well if they are then they should stick with it, the vast majority of sales people are getting rubbish results. Why set your business strategy to an outlier?

3. The view that cold calling is still effective. Look at the data, if you are still cold calling, your business is clearly falling behind. To carry on cold calling as a business is an act of self sabotage!

Thanks to the team at Supero - Jordan, Jensen and Alex


"How is your organization adapting to an increasingly unpredictable business environment and are you still trying to navigate this by only looking through the rearview mirror?"




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.

What does Mark Schaefer, Marketing guru think of the book "social selling - techniques to influence buyers and changemakers - 2nd edition"? watch the video here

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