Nothing
I see that one of my network has just done a LinkedIn “rock your profile session”
It's a great introduction into using LinkedIn I'm sure
The problem with this is that
- People are scared - last week you were going to fire us for using LinkedIn
- People think they have nothing to say and if they say it, they will be trolled
- We have preconceived ideas and biases as to what we think social media is
Back in corporate we did session after session on social selling and it made no impact
We even did a business case and showed sales people how they can make more money
And still nothing happened - why?
What we found was that to learn how to socially sell required a clear strategy
People need to understand the "why" more than just me telling you “you need to be social”
When teaching people new skills, you need to build in change management
People learn at different speeds and in different ways
You cannot teach somebody to drive a car by a one hour powerpoint session
In fact, there may be some unlearning involved
We also found that, like everything in sales, social selling is a process
You may have the most amazing profile, and be totally invisible from your prospects
You can have a Linkedin profile and a network and still look like just another salesperson
But on the basis we can create 36X the results of cold calling, blog here
The effort clearly justifies the results
But your profile is just one element
So yes, “rocking your profile” is a good start — but it’s just that: a start
Real impact comes when you embed social into your sales process, align it to strategy, and support it with mindset shifts and ongoing learning
Without that, even the best profile won’t move the needle
Social selling isn’t a one-off event, it’s a journey that requires patience, purpose, and a plan
Can you drive revenue from social media?
Social selling is not about spamming people or inmails or connect and pitch
Our definition of social selling is
"Using your presence and behaviour on social media to build influence, make connections, grow relationships and trust, which leads to conversation and commercial interaction"
And the results?
For an AE, we can shorten sales cycles by 30%
And the average SDR will get 1 x ICP meeting a day
Which should increase your revenue by 20%
You can get these results by using our social selling methodology, that is certified by Institute of Sales Professionals (ISP)
"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 and sales people who use social selling every day to drive revenue growth.
Articles on how these business have and are implementing digital, from Mercer, Telstra Purple, Ring Central, Cyberhawk, Namos, Ericsson, 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.
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