In the B2B sales world, regardless how much we try and simply a sales cycle the moving parts of any deal is complex

We know that B2B buyers start their research well before they reach the market

We know there is not one buyer, but buyer groups of (at least) 10 people

Research also shows that people in these buyer groups will always contact sellers and companies they have already worked with and / or people who might be seen as experts in the field

If somebody in the team worked at Oracle, SAP, Workday, Salesforce, you are going to call up your alumni and ask them their advice

We know that our existing relationships are key to “pass go” and get on the short list

In tech purchases, members of buyer teams will have a position on Linkedin

As a seller you can use this to your advantage by following an appropriate methodology, where you can build relationships on social and feed your thinking by sharing relevant and informative content

This means you will always be front of mind when it comes to decisions

And you will have built relationships and trust, which also support decisions in your favour

In the closing phase, it is where these relationships and a positive emotion to your business will pay dividends 

This will speed the closing of deals and de-risk them too

This is where your pro-active presence on Linkedin, and investment in relationships and having meaningful conversations will pay off 

As we know your competition isn't doing this you have a clear competitive advantage

By working strategically through the sales cycle, showing you are the expert, by sharing insight and by having a surround sales strategy you will be able to shorten the sales cycle

Or at least de-risk the deal in your forecast   

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 behavior 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.