If you think about win rates there are a number levers we can pull to increase win rates
- Time - the quicker you can sign a deal, the less risk there is
- Meaningful conversation - The more people you can talk to
- Relationships and trust - Can you (and your company) be relied on
- Qualification - How can we understand the business better
We know that buyer are not one or two people but a whole team, probably 10 plus
We need to be talking to all of them, because this enables us
A. To really understand everybody's involvement and personal win
B. Understand the politics and get a “head up” in advance of any changes
C. When it comes to voting in the supplier we want to be the recommendation
D. To get more sponsors and spread the risk should people get laid off
More importantly we will be seen as a trusted advisor, rather than just another supplier
How do we do this?
We need to have a buyer-centric social media profile our Linkedin profile is our shop window
We want people to see us as an expert, somebody who will help, not another sales person
We need to build connections and grow relationships with the buyer team
Not by spamming people, but by building meaningful relationships
This will drive meaningful conversations
And third we need to be sharing content, not brochures and brochureware
Nobody reads that
Content that buyers will find useful and helpful in their procurement
And we need to do this at speed and at scale
Can you drive revenue from social media?
Social selling is 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.
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