As we move from Q1 to Q2 the counter goes back to zero

I've sat in many a forecast meeting where we reflect Q1 and move our thoughts to Q2

There will be your must win deals that you forecast as well as upside deals

No matter what qualification model we utilise, the reality is that we need the relationships in the first place

Let's start with the Economic Buyer (EB) - they are primary buying decision maker that can authorise the deal and has access to the necessary budget

In most enterprise deals today, there will be more than one person in this role

It could be the VP head of department, as well as the CFO and CEO

It would also be wrong to think that they think they are one, there could be political tensions and disagreements

That said, you have to get to talk to them and traditionally we have had to do this serially, which eats up time in the quarter

You may be using your sponsor(s) to do this, again this takes time

How about of you could build these relationships at scale and fast?

More importantly, there relationships are meaningful too?

This would make a big difference to your forecast and de-risk things, big time

It would also start to eliminate the “unknown, unknowns”

You could also use the same method on your “upside deals” turning them into forecast deals

This would de-risk your forecast and speed the deal flow

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.