It's something we hear a lot, "I won't make my number this year, because of covid".
Sales teams across the world are saying this, but is this really the case?
These sales teams all have one thing in common, which is the fact they are still using legacy sales methods like cold calling and email.
According to research from Linkedin 50% of buyers say working remotely has made their purchasing process easier.
As a result, buyers are growing more difficult to reach any way other than virtually. Gartner has predicted that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.
In fact, I know B2B business leaders that already say that 80% of the buying process is digital.
What can we conclude from this?
Our buyers are online, they are looking for insight and they are looking to be educated.
It makes sense, if you are going to invest $100,000 a year in a software application, then you, as the buyer are going to do their homework. You will go online and read every article you can find on the subject.
It stands to reason that if you are not posting on social media as a salesperson you are invisible to these prospects and clients.
And if you are going to invest $100,000 in a cloud application, if you are getting a cold call from somebody, apart from the fact it's an annoyance, which is never a great way to start a relationship by a seller with a buyer. But you are going to look at that person and the organisation as a company that is living in the past. Of course you are, all buyers know that. Buyers are not stupid they know what is good and bad in the world today.
It stands to reason that cold calling is no longer fit for purpose in B2B enterprise, regardless at how good you are at it.
So I'm not surprised that salespeople, who have not been empowered with digital are not making their number, in fact I would be surprised if they are.
Yes, Tim, everybody says they have a solution that can help me!
That said, there are thousands, if not millions of of people online telling you how their solution will suddenly magic your sales process, you may have even used some of them.
These apps and processes are like the immaculate conception.
So who's doing this and is there a resource of information to back this up?
Yes, 100%, just keep reading.
So who's social selling?
In case you missed it, the Bank of America’s Merrill Lynch have banned cold calling and have moved all their people to social selling. This isn't some trendy tech company that might have decided to do this on a whim, this is a very conservative financial services company that has made a decision based on data.
But surely cold calling has a better ROI than social selling? Not according to Merrill Lynch.
Talking about their salespeople "They will also be encouraged to contact prospects over LinkedIn, which has a higher hit rate than cold calling"
OK that is one business, what about others?
The CRO (chief revenue officer), Richard Eltham of Namos Solutions, of one of clients posted a comment on LinkedIn about social selling. See here.
“Social selling is not an option now it is the way of the world and you either learn and execute it or fear getting left behind”
And another of our clients
Kevin Murray who is the Head of Sales at MacArtney Underwater Technology recently posted about his success with social selling here and wrote an article about the transformation that has happened in sales here.
Knowing nothing about social selling is totally fine.
Talk to any of the DLA Ignite team and we can walk you through, how the world has changed with social. How buyers are making decisions about you and your company without you knowing about it. How you and your team can be empowered to work digitally, to work with this new buyer.
Our social selling and influence course trains and coaches all levels within a business and we very quickly get your business up and running with social. Our methodology we soon have you building relationships, having conversations and converting these to sales.
A typical social selling implementation should be seeing a 30% increase in revenue and a 40% reduction in sales cycle. Now what's not to like about that? As I said, contact one of the DLA Ignite team here
There now follows a sample of some articles that will help your business and kick you off on your digital journey.
Articles for the CEO
What does success in a social selling project look like?
Can I be fired for not social selling?
What's the difference between legacy sales and modern selling?
Is making no change to my sales team an option in the world today?
Can my business speak directly to the modern buyer while retaining control of the message?
What is the secret sauce of social selling?
Can social selling break down the silos between sales and marketing?
Can I turn my LinkedIn time line from a load of rubbish into a load of value?
Why your random acts of social are killing your business
Can I find investors for my business with social selling?
Not understanding social selling is totally fine
Your social selling project isn't a decision of "yes" or "no" , it's when
Are you still measuring digital with an analogue mindset?
Can Social Selling help me navigate the great resignation?
Should my 2022 business planning include social selling?
Can I be data driven with social selling?
How grid selling will transform your pipeline and win rate
Articles for Sales leadership
For fax sake at least know what social selling is before you dismiss it!
What is social selling?
Can I see which salespeople are contributing with social selling?
Can I get a consistent prospecting framework for managers with social selling?
Can I get complete visibility to measure and monitor each reps results with social selling?
Can I get accountability across my sales team for prospecting with social selling
Can I gain an effective prospecting framework with social selling?
Can cold calling and email marketing kill my business?
Can I measure our social selling project?
Can my lack of confidence of social be holding my team back?
Can I get the most from my sales navigator licenses with social selling?
Can I de-risk my pipeline with social selling?
Can my salespeople create content?
Can social selling create value for my clients?
Can I use prospect sequencing with social selling?
Can I build a social selling program or should I buy one?
Can my behaviour on social media be losing me business?
Can I run QBRs with social selling?
Can I increase deal velocity with social selling?
Can social selling help me sell, if everybody is on vacation?
Can social selling help me avoid attrition in sales teams?
Can social selling help with team selling?
Reading blogs won't transform your pipeline
You are the sum of all your digital handshakes
Why social selling isn't just marketing
The difference between LinkedIn training and social selling training
Articles to support sales people - sales process and sales tips
Is social selling inmailing people on Linkedin?
Can I unblock deals with social selling?
Can I get more meetings with VPs with social selling?
Can I get on more short lists with social selling?
Am I being outsold by my social selling competition?
Can social selling stop prospects from ghosting me?
Can I be a catalyst to change with my prospects with social
Can I influence the buyer's journey with social selling?
Can I optimise my selling time with social selling?
Can I gain a competitive advantage with social selling?
Why automation is a zero sum game
Can I get a predictable prospecting system with social selling?
Can I sell $1 Million deals with social selling?
Can I get headhunted for my next job with social selling?
Can I use prospect sequencing with social selling?
Can I use social selling if I have nothing to say?
Looking for hacks, maybe you shouldn't
How do I make the most of a slow summer sales period?
How do I sell social selling training to my boss?
Can I get invited to more client top table discussions with social selling?
What is the best way to influence my LinkedIn network?
Can I use social selling to sell into a territory?
Can I use social selling to grow pipeline within target accounts?
Can social selling help me if my companies website isn’t good enough?
Can social selling help me if my prospect list is out of date?
Can social selling help me if we are too expensive?
Do my SDRs need to become hybrid?
Can social selling help me if we are not market leader?
Can social selling help me get past gatekeepers?
I don't know you. I've never spoken to you. You've never acknowledged my existence. But you want me to help you!
What should you do if your leadership team is not social
Articles to support channel and third party selling
Can social selling help my channel partners sell more?
Articles to support Account Based Marketing / Account Based Selling - ABM - ABS
Can we make our ABM program a success with social selling?
Articles about Employee advocacy
How empowered employees on social media became more powerful than brands
Why employee advocacy isn't a silver bullet
Articles for Marketing
Can social selling be relevant to me if I'm in marketing?
Can social selling put marketing front and centre of a business?
Can my prospects and clients get value alignment with my business though social selling?
Can we get away with just updating our LinkedIn profiles a bit?
How to Create Simple Social Media Rules for Employees
What content works on LinkedIn and for social selling?
Can I win more B2B deals with buyer enablement?
Can I transform my team with two 90 minute sessions on social selling?
Can I get better results for my ABM campaign with social selling?
Should you outsource your social media?
Can I get banned from LinkedIn if somebody else manages my profile?
Articles for social procurement
Can I use social media in procurement and supply chain?
How social transformed procurement
Articles for the CFO and Finance
Accelerating digital skills is one of the top priorities for finance leaders