This week has been interesting, I've had three situations where businesses just seem to be paralysed and unable to do anything from a sales prospective.

Let's pick these case studies up, one at a time.

1. Digital Hope

I was contacted by a friend who showed me a slide from a presentation they had given to their sales team.  In the presentation was a slide that showed my LinkedIn profile and the message to the sales team was "be more like Tim".

I've seen this many times before, it's called "digital hope".

The person who gives the presentation, however well meaning, thinks that the sales team will go, "that's amazing, I must do that".

It never works that way, when I worked in corporate life we even did presentations where we showed the salespeople can earn more money. And nothing happened.

We all know this won't change anything.  Power point presentations never do change anything.

I asked the person who was to give this presentation two questions.

How many meetings / leads do they expect to get from the work on social?

How much revenue do they get from the activity on social?

The answer I got back was "food for thought".  In other words nothing.

People need to be given the digital skills, presenting my LinkedIn profile and hoping that somehow people will magic the skills .... it won't happen.

Digital hope, won't enable you to win more business, in fact it's a sink on your time and effort.  It fills people with hope, when there isn't any.

2.  The need to sell into a brand new account where there are no contacts and relationships

Ever been on one of those calls where you need to target an account where there are no contacts or relationships and people "dance around handbags".

Bless; even the salesperson said they had made a few calls.

I had to laugh, as calling or sending emails are not going to get you far.

You need relationships and conversations at scale.

3. The need to sell global deals

Always a difficult one, there are so many countries, and people, in fact it's similar to the issue above.

You need relationships and you need conversations and you need them fast.

Especially if you have to kick this off in 2022 and make a sale by December 2022.

The problem with salespeople today

The problem with all three of these scenarios above is that the salespeople today are not being given the skills, to the answers to solve these problems.

Businesses are not investing in the digital skills which will soon unlock new accounts, and accounts, big or small so you turn companies where you have no contacts into new logos.  I even give an example below on how people are doing this, turning investments in their teams into big deals.

How do you create something from nothing in sales today?

Social selling is the ideal vehicle for originating deals. 

Why?  Because it allows you to sell higher and wider than legacy sales methods, it also gets resonance with people higher in organisations.  

But you are here to find out how to solve the three problems above, so let's walk you through it.

1. Buyer centric profile - The first thing you need is a buyer-centric social media profile.  This is a profile, that when your target accounts look at you, they see you as the expert you are, they see you say a human being that can help them, they see you as that sherpa, that helper, the person that can solve their business issues.  Don't forget, that they don't know they have the business issue that you are going to solve.  Well they don't know, yet.  Let's not forget this company has zero understanding about what your business does.  Hold that thought.

The last thing you you want is your LinkedIn profile to look like is a CV, it means you are looking for a job, or maybe you look like just another salesperson?  This is the big prize, invest some time.  Don't forget, you need to look different, like an expert and look human.

2. Build your digital network - Then taking your buyer centric profile, you start building your network, that is connecting with the people you want to influence and sell to in these global accounts.

There is a tip here, don't sell.  Yes I know you have an amazing solution and you are passionate about it, (after all it pays your mortgage) but I don't know that.  Yes I know it's called "social selling".  But simple psychology tells us all that we all hate being sold to.  So don't.  It's your job is to get me into a conversation.

People buy from people they know, like and trust. We don't buy from people who turn up and pitch to us on social.

Don't worry we train and coach you on how to create a buyer centric profile and how to create a digital territory at scale as part of your social selling and influence course.

One final thing on a network in global accounts, let's take BMW as they are clients of ours.  How many people do you think you need to connect to in BMW to make a success of the account?

There are 100,000 people in BMW and 100,000 people in the dealer network.

To be honest, I have no idea how many people, but it will be more than 1.

We are transforming a supply chain software companies salesforce and they tell me there are 100 stakeholders in their sales.  In that case, it's going to be more than 100.

3. Content - The final thing you need is content.

Please forget the brochures that marketing create, nobody reads them.

I would suggest you flip articles from an app like Flipboard or better still, create your own blogs, like this.  Let's not forget, I'm not telling you "buy my product, because we are great" I'm giving you insight, I'm showing you I'm an expert, I'm explaining how to sell global deals.

This is what you need to be doing, with your content.

Explain the business issue(s) one at a time.

Post everyday, don't forget if you don't post you are invisible.

We will take you through how to create content as part of our social selling and influence course.

Originating deals with social is easy

Originating and creating deals, in fact any deals is very easy today as social gives us a global stage.  Then it's down to you, do you look (on social media) like a person the company can do business with?  Are you influencing, having conversations and building relationships with the right people? Are you influencing people and getting conversations with your content?

It is, that straight forward, and if you need any help you know where we are.

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.

"They will also be encouraged to contact prospects over LinkedIn, which has a higher hit rate than cold calling"

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” 

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.

I don't believe you Tim!

If you check out this video of Chris Mason CEO at Oracle reseller Namos, fast forward to 19 minutes 55 seconds. Chris talks about a $2.6 million win from being on social, after completing the DLA Ignite social selling and influence course. 

Here at DLA Ignite we don't do "hints and tips sessions" we don't want you to waste your money. Our social selling and influence methodology will provide your sales team with the stable platform for growth. It is also the only social selling program based on 70:20:10 change management principles which gives your business the mindset change and habit change they need in this digital world. 

Other articles you might be interested in ....

Would you buy social selling training course from somebody that doesn't use social selling?

How to create budget and build a business case for your social selling project

What is social selling and what it isn't? 

Articles for the CEO

What does success in a social selling project look like?

Can I be fired for not social selling? 

How to Build an Executive Social Media Strategy That Works

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

Can I use social selling as a small business?

Is your competition transforming to social selling in stealth mode?

We need more campaigns - Really?

What does the metaverse mean for the future of sales and business?

Articles for RevOps

What Is RevOps? (and why you need it today for sales success)

Can social selling help me with RevOps?

How can RevOps and social selling increase the accuracy of my forecast?

Can RevOps and Social Selling provide me with a framework for predictable revenue

How to Make the Transition to Revenue Operations - RevOps

The 8-Step checklist to evaluating your 2022 RevOps strategy

How Revenue Operations RevOps can drive your retention and expansion strategy

Articles for Sales leadership

10 reasons you get social selling all wrong

For fax sake at least know what social selling is before you dismiss it!

Why you must avoid social selling initiatives that are no more than lip service

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

Can programmatic social selling sort my pipeline issues?

Will being part of the conversation on social generate me any revenue?

Can social selling help me with virtual selling?

Social media engagement - None of my sales team have time for it. Really?

Should my salespeople be making time to create social posts? Of course

Can Social posts create pipeline or opportunities? You bet!

There is a clear gap opening in business between those companies that have a pipeline problem and those that don't ...

How are you going to build pipeline and prospect now that all the low hanging fruit has gone?

Can I still prospect during the holidays?

Can I benchmark my social selling?

Are you implying social engagement is as valuable to our outreach efforts as phone calls and emails? - Yes!

Articles to support sales people - sales process and sales tips

Why your leadership is wrong when they tell you that to get more pipeline requires you to send more email and make more calls

Can social selling help with my discovery calls?

Is social selling inmailing people on Linkedin? 

How do I sell global deals with social selling?

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

Can my content, create action in my prospects with social selling?

Can social selling work for me as an SDR?

I need to do this Linkedin thing and I need to do it now

Should I do a post or an article on LinkedIn?

How to deal with depression in sales

Why prospecting today is about clicks and likes

We need to help with crafting a Linkedin message sequence and outreach campaign - really?

How to post content that converts likes on social media into sales

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

Making Marketing the company hero again

How to solve your B2B content production dilemma

How marketers must manage the changing dynamics of measurement

How to Get Started With Effective B2B Lead Nurturing

The data shows that the response rate from email marketing has fallen off a cliff, isn't it time to move away?

I paid for somebody to write my Linkedin profile, isn't it awesome? No!

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?

Are my prospects and customers searching for insight on social media?

Should I post on LinkedIn or on my blog?

Our VP of Sales Just got 83 likes on a LinkedIn post, so that means we are social selling? No!

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

How to capitalise on the great resignation; to sell more and how to find and retain the best sales talent