Yesterday, I published a blog about companies that are digitally transforming their business with social media.
As I say, in the blog, this isn't just about social selling, this is about totally transforming your business with social. Digital transformation with social media. In this blog I outline, real life case studies of people that are doing this. From Sales to human resources, to procurement ....
Eric Doyle from our one of our partners, Crux, made the following comment on the blog.
It's true, we now have case study after case study, what he said, summed up your situation.
The conversation about whether this all works or not is over - dead - in the trash.
The question is now if the organisation has the culture to embrace change, a mindset open to alternative perspectives and the hunger to win.
And that sums up nicely the market right now.
- We are seeing digital businesses taking deals away from their competition.
- We are seeing digital businesses retaining their staff and taking talent from their competitors.
- We are seeing digital businesses being asked onto the top table by clients ahead of their competition.
- We are seeing digital businesses using social media as an anchor to create a culture during these difficult times.
- We have digital businesses complaining they have too much pipeline!
The arguments are over, now it's all about execution
So how are you going to execute your digital strategy?
There are a whole number of tactics you can deploy where you will waste a lot of time and money.
1. LinkedIn trainers?
2. "Hints and tips" sessions?
3. Computer based training?
4. Hope somehow your team will work it out?
5. Employ somebody internally, that you hope will have the answers?
OR, you can take a strategic approach and employee a third party who do this every day and with a track record of transformation and results.
I'm obviously biased, but how you execute is totally your choice.
We are already seeing companies losing business and coming under competitive pressure, there is no time to lose.
How can I find out about this?
Talk to any of the DLA Ignite team and they can walk you through the companies that are doing this and what they are doing.
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.
This is Andrew Ferrier, he's Managing Director of Display Technology.
Here's his first blog, not written by a marketing agency which you can see a mile off and people ignore, here is a MD of a company finding time and writing authentic content. He has just finished our social selling and influence course, delivered by our partners Crux, I have to, at this point name check Nick and Eric from Crux.
It's a great article about how a business today needs to stand out from the sea of sameness and what better than the MD leading from the top.
You mean there is more examples?
Yes. 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.
A classic modern buyer, they were on social looking for an answer to a business problem. They spotted the Namos salesperson and walked towards them, asking them if they could help them? That turned into a $2.6 million deal. Now think if you are a competitor to Namos missing out on that deal?
This all happened, just weeks after attending out social selling and influence course.
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
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
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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?
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!
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?
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?
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
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
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?
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