A full sales role is where you have to generate all of your leads

It's a role I've been in all my life

My time, if it isn't closing, is looking at way to create pipeline

As there are only 200 working days in a year, time is precious

So what has worked for me?

Time blocking - Making sure I force myself to make time for prospecting

Standing out - Having a Linkedin profile that looks different

(Having sold at board level, what happens if somebody from the board checks me out? Do I want to look like a person at a wedding who has never worn a suit before? Or do I want to look like their equal?)

Be connected - In a world of digital I need to be connected throughout my digital territory

(Otherwise I'm invisible to my buyers)

Be insightful - Social proof, I'm worth talking to 

And lastly — be consistent

None of this works if it's only done in short bursts

The best pipeline is built brick by brick, week in, week out

A full-cycle sales role is demanding

You're the hunter and the closer

But it's also empowering — you control your destiny

So here’s my challenge to you:

Audit your calendar.
How much of it is truly set aside for generating pipeline?
How much of your online presence builds confidence with buyers before you even speak?

You don’t need to do more

You just need to make the most of your time

Efficiency in full-cycle sales isn’t about hustle — it’s about intention

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.