If you follow my writings you know that we have created a social selling methodology

Everybody tells us that the results far exceed anything they can achieve by cold calling or sending spam emails

Then one of our early clients said, “we have a problem”

“we are getting all of these meetings, but the meetings don't go anywhere”

“Ok” we said “get one of your salespeople to have a meeting with us”

It soon became obvious what was wrong, sales went into pitch mode or discovery mode

Neither are efficient at gaining a next action from a prospect

So we re-trained the sales team to run the meeting with a different format

When we run those meetings, you don't sell

I know that sounds disingenuous, but you don't

Because at some point in the meeting the prospect will ask you to pitch to them

And there is your chance and the buyer has given you permission to do it

Happened to me today on a call, it happens everytime you run sales calls this way

In conclusion, social selling isn’t just about generating more meetings

It’s about creating the kind of conversations that lead to real opportunities

When you shift the focus from pitching to listening, and from selling to guiding, prospects naturally lean in and invite you to share more

That’s the magic of running the right kind of meeting

It’s not a trick, it’s a repeatable, human-centered approach that works

And once your team adopts this mindset, you’ll stop chasing sales and start attracting them

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.