Has social selling badly shifted the sales cycle in the wrong direction?

Has social selling badly shifted the sales cycle in the wrong direction? Years ago I worked with a great company that sold to whales, big whales. Their sales cycles were 2 years long and growing.  So 2+ years before any business would be signed. Typically the sales cycle lasted from your first real engagement with… Continue reading Has social selling badly shifted the sales cycle in the wrong direction?

70% of a buyer’s journey and up to 90% of the decision is made before customers are ready to talk to a vendor

This statement is getting plastered all over the place as more and more companies take advantage of the benefits of social selling.  It sort of mitigates the movement away from traditional marketing.  Well – maybe it does? This does not apply to all products.  But the B2B world is far less complicated and far less… Continue reading 70% of a buyer’s journey and up to 90% of the decision is made before customers are ready to talk to a vendor

Artificial Intelligence(AI) and Social Selling, do they mix?

 AI is cool, clever and in. AI has been around for years, in the 1980s tools like LISP and Prolog were used to build AI features but never really worked. Does AI fit with Social Selling? I was severely told off by a social selling guru when using the word automation with social selling –… Continue reading Artificial Intelligence(AI) and Social Selling, do they mix?

Social or actionable Social – what is the difference?

We have fantastic statistics on Social Selling and why it works so well.  These statistics are coming from real experts and great companies – SAP recently attributed $1billion in extra sales to social selling – that is amazing. Social says stay connected to your prospects and your market, reach out with value not just some… Continue reading Social or actionable Social – what is the difference?

Social selling will fail if implemented only by the sales team

Fail – that seems rather strong.  Well if only the sales team decided to speak French then it would leave for a pretty in-coherent organisation.  The whole company needs to speak French to keep moving in the same positive direction. Social Selling as a method means the whole company goes into social mode – gathering… Continue reading Social selling will fail if implemented only by the sales team

Apparently selling now requires us all to have an MBA or PhD!

Well 77% of buyers won’t engage salespeople who can’t provide insights about their business according to State of Sales 2017 by LinkedIn.  Reach out to a prospect in Taxidermy then you better know about their game, tell them something they do not know already! Serious? I don’t have an MBA or PhD in Taxidermy or… Continue reading Apparently selling now requires us all to have an MBA or PhD!

Sales people are more costlier than just there salary – check it out.

All sales people will have several tools to hand, Salesforce, Zoom, logic, Linkedin, Sales Navigator, Nudge, outreach.io, gmail, outlook etc etc are all sales tools we use day in day out,  these all go to make up a sales stack. I never heard of a sales stack 10 years ago, now we all have them… Continue reading Sales people are more costlier than just there salary – check it out.