Intelligent Outreach

The challenge I find, is when I know I’ve a product or service that my prospect will love, is  frustrating in not being able to pitch them. So starting and continuing a dialogue with a prospect, the outreach, is the toughest part of sales. So how to send a powerful introductory email or a nurturing… Continue reading Intelligent Outreach

Is your social selling integrated into your CRM or other systems, does it even need to be?

Is your social selling integrated into your CRM or other systems? We know social selling is great and the results from so many top names prove that.  My favourite stat of the week is 45% of sales people using social selling exceed quota.  That is from Linkedin themselves and is actually quite an old stat.… Continue reading Is your social selling integrated into your CRM or other systems, does it even need to be?

Social Selling is a must for existing customers

I have just been through a stack of statistics on sales and in particular social selling.  I managed to put over 50 statistics into a spreadsheet(happy to share).  Strangely I did not find a single negative statistic, which is a little worrying; there must be something that social selling is bad for. What really struck… Continue reading Social Selling is a must for existing customers

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?