The arguments about business transformation with social media are over ... it's now all about how you execute
Timothy "Tim" Hughes 提姆·休斯 L.ISP
Should have Played Quidditch for England
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.
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.
Another example?
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 ....
Articles for the CEO
Articles for Sales leadership
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Can programmatic social selling sort my pipeline issues?
Articles to support sales people - sales process and sales tips
Can I use prospect sequencing with social selling?
Articles to support channel and third party selling
Articles to support Account Based Marketing / Account Based Selling - ABM - ABS
Articles about Employee advocacy
Articles for Marketing
Our VP of Sales Just got 83 likes on a LinkedIn post, so that means we are social selling? No!
Senior Service Delivery Leader
2yGood piece Timothy, people make the mistake of thinking Digital is technology, it’s miss named.
Digital Commercial Strategist - Developing people and organisations to become leaders in their sectors - TedX Speaker / Coach - Keynote speaker, event host/compere/moderator - Artist
2yThe weight of evidence for Social Selling & Influence, both academic and practical is overwhelming these days. Its now a board level imperative and the 'selling motions' of the organisation should be on the risk register! Boards who have yet to investigate either have their head in the sand or an active aversion to growth.
Retired! I’ve enjoyed my time helping individuals to develop potential through Coaching, I have now closed that chapter to focus on my photography along with staycations, longer trips to inspire me. See images below!
2yAll good points Tim, managed execution is the key to success plus making sure the team is completely bought in!