by Tim Hughes | @Timothy_Hughes | LinkedIn Time and time again, we talk to organisations where the sales people get “social” and want to try social selling but are held back by management. Often these very same sales people, have read my book and have run their own pilots, proven it out and still they...
by Alex Low | @Alexander_Low | LinkedIn I have sat where you are sitting. 2 board presentations, convincing them of the merit of investing in Sales Navigator and why social is the way forwards when it comes to sales, business development & marketing. I was even able to give a real example of where the...
by Tim Hughes | @Timothy_Hughes | LinkedIn Often, my business partner, Adam Gray or our Director of Social Selling, Alex Low and I visit a company and the conversation goes like this: Customer: We purchased the XYZ tool for social selling. Us: Great, how’s it going? Customer: It’s not. Us: Oh dear, what’s the matter?...
by Tim Hughes | @Timothy_Hughes | LinkedIn In the old days people used cold calling as a way to get hold of people too sell them something. When I use the term “cold calling” it is a metaphor for all cold outreach, telephone, email, inmails or advertising. It is both inefficient and ineffective. What do...
by Tim Hughes | @Timothy_Hughes | LinkedIn Sales force Automation (SFA) and Customer Relationship Management (CRM) products have been around 20 years, we have all used them at some point. But a CRM or Salesforce Automation is just that. It takes the science of selling and Automates it. But if you have got this far,...
by Tim Hughes | @Timothy_Hughes | LinkedIn I was talking to one of our clients the other day and they complained. “Too be honest Tim” they said “since implementing your social selling program, we have so much inbound, we don’t know what to do with it”. We always teach clients how to get inbound as...
by Tim Hughes | @Timothy_Hughes | LinkedIn I’m sitting on a train on the way into London and the person next to me is reminding me what life used to be like. While sipping a coffee, she is copying notes from a large note book, paper diary and then laptop. Notes are made in the...
by Tim Hughes | @Timothy_Hughes | LinkedIn Two years ago, when we setting up DLA www.social-experts.net we were approached by a number of individuals who wanted to sell us a social selling cheat sheet and eBook. I thought it strange that people thought there was money to be made selling something that a dozen people offer on...
by Tim Hughes | @Timothy_Hughes | LinkedIn When we talk with companies about social selling we get some interesting reactions. For example, the Sales VP that asked us “do you take credit cards?” He then qualified that by telling us, in hushed tones, “The people upstairs, don’t get it, so we need to hide the...
by Tim Hughes | @Timothy_Hughes | LinkedIn As the schools return from the summer holidays the first question we often get, in fact we always get, is “How are we going to make our number this year?.” Then people turn to marketers and sales people to build the pipeline to close in December so we...
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