by Tim Hughes | @Timothy_Hughes | LinkedIn My business partner tells a story about the time he drove to St. Albans, which is a town a few miles outside London. When he got there, his client was very excited and agitated. What’s up, Adam asked. “Did you see our ad?”, was the answer. Adam hadn’t....
by Tim Hughes | @Timothy_Hughes | LinkedIn When I worked in the corporate world I was lucky enough to work for a sales leader who “got” social. Not in a, “I say I do because I need to politically”, but in actual deeds. As somebody once said to me “leadership that “gets” social is a...
by Tim Hughes | @Timothy_Hughes | LinkedIn Selling has changed in the last five years. Why? Because the buyer process has changed. Whenever something is purchased, from a car to a multi-million dollar IT system, people are using search engines and social networks to self-educate. This could be to understand and configure the makeup of...
by Tim Hughes | @Timothy_Hughes | LinkedIn What is a cold call? It is a way of using the telephone to interrupt somebody. Email marketing is similar, you send emails to a stranger to interrupt them to try and sell them something. This works up to a point. But the problem is that today people...
by Tim Hughes | @Timothy_Hughes | LinkedIn It’s now a year ago to the day that Adam Gray (Twitter: @agsocialmedia) and I set up Digital Leadership Associates (Twitter: @digitalleadersA). It’s been an interesting year and yes, I’m having the best time of my life. Living the dream you could say. When Adam and I first met...
by Tim Hughes | @Timothy_Hughes | LinkedIn As we close out for summer, do we have everything in place to fill those pipeline gaps in September? For those of us with a calendar financial year the last two quarters are critical to make sure we close business in November as it’s so difficult to get...
by Tim Hughes | @Timothy_Hughes | LinkedIn Here at DLA we have one objective about our social selling programs: Quality. We have to see our customers getting a return on their investment. We see so many social selling programs, which are actually just tick box exercises. Somebody thinks it’s a good idea, but there are no measures...
by Tim Hughes | @Timothy_Hughes | LinkedIn Shock, horror… Tim Hughes, social selling innovator and pioneer telling you to stop your Social selling project. Yes! Regardless of if you are running your social selling program as a pilot or enterprise wide, you must have a proper governance structure involved and know the expected outcomes. The...
by Tim Hughes | @Timothy_Hughes | LinkedIn If you didn’t know, social selling is a reaction to the self-educated buyer. But in spite of the name, it is not selling on social. It’s subtler than that. Let’s start at the beginning This isn’t about social selling vs cold calling. We as sellers no longer call the shots. Buyers...
by Tim Hughes | @Timothy_Hughes | LinkedIn A salesperson friend of mine called me up and the conversation went like this … Salesperson: They have re-organised again and I have a set of fresh accounts. Me: What a great opportunity. Salesperson: But I’ve got to ring them all up. Me: How many you got? Salesperson:...
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