I had the opportunity to attend an industry trade show last week in London’s ExCel conference centre. I met with many former colleagues who asked me whether I was busy at work?
Having seen my Linkedin activity, they thought it was not possible to create this amount of content and not be fully employed.
It is an interesting thought that Linkedin or social media activity increases based on the amount of spare time one has, or the need to get a job. That may be true for some. Not in my case, I have seen the value of modern selling with social.
We know that there are 600 million people on Linkedin. We know that there are up to 10 people involved in business to business decision making and we also know that 27% of the buying process is spent researching online.
We also know, that buyers are seeking out experts, knowledge sharers, and insight providers, who can provide them with informative, impartial content that will help them add meaning.
Lastly, we also know that no one really believes the corporate spiel, the advertorials, the marketing hype. Therefore, the lazy like of the company feed does not differentiate you as an expert in your chosen market, and it just repeats the content from HQ.
Modern Selling organisations give the opportunity to their teams to spend the time to curate content, blog, and research online. They know that as a modern seller, they can create 45% (IDC) more opportunities. They can track leads earlier in the process, engage them in the conversation, and build more pipeline.
The modern selling organisation also knows that individuals with a social selling index over 51% (Demand Gen Report) are more likely to exceed their quota. Being active on social networks is being productive, visible, and gives you the opportunity to be in front of clients 24 hours a day.
So, without a doubt, I am more productive at work, because we operate a modern selling environment. It is possible for all organisations to take the step. It is a new mindset that requires a change in behaviour, a shift of activity, a continuous focus on creating meaning for clients and partners.
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