by Tim Hughes | @Timothy_Hughes
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 part of their social selling program.
Now I know reader, you don’t believe me but I’m being 100% truthful. I didn’t believe them, i thought it was a wind-up.
They sent me a spreadsheet of all the inbound. To be honest, I couldn’t stop laughing. We always get an upturn over legacy selling techniques, but this was out of this world.
They went on to say “the problem is, we are not sure what to do with it”.
I joked that I had never seen a Sales Guru on LinkedIn for “helping you, when you have too many leads and meetings”.
So what did we do?
We often find, when implementing social selling programs is there is always an upward, immediate impact on the pipeline. (Anybody that tells you social selling “takes a long time” doesn’t understand social selling.) Usually what happens is that people want to phase in social with the current legacy methods and then find, they get such an uplift that they drop the legacy methods and go all in on social. This company did this back in October.
The other impact is the quality goes up, so the win rate goes up. This means that the sales people, rather than run-in around chasing deals they will lose, chase deals they can win.
Obviously that has a massive impact on revenues.
The problem is. As this company found. Which companies are making enquiries, which can be converted to sales. We have (of course) implemented a program around qualification, ideal customer criteria and first meeting excellence.
Obviously we can never guarantee this will happen with you, but, maybe, just maybe it will.
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