If your a Sales Manager contemplating Social Selling training for 2014, I highly recommend you read this blog. I’m going to tell you a very quick story about Jen MacAskill at Cision Canada.
If you CLICK HERE, you will see a story from a September webinar called “Social Selling with the Sharks”. In this two-minute video, Jen describes her use of our “Sphere of influence” training to begin developing relationships with new leaders in PR and Communications. At that time, Jen was only 2 months on the job. Jen wasn’t just 2 months at Cision, but also 2 months into selling software, and selling software within the PR space. Jen in fact was started from scratch.
Fast-forward to October 27, 2013. I get a LinkedIn message from Jen, excited to tell me that she just closed a $28,000 deal, all by leveraging conversations in LinkedIn. Of course I was extremely excited; Jen has been an avid Social Seller since the first time we began training together. $28,000, I’m going to say it again $28,000, has just been brought into the company, simply by starting a conversation in LinkedIn using a FREE ACCOUNT!
There are 12 sales professionals at Cision Canada, and 6 account managers. The total fees for our training with Cision was below the $28,000. Jen had just closed one deal that created margin for the organization, and completely paid off our training costs. And that is one sales professional working one of her 50 deals, multiply this by ALL THE SALES REPS. Also, don’t forget the account management team that are using the strategies for upsell, cross sell, and developing stickier relationships with their named accounts.
So I pose this question to you - Sales Leaders. What are you doing in 2014 that will drive immediate return on investment for your sales team? Jen started Social Selling in July 2013, and she has just won a $28,000 deal plus multiple smaller deals between August and October, all from conversations in LinkedIn. As you’re considering bringing in a third-party resource to help you with Social Selling training, realize right away that a little money spent upfront today, will pay huge dividends in 2014!
The Bottom Line:
If you don’t want to be left behind the 8 ball – you need to start to take action. The following dozen blog posts on utilizing Social Selling strategies using LinkedIn can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out – 10 Steps to Building a Social Selling Machine. Find the topic of Social Selling interesting? Click below to book a time in my calendar to explore further!
So what are you waiting for? Download the below guides .