alternate-uses-for-social-media
A comparative analysis of Social Selling adoption between 2012 and 2013.

The old adage “Rome wasn’t built in a day” points to the need for time to create great things. I have found this to be almost a universal truth in business and the profession of sales. But was Rome built in a year?

12 months can be a long time, especially if you’re in sales and your pipeline resets to 0 at the beginning of each month/quarter/year. That’s why I suppose I was a little surprised by the results of a recent comparative analysis Sales For Life conducted on Social Selling adoption rates between 2012 and 2013. Surprised cause we already know the buying process has changed. I’m amazed to find that sales people are still struggling with things like buyer centric LinkedIn headlines and sharing content that influences customer behaviors.

Check out the Social Selling adoption summary:

I won’t belabor the details around our study, but (despite how you feel about statistics and assumptions) I did want to highlight the main bits of evidence that emerged. Important mainly because it exposes an opportunity sales professionals have right now. A window of opportunity that exists to emerge as experts online and effectively flip the inbound lead generation model on its head.

Social Selling Talks

But we still have some work to do. Exemplified in this recent infographic we have produced. I thought the results from this year were telling. As far as sales professionals on LinkedIn are concerned – it’s time to get out on the dance floor. Just showing up is no longer sufficient.

Here are the year over year highlights:

64% of Sales Reps had Photo in 2012, vs. 89% in 2013 or 11% who still have an avatar image.

95% in 2013 did not have a professional headline and are using a boring business card style, which is now dated and does not provide an engaging way to get a hold of you.

In 2012 an alarming 4% of profiles had added contact information vs. 47% in 2013

In 2012 only 58% of reps had posted recommendations on their profiles vs. 81% in 2013.

Today only 3% of reps are sharing and posting valuable/insightful content for their potential buyers.

The Bottom Line:

It’s true that Rome was not built in a day/that it takes time to perfect and effectively manage a Social Sales routine. But the tools are there to do so, as are the customers, the opportunities, and your competition. It’s time to move beyond having a simple presence online, to active engagement. So what are you waiting for? Download the below guides or book a call with me to learn the latest in social selling.

9 StepThumb10 Step Book

 

 

 

 

Robert Kavanagh Robert Kavanagh

 

 

Social Selling Talks

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Your email address will not be published. Required fields are marked *

Related Blogs

Sep 20, 2019 1:04 pm
Social Media for Sales vs. Social Selling: What’s the Difference? [Infographic]

For years, the above has been a recurring question that I’ve received from sales executives, business owners, and sales leaders. They often misunderstand the word ‘social’ in ‘social selling’ by connecting social media with what their children do on Facebook, Snapchat, and Instagram, instead of correlating ‘social’ as a mechanism to do two important things:

Aug 30, 2019 1:00 pm
Train The Trainer: What Most Sales Enablement Strategies Are Missing

After seven years of working with 350-400 customers, it recently dawned on me that there’s a fundamental flaw in the sales training industry. For context, consultants like us typically go into market and provide sales leaders with basic training on how to be a coach of modern, digital sales skills. We then train the sellers … Continue reading “Train The Trainer: What Most Sales Enablement Strategies Are Missing”

May 28, 2019 2:04 pm
Let’s Talk Sales!

This Podcast is about the inspirational journey of Jamie Shanks, the CEO of Sales for life who has trained over 100 thousand personnel across various verticals in sales. He provided training in six continents in organizations such as Microsoft, Oracle, American Airlines, and many more! He has also authored highly acclaimed books such as Spear … Continue reading “Let’s Talk Sales!”

May 16, 2019 4:57 am
70% of Your Pipeline from Social Selling? Arzoo’s Story

 I’ve just returned from a successful business trip to Dubai, and while I was there I met up with one of our customers, Arzoo Edroos. Arzoo is an account-based seller for Refinitiv and Thomson Reuters, and we’ve been working with her for the last seven years.