How to capitalise on the great resignation; to sell more and how to find and retain the best sales talent Covid19 has meant we have had to grapple with many challenges Lockdowns, working from home, working remotely, not being able to meet customers face-to-face and now the great resignation Are there ways and means out there that enable us to take these challenges head on? In this blog I look at the current sales process of #socialselling and see if we can use this to get this to work in our favour Can we sell more than with legacy methods? Can we use social selling as a springboard to retain the sales people we have? Can we use social selling and #digitalbusiness as a way to get the best talent? Can #digitalselling enable us to win more of the deals in our forecast? At the end of this blog are links are more articles that might be useful for you Don't forget to follow #digitalorganization if you want other insight from the DLA ignite global team #salesenablement #salesleadership #leadership #humanresources #greatresignation
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How your prospects and customers have been educated to be happy buying on social, and why your sales people and employees need to be there to 🏚 When we bought our house 9 years ago the estate agent (Realtor) told me I didn’t understand the market, nobody used social media to look for houses 🏘 9 years later, this research (link in first comment) shows that 100% of buyers find their house online 💰 Now if you're happy buying a $1 million (or less) house online, you will be happy buying a $1 million (or less) product or service online 🛒 What happens in B2C (business to consumer), migrates to B2B (business to business) 👩🏫 As consumers, we have now been educated to be happy buying online, we all do it 💵 In fact, we have been educated to spend, what will often be the biggest purchase of our lives, our house, online 👩 Which is why we know that your prospects, your customers, your employees, your future employees, your investors, you future investors are on social ❌ If you are not AND more importantly are seen as “interesting” to these people, you have fallen behind 👻 If you are not in their networks you are invisible to them 💻 And we are not going back, this comfortability with being online, just gets more and more, day after day 🚀 If you want to know more about how social selling out performs other types of selling, read the article for the facts! #Socialselling #sales #salesleadership #leadership #marketing
How your prospects and customers have been educated to be happy buying on social, and why your sales people and employees need to be there to
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#TimTalk – How to be fit for business with Steve Morgan 🏃♀️ Steve is a personal trainer and he helps individuals and companies get fit 🕺 In this conversation we are going to talk about the importance of a happy workplace and how leadership can create that by giving people the space to be fit, eat well and sleep 🍛 This can be through individual or team activities and this can impact on fitness, diet and reduce stress 🤼♀️ Which will enable more clear thinking, working in and across teams and make the workplace a better place to work #LinkedinLive #Podcast #socialselling #mentalhealth #leadership
#TimTalk – How to be fit for business with Steve Morgan
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#TimTalk - How to use humour not comedy in the workplace with Kathy Klotz-Guest MA, MBA 🌏 Kathy believes in braver leaders and bolder people, and supports business with communications and innovation with humour 🎤 She is a keynote speaker, storyteller, author, Sr Exec Advisor and runs the seriously funny podcast 😂 This is Kathy’s second time on the podcast. The first time we discussed how improv comedy techniques could be used in leadership and business 🎭 This time we are going to discuss the difference between humour and comedy at work 🃏 We discuss, can we use jokes at work? What’s funny? Is humour a trait? 🤼♀️ How humour allows your business to make mistakes (which is good) as this drives innovation. Kathy explains you have to learn to fail 👭 We also discuss how to lead with humour, how humour can build a connection with your team and how to use humour in your storytelling #LinkedinLive #Podcast #socialselling #leadership #marketing
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Talking to your parents about artificial intelligence (AI) 👵 My mother is 87 and since my father past away in 2022, she has a new boyfriend who is 79 ⌨ Back in the 1980s, my parents moved with the times, by moving from a typewriter to an Amstrad, word processor 💻 In the 1990s, they fell behind because they refused to move from a world processor to a PC 🏃♀️ They felt they had changed once, so why change again? 🥇 I don't want them to fall behind again, so always try and explain the latest and greatest to them 🤖 Last weekend, I decided to demonstrate AI and ChatGPT to them 🖥 I explained how we can type in things and the computer spits out a response 👭 I asked my mum if she had anything she needed to organise 🍷 She said that she had to do a presentation at one of her wine groups, she said 🍾 "It will be, 3 bottles of white wine and 4 of red wine, maximum price £12 per bottle and arrange that for a wine tasting for 10 people. Give us a 2 minute introduction to each wine." 👴 Her boyfriend added, and “Add food nibbles for each wine" 📘 What ChatGPT offered is in the article ... 📈 At that point, you could hear a “penny drop” and mum said, you've just saved me 3 hours 🚀 The article also shows you how you can transform your sales and marketing and get you back on a growth trajectory #socialselling #leadership #sales #salesleadership #marketing
Talking to your parents about artificial intelligence (AI)
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#TimTalk – Marginal to mainstream in practice with Helen Edwards Helen is a Director at Passionbrand, regular columnist for Marketing Week and Adjunct Associate Professor of Marketing at London Business School In this conversation, we are going to talk about Helen’s new book “From Marginal to Mainstream – why tomorrow’s brands growth will come from the fringes – and how to get there first” published through Kogan Page We talk about a number of ideas, campaign, and products that started off as marginal and have grown to become mainstream, worm farms, eating incest’s, plant-based meat and even naturism (after a rebranding) have gone from the side lines and are now see as business as usual So how do you as a marginal brand go mainstream, this is what Helen reveals #LinkedinLive #Podcast #socialselling #marketing #branding
#TimTalk – Marginal to mainstream in practice with Helen Edwards
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#TimTalk – Welcome to the age of listening with Howard Krais Howard is co-founder of True, author, public speaker, listening, employee communications and engagement, EX, and DEI 🌍 He is the author of the book “leading the listening organisation – creating organisations that flourish” published through Routledge 📕 In this conversation we are going to discuss Howard’s new book 👭 If you are not listening to your employees, how do you know you are doing a good job? 🏢 The book is based on 4 surveys with an academic focus and is targeted at leaders, HR (human resources) departments and internal communications 👂 We talk about the need of a business to listen, to understand employee experience, ESG and diversity and inclusion #LinkedinLive #Podcast #socialselling #employeeengaement #humanresources
#TimTalk – Welcome to the age of listening with Howard Krais
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78% of the time, buyers have already established their requirements, including budget and capabilities, by the time they engage sellers In the 6sense's 2023 B2B Buyer Report One of the key insights from the report is 78% of the time, buyers have already established their requirements, including budget and capabilities, by the time they engage sellers That means sellers have already lost most of their chance to shape the deal, or to convince the buyer to consider alternate means to hit their goals What can you do? From a sales prospective you can do 3 things, which all allow you to take control of the situation Have buyer-centric profiles on Linkedin, there is a shed load of research that state this is critical in sales today, the book “the jolt effect” data backs this up. Having a buyer-centric profile is table stakes in sales today You need to be connected to the buyer team through a platform like LinkedIn Not connected to one person but the whole buyer team Let's not forget that being connected, in a non-spammy way, enables you to build relationships, have conversations and build rapport, way before you have any face-to-face meetings You need to have insightful, authentic content, none of these brochures and corporate propaganda, buyers want to see that you can help, that you are an expert You will be pleased to know, I'm sure that we provide this in our social selling methodology, which is certified by the The Institute of Sales Professionals This methodology will sit alongside Meddic or challenger, or whatever sales methodology you use #socialselling #sales #salesleadership #salestips #marketing Thanks to Kerry Cunningham
78% of the time, buyers have already established their requirements, including budget and capabilities, by the time they engage sellers
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#TimTalk – How to maximise your early sales career with Johnathan Pascall Johnathan is a sales director for driving sales growth and market expansion, He’s had 8 years leading high-performing international SaaS sales teams. He’s an expert in finding and closing large, complex deals. He also has an MBA In this podcast we are going to talk about Johnathan’s new book “Sales Careers Unveiled – your guide to choosing, launching and accelerating your B2B sales career” When Johnathan was growing up his father was in sales and his father would explain to him everything about sales, so when it came to choosing a career, it was natural for Jonathan to choose sales But when Johnathan started in sales, he realised that so many sales people didn’t have that “apprenticeship” and certainly didn’t have a mentor The book is not a book about how to sell, it’s a book about sales, should you be in sales and when you are in sales what to look out for #socialselling #sales #salesleadership #salestips #careers
#TimTalk – How to maximise your early sales career with Johnathan Pascall
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78% of the time, buyers have already established their requirements, including budget and capabilities, by the time they engage sellers 7️⃣ 0⃣ Buyers are now 70% of the way through the buying process before they reach out to any vendors 7⃣8⃣ In addition to that, 78% of the time, buyers have already established their requirements, including budget and capabilities, by the time they engage sellers ⏰ Sellers have to get in early 🧑🤝🧑 They have to build relationships with buyers 🤵♀️ They have to be seen online as being people that the buyers actually want to work with 📱 Which means you need to have a social media profile that buyers are interested in 🔗 You need to have those buyers in your network and you need to have built relationships with them 📘 Those buyers need to actually see that you're generating interesting and insightful content 🔖 All of the things that we teach within our social selling methodology 🚀 Which give you the foundation and the skills to meet this modern buyer and take control of the sale #socialselling #sales #salesleadership #marketing #salestips
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Subjective book review by Robert Lis 📘 In this article, (link in first comment), Robert Lis reviews the book "Social Selling - Techniques to Influence Buyers and Changemakers - 2nd Edition" Robert says 📕 The book is for those who 📈 Considering implementing social selling and are looking for data to create a case for management, etc ⏫ Need information and inspiration to get started and take the first steps 💵 For those who have some experience in implementing social selling programs and are looking for in-depth knowledge" 🚀 If you want to know to turn you company back into a revenue creating machine, then read on Link to review in first comment Thank you to Robert, Kogan Page, Theresa and Bruna #Socialselling #leadership #sales #salesleadership #marketing
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Digital Commercial Strategist - Developing people and organisation to become leaders in their sectors - TedX Speaker - Keynote speaker, event host/compere/moderator - Artist
2yI didn't understand the concept of the great resignation when I first heard about it but I've now seen it first hand on 2 occasions. Its all changing right in front of our eyes.