Timothy "Tim" Hughes 提姆·休斯 L.ISP’s Post

How to generate pipeline from your partners and channel It's a question we often get asked How to generate pipeline from your partners and channel? You have to empower your partners with modern processes The partners are not going to generate any leads, sending spam emails, cold calling or by attending events, you have to have a policy to roll out social selling When I mean social selling, I don't mean have some “influencer” come and give an hour presentation at a sales kick off (SKO) that never changed anything I'm talking about rolling out a social selling methodology with a certification from the The Institute of Sales Professionals My enabling your partners you will get more reach and revenue as a business #socialselling #sales #marketing #leadership #partners

What makes a good discovery session a success? ... and it's not what you think Spotted a post the other day from a sales leaders on how one of his team members was making quota The reason a team members was making quota, was her discovery and her great questioning Rubbish I'm sure the questions helped, but I bet the buyer isn't thinking great questions The modern buyer is super empowered, they have access to the internet and have an infinite amount of data at their fingertips But you're the expert as a salesperson, you know more about your products and services than they do You think you have a great products and amazing unique selling points (USPs) but nobody cares Your competitor can do exactly what you product can do, or they will tell the prospects they do How do you make a decision between Microsoft and Salesforce? You cannot, because the buyer sees the products as the same We cannot tell products apart but I know if I like you Any sales decision will be based on if I like the salesperson Your sales people and employees are your unique selling point (USP) Your USPs are your employees experiences, who they are This person isn't successful because of her questions, she's successful because she 👉 listened to the client 👉 She was empathetic to the client 👉 She showed a curiosity to the clients business 🤷♀️ Who doesn't like talking about themselves? This salesperson isn't winning because of her questions, she is winning because she is listening to the client, she's empathetic, she's spending time with the client Social enables you to do this 24 hours a day, 365 days a year, to your prospects, your customers, your employees, your future employees, your investors, your future investors Social isn't about posting and hoping it's about have a strategy to be liked by these people, to have a compelling footprint To be a person that people want to listen to Then it's about turning this all into conversations, because conversations create sales We can, of course help you with this and get you back on the path to growth #socialselling #sales #leadership #salesleadership #marketing

Would you like to be a guest on LinkedIn's longest running LinkedIn Live? The digital download is the longest running, weekly, business talk show on LinkedIn Live and we are looking for guests It's an hour with a panel format It's a no pitch zone, we want people to come on and share their expertise The audience is willing to learn and always engages and asks questions too If you are interested then fill in the form in the first comment or scan the QR code #LinkedInLive #Podcast #socialselling #leadership #strategy

Transforming organizations via career architecture with Kayvon Touran Employee to manager: “What do I need to learn to advance my career with this company? What do I need to do?” Manager to employee: “Show up and work hard.” Frustrated by the lack of direction you’ve been given by your manager? It’s not their fault They got the same training they’re offering to you: “Go figure it out.” Join us this week on The Digital Download as we explore the impact of career architecture and structured career development with Kayvon Touran, CEO & Cofounder of Zal.ai Discover how well-crafted career architecture is not just essential for individual growth but pivotal for organisational success. #Careers #socialselling #LinkedInLive #Podcast #jobsearch

70% of B2B decision makers say they are open to making new, fully self-serve purchases in excess of $50,000 so why do you need a sales team? 70% business to business (B2B) buyers say that they're more than happy to buy from a fully self-service, facility This is for purchases up to $50,000 How we work in the B2B world, reflects what we do in the B2C world Recent research from Realtor magazine shows that 100% of people are more than happy to purchase a home online That can be purchases of over a million McKinsey & Company found that people are more than happy yo miss out the step of actually talking to a salesperson So why not let your buyers self serve? OR have a sales team that are empathetic with the buyers Not just a transaction Have your sales team willing to meet your buyers, where they hang out? On social media #socialselling #marketing #sales #salesleadership #leadership

I made a mistake Mistakes are easy to make, however well meaning you are I used the knowledge I had, my experiences, I had even been to the place before, but I was still wrong But sometimes your terms of reference are just wrong and you hadn't thought about what might had changed I assumed all the same assumptions What did I make a mistake on? Anybody who has been to Lake Louise in Banff National Park in the Canadian Rockies, will know it for it's beautiful turquoise colour The colour is created from a fine rock dust, produced by the massive glaciers rubbing against bedrock, it stays suspended in the water, reflecting light and creating the turquoise colour I had been before, in summer and it's beautiful We stopped recently while driving on the trans-Canada highway The mistake I made, I was visiting in the winter, and, of course the lake is frozen Here's me enjoying, the frozen and not turquoise, Lake Louise #socialselling #sales #marketing #leadership #salesleadership

When you meet people online, how long until you should meet them IRL? Tracy Borreson and I have been working together for 2 years But have never met This week I was able to attend her GetSocial! Spring Cleaning Networking Experience in Calgary If you are in the #Calgary area and are bored of the same old, same old networking events, then you should contact Tracy and try this out I hadn't realised networking could be fun and useful at the same time This month Tracy also had a book to raffle off, here we are with that book #socialselling #sales #marketing #networking #leadership Kogan Page

Dispelling the myth of the non-Stop work week with Traci Bermingham “There’s only 28 hours in a day, and I’m working all of them.” – Every business owner 🌍 Join us this week on The Digital Download as we explore a critical, yet often overlooked, aspect of business management - delegation - with Traci Bermingham 👩💼 With over 25 years of experience in project management and business consulting, Traci will debunk the myth that success only comes from relentless work by the Founder 🏢 She will discuss her approach to creating efficient systems and aligning teams to achieve more by working smarter, not harder #socialselling #LinkedInLive #Podcast #mentalhealth #leadership

The power of connection, why you need to invest in yourself and get a network In his book "Tipping Point", Malcolm Gladwell, tells the story of the 1773 Boston Tea Party It was this that was the tipping point for anger from the American colonists against their British rulers There were lots of anti-British groups, but nothing to bring them together But it was Paul Revere who would often ride out and meet with these groups On the 18th April 1775, a stable boy overheard a plan from the British that there were going to wipe out descent So who did the stable boy go for help? Paul Revere. He was the one with the network It was Paul Revere who rode out to the different groups and told them to be ready History books also talk about William Dawes, William was also told about the British, but he didn't have the network so wasn't able to mobilise the people that Paul Revere was Malcolm calls Paul Revere a connector, whereas William Dawes was not Malcolm also goes onto explain the power of having a network, being a connector Why should you be in a network? 1. First and foremost, humans like to work in networks, committees, communities, unions, you name it we found out that when we were walking the serengeti that when we worked together, we survived 2. We've seen in the latest data on social media, that people under 30 now use social media to search than they do Google The way search works on LinkedIn, is it's based on people close to you If you want to be found by buyers on Linkedin, they need to be in your network. Which means you need to be connected to them 3. There is a certain amount of "connection snobbery" on LinkedIn, people are more likely to connect to you if you have (many) common connections I connected to a total stranger in a target account the other day and they came back and said, "wow we know 150 people in common" 4. Leading on from 3., if you want to connect with senior people, they are going to check how many people in common you have, this is validation as to how "trust worthy you are" 5. By having a network, you are more likely to have serendipity The wikipedia definition of this is "is an unplanned fortunate discovery" One of our clients has just put a $0.5 Billion (that's billion not million) deal in their pipeline Totally understand that this deal was through serendipity But like a lottery, you have to "be in it to win it" If they hadn't built their network as we taught them, they would have not won the lottery. #socialselling #sales #salesleadership #marketing #leadership

1 in 3 buyers would rather not see brand content on social media at all 🦉 In some recent Hootsuite research they found that 1 in 3 consumers would rather not see brand content on social media at all 👩 But there’s hope 🚀 We know that content from your employees gets 561% more engagement than branded content 📱 If your salespeople and employees are empowered to be on social 🤼♀️ They are are building relationships, having conversations on social ❤️ Sharing insight and helping buyers, then buyers will buy from the sales people #socialselling #sales #salesleadership #leadership #marketing