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

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

We keep posting about our event on social and it still makes no impact on number of attendees A marketer friend of mine said that she would try a social media to publicise her latest event, she put out posts and got the employees to like the posts and it made no difference to numbers at the event She came to me and said "social media is a waste of time" I asked he two questions 1. Did you market the event as "buy my product because we are great" like everybody does Make it sound like the immaculate conception? The answer was "yes" I said that on the basis that all your competitors do exactly the same, the fact this makes it sound like an advert, where do you think busy people will come and spend time? After all, the promotion was nothing but a pitch. Nobody wants a pitch They will come if there is insight, they will be educated, if you are going to tell them things that will help them with their job Your win will be being educational and by showing people you are the experts you are 2. The next question I asked was "the people you want to come to the event, is your business connected to them?" The answer was "no" "Do your sales people just look like salespeople on social media, or do they look like "experts" that can help?"  Of course they look like salespeople All of this effort was wasted as all these posts and likes meant that the business is living in an echo chamber Nobody. Yes nobody They want to see their content, will see it Social media wasn't a waste of time in this case, but all their efforts were #socialselling #sales #salesleadership #marketing #leadership

Why your social media is a billboard in the desert Looking out over LinkedIn I do wonder sometimes about the effort put into social media and the actual return in $ people get back It does seem that maybe they see social media has something they “have to do” but it's all “posting and hoping” That said, if you have a strategy and a methodology to follow, you could turn the "luck" of bumping into somebody into a certainty If you have a certified methodology you are not then leaving your social media efforts to hope You will then understand what to post and why and then harvest the engagement Engagement you are turn into revenue As a business, you should be doing at least 30% of your business that you can attribute to social media Let's be honest, are you really doing 30% of your business through social media? Which is why your social media right now is just a billboard in the desert #socialselling #sales #marketing #leadership #salesleadership

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

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