Top 20 Insights from Dan Swift of Empire Selling interview:

‘Social selling’ – the point at which Enterprise Sales becomes Human

• Right now ‘social selling’ matters – it’s a smart way to conduct the business of Enterprise sales. To ‘remain relevant’, Enterprise sales professionals must change and embrace social selling.

• Sales leaders know their playbook needs adapting for them to ‘remain relevant’, employable and successful.

• Executive level buy-in is vital as is buy-in from marketing which can lead to Enterprise sales adoption.

• 70% of due diligence conducted by buyers before sales have opportunity to speak with them, social proof vital.

• You must ‘earn the right’ to gain access to first step of the path to ‘trusted partner’ status.

• Your personal brand matters – what do you stand for?

• Just be a good human being.

• Trust is efficient and speeds the selling process up and potentially increases sales value.

• The danger of sales automation is that buyers are bombarded with below par and mistargeted collateral.

• To stand out from your competitors - conduct your due diligence.

what are your prospects:

Fears

Ambitions

Values

Doubts

Motivators?

• Curate blended content using the 50/25/25 rule, 50% own company, 25% buyer’s industry and 25% human stuff and personal passions. with their preferred media.

• Always look to build your network with others – ‘high impact least effort’. Join an ‘exclusive’ club only 5% of humans who help fellow people in this way.

• Those embracing social selling already get business and enterprise sales, they realise its potential as an effective communication channel.

• Life is tough – help others out where possible.

• Be vulnerable, strong enough to care about people – be compassionate.

• As a sales leader - connect your teams with your network to open accounts, develop dialogue and close business. Build trust.

• Invitation to leaders - look in the mirror and adjust your behaviour first.

• The Enterprise sales person who add value first, 70% more likely to close the sale.

• Enterprise sales is personal so be ‘curious enough’ to add value to make buyers and employees lives and careers easier.

• Make Enterprise Sales Human for your prospects, customers and employees.

‘Social selling’ – the point at which Enterprise Sales becomes Human

Challenge for you:

Measure yourself (out of 10) how effective are you at implementing each of these insights?

Which top 3 insights would add most value to your revenue achievement this year?

How do you get 5% better at these top 3 insights?