Surprising Social Selling Secret Drives Sales Revenue


Today I learned that an article I wrote in November of 2013, Increase in Social Selling Yields No Increase in KPI's, was namedTop Sales Article of the Month for October 2014 by Top Sales World. While I'm always honored to win awards for my Blog, this time around I don't really deserve it.The findings in my November 2013 article were correct based on what I knew in 2013, but based on what Iknow to be true today, it isno longer accurate. If you've been reading my Blog, then you are probably aware of OMG's big Sales Force Effectiveness Study that we've been working on for the past three months. One of the things westudied isthe impact of Social Selling. At face value, one might come to the exact same conclusion as we did in 2013, that it's having limited impact on sales. However, this time we looked wider and deeper and beyond the obvious and we were extremely surprised by what we found. We discovered that

companies are experiencingtremendous sales results withSocial Selling, but not because of Social Selling. We found the same thing to be true of Inbound Marketing/Sales. Companies are experiencingtremendous resultswithInbound Marketing/Sales but notbecause of Inbound Marketing/Sales. The report will be released next week and I don't want to spoil the fun but I will shareone snippet.

One of the manydifferentiators between the companiessucceeding with Social Selling and/or Inbound Marketing/Sales, and those that aren't mightsurprise you. Companies that aresucceeding with Social Selling and/or Inbound haveshorter sales cycles, higher win-rates, and significant increases in sales when...

wait for it...scroll down...

...scroll further...

...scroll some more...

...the CEO is involved, committed, and driving best practices throughout the sales organization. Companies are twice as likely to experience this kind of success when the CEO is part of this picture.

Look for insights like these and dozens more when we release our study on November 11. Want to be notified? Just subscribe to the Blog and/or follow OMG on Twitter.


Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development.  He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles...

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