Social influencer Tim Hughes: Big Ideas for the next Industrial Revolution

Screen Shot 2015-04-20 at 08.30.16The Procurement Social Network Procurious interviewed me about a number of subjects and below is a link to that interview, the questions being:-

Procurious asks: In your Twitter bio you call yourself a pioneer of Social Selling – could you distil it for the uninitiated?

Procurious: Mastering social selling – if you were to promote best practice, what would be your top 5 tips?

Procurious: Innovation in the social space – your thoughts on the likes of Periscope and Meerkat. Will they stick around, what do they offer social storytellers etc.

Procurious: Gamification – is it important/how can it be used to effectively breed user loyalty?

Procurious: Why should we be encouraging procurement professionals to face their fears and get on social networks?

Screen Shot 2015-04-20 at 08.30.31Procurious: Can you recommend some actions to help social-networking newbies spread and grow their online influence?

And finally, look forward to 2030. How will the social landscape have changed, what’s your Big idea for social?

https://www.procurious.com/blog/generation-procurement/social-influencer-tim-hughes-big-ideas-for-the-next-industrial-revolution

 

If during your journey you come up with other ideas, I would love to hear from you. Please leave any suggestions or comments below.

Tim Hughes is a Social Selling Innovator and Pioneer, his blog has become a reference point for Sales People throughout the world to get hints and tips on Social Selling; Newbies and Influencers alike. Tim’s 27 years as a quota carrying salesperson, means he cuts the fluff and speaks in a no nonsense style. The blog is not about slogans but about how you can use Social to allow you to over achieve your quota, quicker.

Tim Hughes is a Speaker and Blogger on Social Selling and be can be contacted @Timothy_Hughes or Tim_Hughes1@hotmail.com

 

 

Advertisements

5 Steps to #SocialSelling Success #smlondon

Screen Shot 2015-04-12 at 19.06.28

5 Steps to Social Selling Success http://socialmedialondon.co.uk/social-selling-success/

Please listen to the audio podcast or the article written by Jorgen Sundberg after a conversation with me.

In it we discuss why Social Selling is Important, we also discuss my 5 Pillar Methodology to Social Selling Success.

 

If during your journey you come up with other ideas that can help Social Sellers out there, I would love to hear from you. Please leave any suggestions or comments below.

 

Tim Hughes is a Social Selling Innovator and Pioneer his blog has become a reference point for Sales People throughout the world to get hints and tips to get into Social Selling; Newbies and Influencers alike. Tim’s 27 years as a quota carrying salesperson, means he cuts the fluff and speaks in a no nonsense style. The blog is not about slogans but about how you can use Social to allow you to over achieve your quota, quicker.

Tim Hughes is a Speaker and Blogger on Social Selling and be can be contacted @Timothy_Hughes or Tim_Hughes1@hotmail.com

Podcast: How to Master #SocialSelling with @Timothy_Hughes #SMKnowHow

Screen Shot 2015-03-27 at 15.18.20Please listen to the audio podcast or read for an abridged transcript of the conversation. Questions by Jorgen Sundberg, answers by me.

http://linkhumans.com/blog/social-selling-tim-hughes via @linkhumans

There is also a Slideshare deck on my 5 Pillars of Social Selling http://www.slideshare.net/linkhumans/how-to-master-the-5-pillars-of-social-selling via @SlideShare also created by @linkhumans

If during your journey you come up with other ideas that can help Social Sellers out there, I would love to hear from you. Please leave any suggestions or comments below.

Tim Hughes is a Social Selling Innovator and Pioneer his blog has become a reference point for Sales People throughout the world to get hints and tips to get into Social Selling; Newbies and Influencers alike. Tim’s 27 years as a quota carrying salesperson, means he cuts the fluff and speaks in a no nonsense style. The blog is not about slogans but about how you can use Social to allow you to over achieve your quota, quicker.

Tim Hughes is a Speaker and Blogger on Social Selling and be can be contacted @Timothy_Hughes or Tim_Hughes1@hotmail.com

Screen Shot 2015-03-28 at 15.36.26

Using Twitter to get C-Level Appointments a Case Study #Socialselling

Using Social Media to get C-Level Appointments – A Case Study

Loews-Hotels-to-allow-booking-of-rooms-by-TwitterThis blog is about how a sales guy is using LinkedIn and Twitter to get C-Level Appointments.  People often say to me “Social Media is for teenagers, give me an example of where people are using Social Media to create, real, tangible, business.”  Here is that example.

Paul @snapdragon_paul contacted me over @Twitter, he lives close to me, so we agreed to have a coffee.  I was interested in his story on how he had saved £70,000 on recruitment fees by using Cloud and Social Media. We got talking, and Paul talked through his sales career (story was very similar to mine) and then talked about how he was using Social in his current sales role.

What hooked me, was when he told me he had made 10 C-Level appointments in a week!  This blog will now share with you his secret.

Sales – Starting at the Bottom!

telesales-and-telemarketing-servicesWhen Paul and I got our “big breaks” in sales we started from the bottom. Both of us had been given a Telephone Directories and told to “call that”.  There was no @LinkedIn, we didn’t know what a Value Proposition was, we knew nothing about how to conduct ourselves on the telephone.

Maybe it’s down to personality, but actually we were both pretty good at it. My view was, well I’m probably never going to meet these people, so if I make a fool of myself, who cares?

Cold Calling – Things have Changed

Paul then expanded on how over the last 20 years making cold calls had got more difficult.  More voice mail, more gatekeepers employed to keep us sales people away from “Decision Makers”.  There are many Social Selling articles written that you don’t need to make Cold calls anymore, I’m not so sure about it, but it has got harder and harder.

shutterstock_46389259How Do you Book C-Level Meetings using Social Media?

Paul started doing all the things I write about here from a Social Selling point of view.  He set yourself up with a buyer centric profile on LinkedIn and Twitter and started curating and posting articles that he thought would be interesting to his audience.  The day before we met, he had got a C-Level meeting purely from an Infographic on LinkedIn.  He showed me the dialogue on LinkedIn.  As simple as that, decent content on LinkedIn and Bam!  A Meeting.  Anyway back to how he gets 10 appointments a week.

As all good sales professionals do, he researches his target accounts (no different than we have done for the last 30 years) but this time he does this in the Social world of LinkedIn.  (Paul and I both recommend you pay the subscription and get access to the Sales Navigator.)  He researches the organisation, business issues, news items and Executives and then looks for the people from the target Account on Twitter.  Paul, follows all his target accounts and the C-Level people he has researched on Twitter.

His usual, approach to a C-Level contact is “Noticed you were talking about XYZ have you considered this?”  This, being some content that the contact will be interested in to drive the conversation forward.

post officeHe got a meeting with a C-Level Executive in the UK’s Post Office.  There is a roll out of technology that this Executive has responsibility for.  Paul took a photo of this particular technology in his local Post Office and Tweeted to this individual “Great to see this technology being rolled out”, the Executive replied and they got into a dialogue.  Paul telling the Executive he had a presentation that might be of interest.  The executive then followed Paul back so they could have a Direct Message (DM) conversation.  Paul shared the presentation.

RoomsUsing Twitter Rooms – “Tag” Selling

With some good research and a degree of luck, Paul usually gets a follow back and then enters into a (DM) Direct Message conversation.

As with many sales organisations, Paul is a sales “generalist” so once he is in a DM conversation he brings in a colleague with specialist domain experience.  He does this using Twitter rooms.  He always asks permission to bring in the colleague.  At the point the specialist is engaged, he closes for next action, which in his case is a meeting / appointment.  He calls this tactic “shared Twitter Rooms” or “Tag Selling”.

Paul says he gets a far better response in Twitter room and says he never asks for the sale directly, by then there should be trust built between the two parties.

0221_lebow_630x420Results so far – 10 C-Level Meetings per week.

Now I agree that maybe your product or service isn’t the same as Paul’s but you have to admit that using Social this way is pretty impressive.

There’s One More Thing

doughI asked Paul how he researched the contacts on Twitter and he said that standard Twitter functionality, where it suggests three additional people to connect to, Twitter often picks “interesting” contacts.

He described this as “rolling out dough”.  The three people that Twitter suggested were often of a similar quality.

NB:  While recently talking about this article to @desalescoach he said a common objection from sales people, was you need thousands of followers to make this work.  At the time of writing @snapdragon_paul has 542.

I welcome comments and for your to share your own experiences in the blog comments below.

 

Part 2 of this discussion is to follow, where I share more of Paul’s Social Selling best practice.

 

Tim Hughes is the number 2 Social Seller Globally and is a pioneer and innovator in the world of Social Selling.  He speaks and coaches sales teams to help them start a journey to support Social Selling in their organisations.  He can be contacted at @timothy_hughes.

 

 

 

12 Reasons why you should be on Twitter (Without even Tweeting once!) #Socialselling

Twitter is no different from any other communication method. It is bit like an on-line telephone, people can communicate with other people or companies. You just do it in a short and snappy way.

Men are silhouetted against a video screen with a Twitter logo as he poses with a Samsung S4 smartphone in this photo illustration taken in the central Bosnian town of ZenicaI Know I should be on Twitter but Don’t Want to Tweet

50% of accounts don’t Tweet, they listen.

Let me talk about my Granny for a second.  She had a phone so we could call her, but never made any calls herself.  In the same way you can use Twitter to listen, but you don’t need to Tweet.

12 Reasons why you should be on Twitter (Without even Tweeting once!)

Special Offer1. Save Money – Companies often offer money off vouchers or discounts. When you get onto Twitter, follow your favorite brands and save money.

2. Get tickets for West End shows — Tickets for shows, Opera, Ballet are often offered over Social Media a day before the show. They are often released via a hashtag you need to search on.

3. Win – Companies will run competitions over Twitter with prizes.

4. Get Packages Redelivered — You are away from home and a package is delivered and you need to get it redelivered. Contact the Courier Company over Twitter.

flight-delayed5. Find out about Travel Delays – Most Travel companies are online, such as airlines, airports and in most cases there is a “real person” that you can interact with.  I’ve been in situations at Heathrow where information boards went down, but was able to keep up with delay information by “talking” over Twitter with the airline Twitter account.

6. Get Pre-Sale Tickets – When you get on Twitter follow you favorite bands / artists / groups; often they will offer tickets before they are offered to the general public.  One gig I went to “exclusive small event for fans” was only offered over Twitter.

7. Get Up-To-Date News — Follow you favorite news channels, Social Media now carry the exclusives before the television.  You can also find news channels or interesting people (like me) who Tweet about information in a niche subject area you may have.  (Why not jump in and debate these subjects?)

find-jobs-300x2998. Get a Job – Get a Better Job? –Employers want to employ people today who are Thought Leaders in an area.  While 10 years ago having Word or Excel on your CV was a requirement, now employers look for (at least) an understanding of Social Media.  (50% of the people I have trained in Social Media have gone on to get a better job.)

9. Get Answers to Questions — Many people use Twitter as an alternative “search engine” for search (I do, for example).  As Social Search becomes more relevant than Google, it’s a useful source of data.  You can of course Tweet questions out to your followers.

10. Learn Something New — If like me you think that “every day is a school day” and that life is about continual learning, you can follow people and learn some amazing facts.

11. See some incredible photography, from amateur and professional photographers.

X factor12. Keep up with your favorite celebrities, bands and TV shows.  Many TV shows have a hashtag which you can follow while you watch.  Watch or join in the debate.

 

 

Tim Hughes is an internationally renowned Thought Leader in the field of Digital Economy, Social Selling and Social Media Networks. He is well known for his Pioneering and Innovating work in relation to Social Selling.   Based in London, he can be contacted on @timothy_hughes

I work in Human Resources, #SocialSelling has nothing to do with me, right? #HCM

biznes-2005-04The phones goes and I don’t know the number; it’s either a Cold Call or a Head Hunter / Recruiter.  I’m in the Office so I find an empty meeting room to take the call and answer.

It’s a recruiter. He goes through the usual story. Would you be interested in Company ABC.  Pre-IPO, all the sales people are making more many than they can spend (I exaggerate but any sales person will know the drill). (Why is it that Head Hunters sound like a broken record? Maybe another Blog for another day?)

Now, I need to say that I’m not looking for a new role, but anybody like myself, who is “out there” will get these calls from time to time.

dsc07452Back to the call.  I ask the name of the company the recruiter is working for and (as I’ve got my headset on) type it into Google.  Find that one of their Execs has been arrested for a minor offense (it happens) and go to their website.  Don’t really understand the messages on the website, so I ask the Recruiter.  “What does “We’re a global strategic consulting firm that specializes in helping companies solve their strategy execution challenges through a suite of integrated services.” mean?.”  It’s a direct quote from the website.  Then wish I’d hadn’t, as he struggles to explain.

linkedin-blunders1On reading such a company (not customer) focused piece of jargon filled rubbish, I’m pretty sure I don’t want to work there.  With him still struggling to give me an explanation, it gives me time to check them out on LinkedIn.

Great, I have a contact who works there, which would have been great, as I would have spoken to him, had I decided to have taken it further.

I now look at the LinkedIn profiles of the people who are second degree away and it’s all very uninspiring.

I politely turn down the approach from the Recruiter.

talent-warsNow, I’m not having a go at this company, I’m sure they are well meaning managers and probably have an amazing product.  But in their search for talent, they are dead in the water.

So while if you are in Human Resources or a recruiter and reading this, I would agree that maybe “Social Selling” is right for you.  But maybe an “Employee Advocacy” program is.

As I hopefully demonstrated through that call I had with the recruiter, your website and your employees LinkedIn profiles are an extension of your brand.

Finally

Two great friends of mine @StandardofTrust and posted this article on Facebook this morning, quoting the following statistic “7 out of 10 employees are disengaged and 1 out of 10 are actively sabotaging their employer.

Now I’m in no position to argue with that, I just hope it isn’t true!

Should Employees Be Encouraged to Tweet? http://mitsmr.com/1E1K9Dp via @mitsmr

Tim Hughes is the #2 Social Seller globally and has been called a “Social Selling Pioneer and Innovator” he can be contacted at @timothy_hughes

Cloud – Is there a Killer App? #SaaS #Paas

interstellar-that-ain_t-no-mountain (2)“That Isn’t Mountains, it’s a Wave. And it’s coming right at us!”

Anybody who has seen the film Interstellar should remember that line.  “That isn’t a Mountains it’s a wave!”  Apologies, I’ve used changed it slightly to fit this blog, but the context is the same.

If you haven’t seen the film, the “two stars” land on a planet and they see this beautiful calm sea, stretching out before them.  On the horizon it looks like wonderful mountains, they have a job to do, removing some debris and they can take their time.  It is then they realise (too late), the mountains are actually a wave, so high, it will engulf them.

I remember watching it and realising it made a great analogy to the parts of the technology industry which are ignoring cloud or hoping it will go way.  Somebody recently said to me “Cloud wont happen as the cost of hardware will reduce so much, you won’t need to go Cloud”.  But like the “mountains” in this film, Cloud / SaaS, is coming and coming fast!

(Great film if you haven’t seen it.)

This blog, covers what I define as Cloud; (yes, we have seen this all before;) but why this time it’s different.

 Is the move to Cloud Just Managed Services 2.0?

Everybody is talking about Cloud right now.  Cloud, some people are saying, is just like going back in time.  You put your thirty year old software in somebody else’s data centre and it’s cloud, right?  Sounds like what we have being doing for years.  I always called it Managed Services or Outsourcing.  Is this the age of Cloud or are we really in the age of Managed Services 2.0?

With the arrival of SMAC (Social, Mobile, Analytics and Cloud) there is also major software change taking place.  People now expect to access their applications on their mobile; Social and the ability to collaborate should be standard (like on Facebook) and people expect report writing should be built in and not some after thought.

lipstick on a pigWhat Did We Learn Last Time There was Major Software Disruption?

Back in the day when we moved from “Green Screens” to GUI (Graphical User Interfaces), companies took legacy systems and then built a “screen scraper” GUI on the front end.  Will people be duped again?  If you put Lipstick on a pig, it’s still a pig!

So be careful some people are saying they are Cloud, but it is still the same old, same old.

Cost of OP vs SaaSWhy Are Things Different This Time Round?

When I post the diagram on the left on Twitter, it always creates debate.

The great thing about Cloud, is you no longer have to buy hardware and you no longer have to worry about “feed and Watering” the systems.  At this point it all sounds like traditional Outsourcing contacts – just like I say above, Managed Service 2.0.

killer_appCloud – The Secret Ingredient / “Killer App”

BUT Cloud should also offer you upgrades within the cost of the monthly subscription.  This is the “Killer App“.  Imagine you have an Enterprise grade application such as SAP and still get the system fed and watered (as you did with any Outsourcing contract) but no longer need to pay for upgrades?  The Cloud vendor will take care of the hardware upgrade, operating system upgrade, the database upgrade and the Application upgrade with the subscription charge.

So while we can argue about the diagram above about the Cost of running On Premise(S) Vs Cloud, if you didn’t have to pay for another upgrade again, now that would impact massively on your budget. Right?

Cloud – This Time The Software Has Moved on Too?

Business users make decisions about software now, not IT.  They buy software that has been written for the Cloud.  There is also the expectation that (as I mention above) that the applications we use at work, will, look and feel like the applications we use at home.

This is the change taking place right now!  Applications should no longer look “clunky” and cost you significant money to upgrade.  This must be a win for companies and end users alike.  You save money, but more importantly the software moves from Transaction Process (TP) to Process Processing (PP).

 

Really keen for your comments and opinion below.

Tim Hughes is a speaker and a blogger.  He is also the #2 Global Social Seller and is recognised as a pioneer and innovator in the area of #Socialselling.  Tim can be contacted at @timothy_hughes