Timothy Hughes, CEO and Co-founder of DLA Ignite
Nominated by: Jon Ferrara
Tim Hughes is universally recognised as the world leading pioneer and exponents of Social Selling and he is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. In 2021, Linkedin said he was one of the top 8 sales experts globally to follow. He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling – Techniques to Influence Buyers and Changemakers” and “Smarketing – How To Achieve Competitive Advantage through blended Sales and Marketing”. Both published by Kogan Page.
There are three things you need as a salesperson today:
1. A buyer-centric profile – This is a social presence that is attractive to buyers, the more you make it about yourself and not your company or your products, the more buyers will want to know you and will walk towards you.
2. You need a digital territory – Connect to people online, don’t spam them, and don’t pitch. You need to be connected into the accounts you are trying to influence. The wider and more varied the network you have the better.
3. You need content – This isn’t brochures or brochureware, nobody comes onto social to read brochures. You need authentic content, best if it’s written by yourself. By having these three things in place will get you conversations and its conversations that create sales. But all of this is underpinned by a methodology, you don’t get sales by posting and hoping. You need a structure and a process to follow. Sales has always been about structure and process and social selling is no different.