McKinsey: how to reach faster revenue growth B2B

1 big thing: McKinsey’s B2B Pulse—Global Edition, reports

“The more channels a sales organisation deploys, the bigger the market share gains. –

“Omnichannel selling is now a ten plus-channel world – email, in-person, phone. website, procurement department, app, e-procurement portal, video conference, webchat, google search” reports McKinsey. 

Why does it matter?  McKinsey, whilst silent on social selling channels, when adding in the top 5 social media channels, Linkedln, Facebook, Instagram, Twitter and YouTube requires businesses to be operating a 15 plus-sales channel world. 

McKinsey said 

  • There are no exceptions. All B2B customers prefer omnichannel, no matter their industry, country, size, or customer relationship stage.
  • B2B loyalty is up for grabs. Customers are more willing than ever to switch suppliers to gain exceptional omnichannel experiences.
  • Digital + human –  potential buyers are digital self serve (social and websites), second remote human interactions (zoom), the third person to person in this order. 

Zoom out:

  • 70% of potential new buyers of B2B – with a transaction size up to $500,000 see little need for human interaction. 
  • Your potential new buyers are social buying – the question is – is your business Social Selling? 

We now live in a Social Selling Economy.

Social Influencing and Selling (#socialselling) – is where your ideal potential buyers walk towards your business rather than your business chasing them. 

An investment in Social Selling returns on average five dollars for every dollar invested – a survey of 47,000 SDRs across 200 businesses provides proof of ROI.

Social Selling success – starts with engagement and conversations with your potential buyers. 

Zoom in: Engagement ( the likes, shares, conversations on the top 5 social media platforms) are critical to new zoom meetings and selling more. 

If there is no engagement, there is no selling. 

How we help: We lift your engagement on average by 1440x. 

If new buyers are critical to your future growth look at these averages

  • 78% of Social Sellers outsell their peers who do not use Social Selling.
  • 2x lift in lead generation compared to Google paid advertising services.
  • 3x lift in sales conversions
  • 3x shorter sales cycle.

How much new growth can you get in 6 months with Social-Selling of complex IT equipment?

Contact Us for how we can deliver new growth