While the sample size was relatively small, the research done by LeadStrategus – (Disclosure – we do outsourced Social Selling for CEOs) shows that nothing energises the rank and file more or gets the Salespersons working on their LinkedIn – than having their CEO leading from the front on Social.
How does a CEO do Social Selling?
1. Do thought leadership from the front with well-written content that strikes a chord.
2. Open difficult to open doors building CEO to CEO connects as a part of smart ABM.
3. Read buying signals and get a leg up on the competition.
4. Send strategically crafted personalised messages to re-open clogged sales pipelines.
Yet it can go horribly wrong. Nothing’s more galling than a desperate CEO of a 100 person IT services firm sending unsolicited, copy-paste messages to his contacts begging for business.