Jul 31, 2022
When it comes to thought leadership,
every corporation needs people that are building new ideas, sharing
new insights - in essence, creating new maps to move things
But it's not just about the "map
makers." It's also about the "expedition leaders," people who can
share those ideas and insights, and bring others onboard - even if
they didn't create the maps themselves.
To discuss "map makers" and "expedition leaders," and really delve
into the most effective ways to invite your whole organization
to do thought leadership, I’ve invited Steve Watt
to join me on the podcast. Steve is the
Director of Market Insights at Seismic
, the world’s largest
In both social selling and thought
leadership people need to show up, speak up, and publicly
demonstrate both subject matter expertise and org-centric passion.
Not every sales person can or should be a thought leader, but they
can always be a spokesman for the org's thought leadership content.
We discuss the need to empower not just sales people, but everyone
within a company, by showing them the benefits that being
associated with an org's thought leadership can have on their
careers and reputation.
Steve shares why it is important to start with the right mindset,
which may mean tearing down and overcoming staid beliefs and old
perceptions about "how sales are done." We discuss the way
social media is constantly misused by sales people seeking to use
it as a hunting ground full of traps rather than a fertile field
for relationship-building. Steve is changing the mindset towards
meaningful conversations and interactions, and teaching insights
that will magnetically draw clients in.
Many sales people agonize over the deals they lost out on, while
remaining blind to just how many deals never even gave them
consideration. Steve explains the importance of conversation,
interactions that build relationships, and how to stay top-of-mind
when a client enters a buying cycle.
Three Key Takeaways:
* Many smart and capable people in your org are sitting by,
silently, because they aren't "map makers." Speak up early, and
build your reputation as a subject matter expert.
* In order to build thought leaders in your organization, you
have to empower people and help them see the benefits - not just to
your organization, but for their careers and reputations.
* If your thought leadership boils down to “and that is why
you need me,” that's not thought leadership. That is just
selling - and in today's market, you need more than a pitch to make
your organization stand out.