Inbound marketing is the rage in B-to-B marketing. But there's no substitute for diligent prospecting: cold calling and cold emailing. No, these techniques are not dead. They work. But only if you have an effective, repeatable process to interrupt and spark conversations with new prospects.
Making Social Sell
I swear if another person says, “Most of the buying decisions are already made by the time decision-makers meet with sales reps” my head is going to explode. This is true. Got it. But how does a seller get a meeting with decision influencers during the early phase? How can you get invited to discuss buyers’ challenges as they are discovering they need a solution?
Is LinkedIn Sales Navigator worth it for sales prospecting? And how can you measure the investment — and end it if it's not? I've consulted my most trusted resources — and clients — on the answer. Because what we need is an honest answer from people who are interested in growing their business — not just LinkedIn's! Here are the results I've found in guideline format. The consensus seems strong. In 95 percent of cases you may not need a Sales Navigator or Premium level account.
Earning a reply to your initial email is simple. Spark the prospect's curiosity. But what comes next? How do you follow-up effectively once invited to do so? What do you write and how — so potential buyers will reply again?
Should you measure yourself and your team based on LinkedIn's Social Selling Index (SSI)? I say no. Because your and your team's productivity matters more than simply using LinkedIn — which is what the SSI is all about.
There is no bigger buzz-phrase in sales than “social selling.” But what if the core idea behind it was bogus? What if the term was nonsense? What if there is no revolution in how buyers buy — and how we must now approach selling?