You and your sales force are selling socially. You've got a LinkedIn Sales Navigator seat. Browser is fired up. You're sharing valuable insights and racking up Social Selling Index points ... showing the world you can use LinkedIn. Full stop: Are you helping buyers buy?
Sharon Drew Morgen
From cold calling and cold emails to follow-up communications techniques ... and responding to clients who open the door, most sales reps are practicing "best practices" that are, in reality, the worst. But they keep on keepin' on. Are you sabotaging yourself by copying what most sellers do? If yes, I'm not here to blame you. Because the truth is you probably don't know of the below options.
Prediction: 95 percent of sales reps and distributors will invest time in LinkedIn best practices that fail to generate leads in 2015. Be sure you're not one of them.
When prospecting using email or LinkedIn InMail, don't ask for an appointment. Don't lose track of a more important, basic goal: Earning permission to start a dialogue. It seems obvious, but in practice we often veer away from this goal, sometimes within the first few sentences of the communication. We say too much, too fast to the prospect — and cloud the request for permission.