More conversations with people who can buy - that's what all sellers want. It's harder than ever to get buyers to respond and book a conversation. What are your sellers doing that is working?
Founder in Media, 2 - 10 employees
Focusing on what is in it for the buyers. Historically, most selling has been extremely seller-centric. Think of an abundance of I, We, Our language combined with product feature dumps.
To earn the right to the time, attention & consideration of the modern B2B buyer, you need to be very clear about what is in it for THEM. Over-index of messaging that is BOTH relevant & valuable to your buyer to get them to respond and book a conversation.
P.S. Stop sending unsolicited calendar links in your cold outreach.
Founder and Chief Sales Energizer in Services (non-Government), 2 - 10 employees
Right, when they do that, it's amazing how sales increase.
Founder in Services (non-Government), 11 - 50 employees
Focusing on the data you have at your fingertips - referrals, connections to your executives, people who used to work for your company and now work for your buyers, people who used to work for your former employers, closed/lost or closed/cancelled opps the last 18 months, clients who have changed jobs.Top of the funnel is at your fingertips - you just need to be smart about who you contact vs. arbitrarily throw darts at your accounts.
Founder and Chief Sales Energizer in Services (non-Government), 2 - 10 employees
Yes, they always try to do it the hard way and reach out to people who don't know them, their company or their product. 100% those they know as you described are at their fingertips and should be accessed for success.
Founder in Services (non-Government), 11 - 50 employees
Right?! There's so much good stuff to noodle on out there!
CEO in Software, 2 - 10 employees
2 Ways that I have seen working well right now:1. Interviewing your top 20% prospects on a Podcast
2. Systemizing customer to Prospect Referrals by integrating it as part of your sales process.
Founder in Services (non-Government), 2 - 10 employees
I have heard of a few partners using Podcasts for lead gen (and Marketing) . Same idea is engaging with prospects in a non sales situation.
CSO in Construction, Self-employed
First, stop thinking about "making the sale". Instead understand if you can solve a buyer's business problem. Too many sales teams are focused on "disqualifying" prospects rather than understanding their prospects true business problems. This is why conversion rates are low and sales cycle are long. CEO in Services (non-Government), 2 - 10 employees
Make [X] people curious about how you can solve their problem. Curiosity will drive their need to see that investing time in a call is worth it for them. With social you have the opportunity to track EBO (Engagement Before Outreach), we've seen this increase called booked by 3X. For B2B sales teams, EBO interactions on LinkedIn might look like:Visit & Follow
Like & Comment on Posts
Custom request
Polite thank you
Like & Comment on Posts (the more insightful 7 thoughtful the Comments, the quicker you build the perception of your expert authority)
Follow Company Page
Endorsements
Celebrate a birthday or work anniversary
Ask a question about them (non-business)
Showing curiosity in a prospect builds reciprocity, and polite, professional, and courteous engagement facilitates the transition into a business question dnd then a request for a call.
Co-Founder in Services (non-Government), 2 - 10 employees
Emails are a really useful tool when someone knows who you are and you knew each other before you sent an email. Social selling puts a face to the person who's reaching out to you. You can see someone's opinions and understand how credible they are before that email interaction takes place.The concept of trying to prioritize efficiency over effectiveness - sending out 10 million emails is efficient but it's not effective. We've got an opportunity for our outreach to educate the buyer, stimulate their thought process, and disrupt the way they're thinking about things. In our practice and working with businesses is having that approach of I'm actually going to spend most of my time trying to educate you before I even ask you if you want to respond to my email. That for us seems to be quite powerful. It's not the most efficient way of doing it but it's certainly the most effective way of doing it. Give away as much as you can whether that's reports, information, opinions, insight articles, and just constantly trying to add value to the customer before you ask for anything back. Versus, a long email about what you do and then a calendar link at the bottom. You want to give more as opposed to asking more from the buyer and it's important that they know who you are through your interactions and through your social profiles.
CSO in Services (non-Government), 2 - 10 employees
Through many creative strategies - and utilizing video, Linkedin audio, and other ways that get people's attention. CSO in Construction, 2 - 10 employees
So true . Thinking outside the box!
CSO in Construction, 2 - 10 employees
Reconnecting with prior clients and requesting introductions as mentioned!VP of Sales Enablement in Software, 10,001+ employees
We're having a lot of success with customers who know what they're looking for. For example, they use Salesforce and they're thinking rather than switch to a new platform, what extensions can they get on Salesforce? There's a lot of growth that happens in the untapped market, and this is an area that I'm really starting to look into. The customers that don't know that they need to do something, don't recognize how fast this world is turning - but the people that do are the early adopters. Find out what they're using, like ChatGPT tools to find and search for your gold mine. The challenge everybody's having right now is with being in a recession. Nobody's got the budget to buy a brand-new platform. Rather than having all these different tools and trying to manage all of them, you could solve it by getting an extension or adopting a new piece that you already have.
Content you might like
Generating revenue14%
Booking meetings71%
Equal focus14%
7 PARTICIPANTS
Director of Sales in Insurance (except health), 2 - 10 employees
It always depends in which business you are active. AI will support in many areas, but if you work in a people driven business or market, AI just could support in creating tools and arguments, remaining is the human touc...read more
The power of warm leads cannot be underestimated! By prioritizing networking events and placing the customer's needs before the immediate sale, we can unlock astonishing long-term benefits.
Absolutely. If we teach sellers to build and nurture a network they can get introductions when they ask. If they delight customers, they can get introductions when they ask.