Research by TOPO indicates that the reason 83.4% sellers fail to hit quota (their number) is because of their improper time management skills. Why is this? It’s because sellers mistakenly spend a disproportionate amount of time of equalizing touches on all accounts, or spend too much time with accounts that aren’t ready to buy yet. Whether your sellers are targeting 10, 100, or 1000 accounts at a time, time management is a blessing for quota crushing A-players, and the kiss of death for your B & C players.
In this week’s roundup, we’re sharing articles from both the LinkedIn Sales Blog and SiriusDecisions. The first blog by Alex Hisaka covers how to leverage social selling to identify key decision-makers including advanced searches, LinkedIn groups and more.
In the second article, Amanda Jensen of SiriusDecisions makes the analogy that skills transformation is similar to mountain climbing, both need a lot of preparation and planning. She dives deeper into the five necessary steps you need to take for a skills transformation effort.
Without fail, each week I get a call or email from a company somewhere in the world that falls in one of these categories:
Listen up sales compadres, we’re living in the golden age of information where what people are saying online matters.
Is social selling just LinkedIn? We hear this in the market all the time.
As your company builds a social selling program, consider the following points as a pressure check on what’s happening in the market today.
There’s a simple reality that’s going to help you dominate on LinkedIn, and it’s this: You need to engage with people. The reason social networking works so well is because of its social nature.
LinkedIn recently announced that they reached the 500 million member mark, and as the largest professional network in the world continues to pick up speed, opportunities to grow your network and engage in new conversations grow as well. As LinkedIn stated in one of their posts, “future decision makers are building professional relationships.”
Congratulations. You’ve just purchased LinkedIn Sales Navigator. This is a great investment, but are you sure you know how to properly use the tool you’ve just armed your team with?
First of all, if you as a sales professional are feeling, or you as a leader are hearing, that LinkedIn InMails “just don’t work,” it’s user error, not medium error. The user error is simple – YOUR MESSAGING SUCKS!