Find your prospects behind their wall

VengresoUncategorized Find your prospects behind their wall
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Find your prospects behind their wall

Your prospects are almost completely walled off from you.

Okay, that’s not entirely true.  But for all practical purposes, it may as well be. Your prospects are busy with a million things and they are definitely not waiting around for a mass email message from your marketing department or a cold call from you.

Reaching prospects that way is about as easy as winning the Powerball – only with worse odds.

Here’s a statistic from the Harvard Business Review to back that up. 90% of decision makers never reply to a cold call. They’ve walled themselves off with caller ID, spam filters, voicemail and something else they’re going to invent next Thursday.

Here’s the biggest shocker – they’ve got the Internet!

For many buyers, there is a belief that a Google search can do the same job as a sales person. They’ll find your products on the web but without the breathless hard pitch.

Here’s the thing. They’re right and you know it. We all do this as buyers in the consumer world and we know that the B2B buyers are doing the same thing when it comes to your business products and services.

In fact, 75% of B2B buyers use social to research their vendors according to a study by IDC.

This is why you and your sales team need to make social selling a priority. It’s not only a great way for connecting with people, it’s also a great way to  help them do their research. How?  By sharing content over the social network, sales people increase their credibility amongst prospects by positioning themselves as the experts in their field.

According to a study by Forbes Magazine, 78 percent of salespeople using these social media techniques and are outperforming their peers.

Sales teams that want to be, or stay, top performers need to embrace social selling as a habit and not just a tool.

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Do you want to join the sales people who outperform their peers? Consider my Social Selling Boot Camp Quick Reference Cards. They will help you turn your skills into profitable habits!

 

Kurt Shaver

Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a Salesforce.com rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications. Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.

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