Glenn Donovan, Director of Clients at GaggleAMP is the featured guest on episode 184. Glenn and I have a conversation about a topic we are both passionate about, and that’s how the modern buyer needs a modern seller.
Without a modern seller, there’s a disconnect, and, that’s a bad experience for the modern buyer. As you can guess, it’s also a bad situation for the seller too–there won’t be a lot of selling success if he or she isn’t engaging with the modern buyer the way he or she wants to engage.
GaggleAMP is a social media engagement and reach amplification platform that enables brands to get their employees engaged on digital. As Director of Clients, Glenn looks after sales and customer success activities for the entire lifecycle. In his role, it’s very apparent that the modern buyer needs a modern seller. Let’s take a closer look at what we mean by that.
Who is the Modern Buyer
The digital world is overwhelming for the buyer. Glenn says that due to the Cloud and the SaaS model, they’re dealing with a tremendous amount of change, new vendors, and new technologies. The complexities elicit a fear of missing out and questions on how to effectively acquire technology from the many vendor options.
The modern buyer is not a singular individual in the B2B world, rather it’s a committee of people. Buying committees have always existed; however, the decisions are being made differently today. The command and control model, in most cases, has been replaced with informal buying committees that are often not aligned with the org chart. Tune into the podcast to find out how the stakeholders hold different titles than those you would expect.
How to Engage the Modern Buyer
Modern sellers must engage buyers where they are in their journey. Glenn points out that “the feeling always has to be one of empathy and understanding,” regardless of where they are in the buying process. The buyer is not as open to being informed by the salesperson anymore. Sales professionals need to be in the teach and learn mode to resonate with the needs of the modern buyer.Sales need to be in 'teach & learn mode'. #socialselling @topsalescoach @bernieborges explains whyClick To Tweet
Decision-making methods have changed, and Glenn says you have to “help the buyer buy” rather than sell to them. Think more about the channels that they prefer and how you can assist them in their decision-making process. He says you may even go as far as creating a custom piece of content. Find out how the modern seller is supported by digital channels by listening to our conversation on this podcast.
Think Digital Selling, Not Social Selling
Social selling only refers to sales activities on social media, and digital selling expands the approach to include all available digital platforms. Glenn recommends mapping out your territory and having a channel strategy for digital selling. Identify where your audience exists digitally, so you know which channels are best to engage on.
“Traditional LinkedIn” usage is very profile-centric, but when using the platform for digital selling it requires the sales rep to think about the possibilities. Instead of thinking you’re a marketer trying to build your personal brand, Glenn says to focus on connecting and engaging with people in your target audience. Below you’ll learn about GaggleAMP’s “Triple Tap” tactic and how it can work for you.
Glenn explains on this podcast how the Triple Tap model has been effective at GaggleAMP. He also explains how they’re using a multi-threaded account-based marketing (ABM) strategy to establish and maintain valuable conversations with decision makers at target accounts. In his experience with an ABM strategy, Glenn has learned not to be too formal. He says his previous goal was to prospect and fill the pipeline. Now he focuses on building relationships and delivering value.
Tune into episode 184 to discover how to measure results in digital selling and why Glenn says we need to “get over it and understand that’s the world today.”'Get over it and understand that's the world today,' says @topsalescoach #digitalsales @bernieborgesClick To Tweet
For insights on B2B marketing trends, download our Social Business Journal Volume 10 The 5 Most Influential Topics for B2B Marketing, sponsored by Lithium Technologies.
Featured On This Episode:
- Glenn Donovan on LinkedIn and Twitter
- GaggleAMP’s website
- GaggleAmp on Facebook and Twitter
- Visit the Vengreso website
- Follow Vengreso on Twitter
- Discover how to boost your sales through the Vengreso Social Selling Virtual Boot Camp
- Write a review of this podcast in iTunes
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This podcast originally appeared on Social Business Engine.
10 thoughts on “15 LinkedIn Profile Optimization Tips to Get Found This 2023”
My LinkedIn account was ranking on the first page for best mommys blog keyword quite a few years back and I didn’t have any idea. While working, I stumbled upon the Analytic section of LinkedIn and saw that most of the visitors are coming from search engine later on I realized that in my profile I’ve used “Mommy’s blog” word a lot of time and that is the reason why it was ranking well on SERP. This is how I came to know about SEO and I was also amazed by the fact that how easy it was to rank for competitive keywords back then. Anyways loved your article and please share more tips on SEO.
Thanks for sharing. The number of times you mention a word or phrase is still a factor for sure.
We love hearing tips as well as questions our reader, so keep them coming!
Should I change keywords overtime based on what’s popular on the internet?
There is a lot of value in this article, especially for those looking to improve their visibility on LinkedIn. My favorite of the fifteen tips shared in this article is number nine. I’ve observed that people with custom profile links, seem to get more attention than those who haven’t customized their LinkedIn profile URL. Interesting article, thank you for taking the time to put it together.
Customizing LinkedIn URLs create more visibility for sure! Thank you, Bret.
I agree with the recommendations, they are a very important part of our strategy on LinkedIn, it can give confidence to potential customers (or leaders when someone is looking for a job).
People shouldn’t underestimate keywords on their LinkedIn profile! This helped potential buyers to find me on LinkedIn more easily when they searched for certain products and/or services. Thanks Viveka!
Thank you for another great blog post. For the alt text and/or naming images, do you mean two to three different keyword phrases as a maximum, like this?
B2B cybersecurity content marketing writer , technical writing cybersecurity content , cybersecurity technical writer , David Geer
Or can you add more keyword phrases than this?
Hey David – I honestly don’t know the efficacy of adding more keywords than that. I would stick with what you have above.
All the information is very helpful which can help us to increase our Profile ranking on LinkedIn. Another big interesting article, this blog is very useful for the Optimization of my LinkedIn profile.
I also get much knowledge from this blog.
thank you keep sharing.