Learn how introductions in sales can be gold, but need to be handled with care, and explore ways to compose an introduction that creates a positive experience for all involved.
- A few months ago, a sales rep in my company … reached out to me in a bit of a panic asking for my help. … He was worried he was about to lose a significant deal. … He had been unable to engage the CEO … and wanted to connect with him as a last-ditch effort … to save the deal. … He was looking for a warm introduction … and discovered that the CEO was a friend of mine. … I made the introduction. … There's a whole lot more to this story … but let's skip to the end. … Deal is saved, rep is happy, … and I get the following message from the CEO, … "Thanks again for your note as it made us reconsider." … What? … Why is he thanking me? … I should be thanking him. … Most sales professionals would agree … that getting a warm introduction to a prospect … is the most ideal way to engage potential buyers. … When it's done right, it is a positive experience … for all involved, the rep, the connector, and the prospect. … Now that rep made it look easy but he clearly had a plan … and if you follow the same steps he took, …
- Recall three characteristics of a customer-centric profile.
- Learn the steps needed to build a customer centric profile.
- Identify three strategies for becoming a thought leader on social media.
- Discover strategies for positioning yourself as a thought leader in your industry on social media.
- Recognize the two types of buyer intent indicated by social data.
- Recognize the different signals of buyer intent on social media.
- Identify the version of LinkedIn designed particularly for salespeople
- Navigate the various social selling tools that can accelerate your journey.