Kaleana Quibell’s Post

New in role - what they don't tell you about this sales trigger. Think about this example. You have a new hire in a 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻-𝗺𝗮𝗸𝗶𝗻𝗴 - 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲𝗿 position. Do you think he is going to put this in his 𝟯𝟬-𝟲𝟬-𝟵𝟬 𝗽𝗹𝗮𝗻: 𝘐 𝘩𝘢𝘷𝘦 𝘵𝘰 𝘨𝘰 𝘵𝘩𝘳𝘰𝘶𝘨𝘩 𝘩𝘶𝘯𝘥𝘳𝘦𝘥𝘴 𝘰𝘧 𝘤𝘰𝘭𝘥 𝘦𝘮𝘢𝘪𝘭𝘴 𝘸𝘩𝘦𝘳𝘦 𝘱𝘦𝘰𝘱𝘭𝘦 𝘰𝘧𝘧𝘦𝘳 𝘮𝘦 𝘴𝘵𝘶𝘧𝘧 𝘣𝘦𝘤𝘢𝘶𝘴𝘦 𝘐'𝘮 𝘯𝘦𝘸 𝘪𝘯 𝘵𝘩𝘦 𝘳𝘰𝘭𝘦. Well, probably not. Here is what they'll think about: • Remain in my area of competence - knowledge and experience. • Reduce risk - use services/tools that are well-known. • Learn about the product and understand priorities. • Build relationships with stakeholders. • Help team members. • Bring first results. 𝗜𝗳 𝘆𝗼𝘂 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲 𝘁𝗵𝗲𝗶𝗿 𝗰𝗵𝗼𝗶𝗰𝗲𝘀 𝘆𝗼𝘂 𝘄𝗶𝗹𝗹 𝗻𝗲𝗲𝗱 𝘁𝗵𝗲𝗶𝗿 𝘁𝗿𝘂𝘀𝘁. Here are some ways you can build it: 𝗗𝗶𝗿𝗲𝗰𝘁 𝗔𝗽𝗽𝗿𝗼𝗮𝗰𝗵 𝗥𝗲𝗹𝗲𝘃𝗮𝗻𝗰𝘆: Explore which tech stack they used in the past company. 𝗟𝗲𝘃𝗲𝗿𝗮𝗴𝗲: Use the information above to share free materials that can give clarity around different options to consider. 𝗘𝗰𝗼𝘀𝘆𝘀𝘁𝗲𝗺: Contribute to places where they gather knowledge. (Slack groups, LinkedIn presence, other) 𝗨𝘀𝗲 𝘁𝗵𝗲 𝗗𝗠𝘀: Build relationships even before they change jobs. 𝗕𝗼𝘁𝘁𝗼𝗺-𝗨𝗽 𝗔𝗽𝗽𝗿𝗼𝗮𝗰𝗵 𝗖𝗵𝗮𝗺𝗽𝗶𝗼𝗻: Implement a Direct Approach to the person in their team who is hungry for change and innovation. It's a whole topic for itself but there are ways to recognise this person. 𝗧𝗼𝗽-𝗗𝗼𝘄𝗻 𝗔𝗽𝗽𝗿𝗼𝗮𝗰𝗵 𝗛𝗶𝗴𝗵𝗲𝗿-𝗹𝗲𝘃𝗲𝗹 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀: At least a trace of an idea needs to be planted in their minds about who you are and what you propose, so when you decide to act on the "new in role" trigger, you can rely on some pressure from the top. Even if it's "𝘩𝘦𝘺 𝘤𝘩𝘦𝘤𝘬 𝘵𝘩𝘪𝘴 𝘨𝘶𝘺 𝘰𝘶𝘵, 𝘩𝘦 𝘴𝘦𝘯𝘵 𝘶𝘴 𝘢𝘯 𝘪𝘯𝘵𝘦𝘳𝘦𝘴𝘵𝘪𝘯𝘨 𝘷𝘪𝘥𝘦𝘰 𝘢 𝘸𝘩𝘪𝘭𝘦 𝘣𝘢𝘤𝘬" it can make a difference. -- This is one of those very intuitive things: 𝗻𝗲𝘄 𝗿𝗼𝗹𝗲 = 𝗺𝗼𝗿𝗲 𝗽𝗿𝗼𝗯𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝘁𝗼 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲 𝗮 𝗽𝘂𝗿𝗰𝗵𝗮𝘀𝗲. But I never saw people sharing exact data between "new in role" and "old in role" and the first coming on top.

I advised a client who wanted immediate sales to reduce their LinkedIn time (for now) They were using templates and hooks I’d written for them and seeing improvements. But their day job is busy right now and they were feeling stretched. They have a good in person professional network so I suggested they start making offers there. LinkedIn isn’t special it’s just a tool. Ppl need to start where there are at and it depends on circumstances. We are working togther long term so it’s fine. They’ll be more confident when they have more paying clients then we’ll work together to document their work with them online. Online works but it’s the same as offline. Generally people buy from brands or people they trust. That has to be earnt and it takes time. It’s not a magic bullet so ppl need to start where there is already a connection. This is what’s worked for me on and offline: Build trust Own any mistakes Demonstrate expertise Tell people about your services Deliver on what you say you will Make offers that solve people’s problems P.s Which brands do you trust? ———————— Hi I’m Iesha, I’m a communications professional with a side hustle. I help leaders and geeks career pivot, confidently create the lives and careers they want and build profitable passion projects. Engineer → Assistant headteacher →Head of Comms I write here every weekday. DM to find out more.

I'm hosting a roundtable this morning and talking with recruiters about business development. I think over recent years, this has become one of the hardest parts of our job for a number of reasons as follows: 1) Once upon a time, there was just the phone. You picked it up. You talked to people. You got visits and you got jobs from that as well as business relationships. 2) Then there was email, which was less effective and a few people liked you to use it. 3) Then there was Linkedin and you were and are never quite sure who is reading your posts. 4) People learnt to block emails 5) People had voicemails that they only occasionally responded to. 6) And then there are all the other things people do to gain attention - blogs, e-shots etc. Sales and marketing now is highly complex. Whereas before you had a good idea how people were responding to your messaging, often now it's like you are scanning the desert to see if anyone has heard you. I'm not sure how good it is for the mental health of those who do it. For me the interesting thing with regards all the people who block recruiters is that one day, they will need a job and when that day comes, presumably they'll be hoping we can get through to people like them to find a job for them.

There is a difference in an attempt to network with someone on LinkedIn, and spamming them with sales outreach. I'm sorry but if you give me the latter, I am going to respectfully remove the connection. Recently, I have been bombarded with messages here and relentless follow ups. I wish I had the time in the day to respond to everyone on their first outreach noting that I am not interested, but I just don't. It's really ruining my LinkedIn experience. I think sales departments are SO focused on total outreach numbers, and total attempts, that they are completely missing the mark on effective sales pitching. Out of all spam I am receiving, I am actually reading them... and I have yet to identify one this month that I would consider an effective approach. It's really just to check a box saying they say me a copy and paste blurb trying to sell me a service or tech product. And then they follow up. And then they follow up again... some a total of SIX TIMES within 10 days. But for influencer managers, I think this is an important discussion! Effective pitching, and effective outreach. It's really important to create a connection in that pitch that will differentiate you from the hundreds of others. Same for the sales pitches in my LinkedIn mailbox. Why are you different? Why is your talent the best choice? What problem is being solved by that partnership, or what value is being highlighted between the talent and the product? Fodo for thought 💭

Who hasn’t been guilty of assuming someone’s competencies based on their diploma, job title, or industry? ⁉️ Bias is everywhere, but we don’t often talk about the small and subtle ones that, unintentionally, prevent us from recognizing and leveraging everyone’s competencies and skills. 🤸🏿♀️ The stereotypes persist: If you’re in sales, you’re an extrovert who talks a lot and tells lies all day long. If you’re in marketing, you’re expected to be extremely creative, helping sales teams find the best lies in a creative way. 🤹🏽♀️ While it may sound funny to those not in sales or marketing, it’s short-sighted when you take a step back. In my 20 years of experience, some of the best salespeople I’ve met were actually introverts, excelling in following up and keeping commitments. 🤝 I strongly believe in a skill-based approach. It’s not easy to overcome the many conscious and unconscious biases, but with a growth mindset, the sky is the limit! 🚀 Asking here, who hasn’t been guilty of assuming someone’s competencies based on their diploma, job title, or industry? Share your tips to avoid biases 💡

Business Owners and Managers Make sure that you are set up with services to record and audit all phone calls and emails...AND DO AUDITS REGULARLY! Just now, and for the 3rd time in 4 weeks, I tried to connect with account managers at various companies to find out if they were fits for me to refer my customers to them. These LAZY F@&KS couldn't be bothered to pick up the phone for a 5 minute call to find out if I could hand them free business!! And way too many marketing directors out there are replying "UNSUBSCRIBE", instead of reading opportunities that are sent specifically to them. Arrogance and a lack of work ethic are way too prevalent across this new generation of employees, so make sure that you know that your sales and marketing people are not costing you customers and potentially valuable opportunities.

Are you a career coach looking to take your business to the next level? Have you considered the untapped potential of cold emailing? Let's delve into how this powerful strategy could revolutionize your approach: Targeted Outreach: Ever wished you could reach exactly the clients who need your expertise? With cold emailing, you can! Are you ready to target individuals based on industry, career stage, and other key factors? Personalization is Key: Tired of generic messages that go unnoticed? What if you could craft personalized emails that speak directly to your prospects' needs and aspirations? Are you ready to make a lasting impression? Building Trust and Credibility: How do you establish trust with potential clients from the first point of contact? Imagine sharing success stories, testimonials, and industry insights to showcase your expertise. Can you imagine the impact this could have on your credibility? Tracking and Optimization: Are you tired of shooting in the dark with your marketing efforts? What if you could track metrics like open rates, click-through rates, and responses to refine your approach? Are you ready to optimize your strategy for maximum impact? Consistency is Key: Do you struggle to stay top-of-mind with potential clients? What if consistent cold emailing could help you nurture relationships over time? Are you ready to stay persistent in your outreach efforts? Embrace Automation: How can you scale your outreach efforts without sacrificing personalization? Imagine using email automation tools to streamline your process while maintaining a personal touch. Are you ready to embrace the power of automation? Continuous Learning and Adaptation: In a world that's always changing, how do you stay ahead of the curve? Are you willing to experiment with different strategies and adapt based on feedback and results? Ready to explore the transformative potential of cold emailing for your career coaching business? Join the conversation and discover how this underrated strategy could be the key to unlocking new opportunities and driving success! #CareerCoaching #ColdEmailing #TransformationOpportunities

I have zero spare attention. I often think that I don’t have spare time, but that’s not the case. Even with two small boys, a full-time job, and the persistent need to sleep every day, I do have little pockets of time here and there. But even in those pockets, I don’t have much (or any) space for attention. This is why sales outreach is so ineffectual these days. Stick with me. People have zero extra attention to give to an email, LinkedIn post, or call that is not directly related to something they care about. And I mean, directly related. Your prospects might not have the same responsibilities that I do. But they are living in a very full world and not looking for something to take more of their attention, because they don’t have any to spare. What’s your one chance to get through, then? Relevance. Massive amounts of relevance. If you can’t be relevant to someone. Don’t even bother reaching out. #sales #outreach #digitalmarketing #socialselling

What do you think? Have things changed that much in business communication? Is it just me, or is this the new norm? Have you taken a moment to reflect on how things have changed over time? It feels like the way we communicate as individuals now is so different from how it used to be. I have been working in staffing for 24 years, and before that, I worked in international sales with large enterprise. Throughout my career, I have always prided myself on building strong relationships with my business associates, many of whom have become close friends. if you emailed or called a new company or its management, there would be an answer to your inquiry or request. There would be some sort of response. No, thank you! Yes, please tell me more about your business. I am not interested in your services. As a sales manager, you would know. How many No's before I get a Yes? How many requests for more information, and yes what will it take for me to become a trusted advisor for you? If you called or emailed someone would respond. However, that is hard to come by nowadays! I know we are all busy in this ever-changing world, but a few minutes to respond to a call or even an email is a big part of a great company. I bring this to you my colleagues to see if I am just set in my old ways, or is this still as important to you as it is to me? #Businessetiquette #Professional #Hiring #Marketing #Sales

When it comes to outbound prospecting, I typically see LinkedIn flooded with two schools of thought: 1. The less is more crowd 2. The more is more crowd Here’s what the less is more crowd looks like: 🔢 Lower number of prospective accounts ✨ Hyper personalization 🧠 Out of the box prospecting Here’s what the more is more crowd looks like: 📈 Increase your inputs to increase your sales 📞 More calls, more emails, more everything ➗ Confident in their sales math So, which group is right? In my experience, it really depends. I’ve been in situations where the more is more philosophy yields better results and times when the less is more mindset shines through. If I’m selling a complex product to a large company, then less is more has typically been the best approach. If i’m selling a more generic product to a small group of decision makers, then more has tended to better. The interesting part, I don’t think one inherently requires more work than the other, it’s simply a different kind of work. Strategic thinking requires more brain power, and putting in the inputs requires more grit.