LinkedIn Sales Solutions’ Post

Time is the most valuable resource on the planet... For salespeople, time is everything... So, how do you know if you or your team is spending this resource in the most effective way? This recently released report from Ipsos and LinkedIn Sales Solutions goes into this topic in more detail... A must read for the sellers and sales leaders in my network...

Navigating the complexities of the B2B landscape has never been more crucial as we step into a new era of selling. The defining factor? Data-driven approaches that elevate your game and outpace competitors. 📈💡 In partnership with 30 Minutes to President's Club, Demandbase offers 6 powerful sales templates, designed to convert account insights into victories. 🏆 These templates not only guide reps in approaching prospects but also provide actionable steps to accelerate deal cycles and boost win rates. Some examples: 💡 Prioritize your territory: How? By identifying buyer intent signals and targeting lookalike accounts to fill your pipeline. 🚀 Accelerate deal cycles: Multithread with relevant buyers, and nurture prospects to keep your deals moving forward. 🎯 Increase your win rate: Stay one step ahead of competitors and utilize engagement insights to your advantage. Curious about how to implement these strategies? Get these practical templates (including email examples) right here: https://bit.ly/3YcJQ9f 👈 Step into the future of sales, and start hitting your numbers today! 💼🌐 #B2BSales #SalesStrategy #AccountInsights #Demandbase #FutureOfSales #SmarterGTM

We had the opportunity to speak to Matthew Trotter, a high-performance Sales Coach and Co-Founder of Signal Led Sales about redefining demand generation. ⚡️ He broke down intent-based selling, explaining how the focus has shifted from trying to capture a maximum quantity of leads to identifying and engaging with individuals who demonstrate clear intent to purchase. As Trotter explains intent-based selling as the new model of demand generation, he states how it prioritizes the buyer’s journey and strategic positioning. This enables potential customers to be aligned with the company at the right time through the right message. 💭 Trotter discusses how teams can leverage various types of intent data, including zero-party, first-party, and third-party, to uncover leads who show a genuine interest in making a purchase. This includes data provided by clients, interaction data from a company’s digital platforms, and industry engagement data. Read the full article about improving win rates through demand generation: ➡️https://hubs.ly/Q02r-m-f0 ⬅️

Salespeople!!!! Here's why top sales professionals ARE Top Sales Professionals... because they engage with prospects across various channels, making 7-10 touchpoints. From emails to phone calls to social media interactions, there are many ways to connect with potential clients. Watch the full video here https://bit.ly/49pBZZS to learn more and hit subscribe for regular sales insights! Don't give up too soon! Most salespeople give up after 1-2 touchpoints. Is this you? And here's a free guide to help you increase your focus and sales! The 4 Week Sales Playbook https://bit.ly/3TNozB1 #sales #saleshacks #b2bsales

It can be really hard for sellers to connect with buyers these days ! Digital technology has allowed buyers to free themselves from cold, unwelcome outreach. Voicemail ensures buyers never have to answer a cold call ever again. Spam filters make it increasingly likely that buyers never even see a seller’s cold email outreach. But there is a way forward: deep sales. Deep sales culture is a living, breathing, evolving approach to sales that is rooted in conducting research and deploying a data-driven approach to selling. Before engaging in any outreach, high-performing sellers use data and research to gain a deeper understanding of buyers and their needs. To gain this insight, the most effective sellers engage in three key habits. 1- Focusing on accounts with the most whitespace.   2- Identifying buyers when they are ready to engage. 3- Going beyond shared connections to find hidden allies. Right now, the sales landscape is so challenging that almost three-quarters of buyers prefer a rep-free experience.  One of the big reasons is shallow sales tactics that waste buyer time and fail to close deals.  Implementing the three key habits of thriving deep sales cultures can be one solution. #deepsales #b2bsales #salesinsights #salestactics

When it comes to passing on leads to sales, timing is everything. Pass it too soon and sales might not act on it, too late and they might not have enough time to do their due diligence. But how do you know when the time is right? It all depends on the buyer persona. For SMBs, passing on leads earlier in the funnel may be more effective. But for mid-market and enterprise buyers, the threshold to pass on leads to sales needs to move deeper into the funnel. To ensure you're hitting the right timing for your buyer personas, keep track of key metrics like conversion rate, sales velocity, and win rate. Review these metrics every quarter until they're maximized. By doing so, you'll be able to optimize your sales process and ensure you're passing on leads at the right time for each buyer persona. #salesstrategy #leadgeneration #salesmetrics

Wanting to finally swim in the deep end of the sales pool? 🏊♀️ Check out the key findings behind the B2B Sales Playbook to Boost Revenue in 2024 🔑 Deep sellers (reps who are 2x more likely to exceed their quota) spend 50% of their time nurturing relationships with prospects. 🔑 Sellers who adopt the deep sales approach are nearly 2x more likely to beat their number versus shallow sellers. 🔑 Over 60% of deep sellers utilise sales intelligence tools to prioritise high-potential accounts, which is significantly higher than shallow sellers (15%). 🔑 62% of deep sellers conducted industry research versus only 20% of shallow sellers. Conducting industry research is a difference-maker. 🔑 When sellers ask for feedback from buyers, it builds trust. A majority of deep sellers (89%) seek feedback following an interaction all or most of the time, compared to just 53% of shallow sellers. Read the full report here: https://lnkd.in/ajikawo

I’m excited to see more talk of the buyer experience on LinkedIn. We’ve neglected their needs for too long. However, I’ve noticed we’re still light on the “how-to deliver-in-2024” content. 👉 How can you show up differently during your sales conversations? 👉 How can you do a better job at connecting and maintaining relationships?  👉 How can you differentiate amidst a 300% increase in competitive products? 👉 How can you adapt to different needs and expectations? 👉 How do you deal with longer deal cycles? 👉 How do you make smart decisions around (dis)qualification? And that’s when I realized I need to do a far better job educating on this front. So that’s what I’m going to do. Beginning with how to start a sales conversation that centers the buyer. What about you? What are you doing to deliver exceptional buying experiences? #sales #b2b

My last few quarters as an AE, my win rate was double the company average. Here are three things I stopped doing that led to success: 1) Stopped relying on Sales Ops to “score” my accounts It’s Sales Ops’ job to organize territory at scale. It’s your job to determine where you spend your time. Creating my own Account Prioritization Framework meant I spent more time with accounts likely to buy. 2) Stopped asking, “Tell me about your role.” Buyers get impatient with superficial questions. I stopped showing up expecting my buyer to educate me. Instead, I showed up with a point of view to share with them. 3) Stopped showing “high level overviews” in demos Eliminating the phrases, “30,000 foot view” and “high level overview” from my vocabulary significantly improve my win rates. Instead, we got right into the details of why we were different, why it mattered to the buyer, and how we could prove it. Since my time as an AE, I’ve taught these same principles to top performing teams at Qualtrics and MongoDB. Since teaching these (and other) principles in my Frameworks, more than 3,200 sellers have sold more and promoted faster by applying the same. I recently updated the Frameworks with everything I’ve learned in the last 18 months. The book increased from 77 to 121 pages of no-fluff, ready-to-implement today sales tactics. Whenever you are ready, you can get them at hitmyquota.com