A wrong approach to the Platform leaves the SALES TEAM high and dry and also annoys the decision maker on the other side.
If used well, LinkedIn is an exceptional tool for your sales network: you can search for and contact potential customers, grow your accounts or secretly monitor the competition.
Thanks to LinkedIn, it is easier than a few years ago to map company organizational charts, find information or contacts that were difficult to discover, bypass the classic telephone filter and speak directly with the decision maker.
For those who work abroad, LinkedIn is a formidable support to reduce travel costs – I qualify prospects before I set off – or make trade fairs productive – I set appointments weeks in advance to get a return on investment.
So why is it so difficult for companies to get their sales team to use LinkedIn professionally?
Tell me if these sound familiar:
“I'm not social”
“I don't have time”
“our clients are not on LinkedIn”
No but you know my sector is very particular
and other amenities..
Yes? These are some of the most common excuses I hear from companies that prevent your salespeople from making more money through LinkedIn.
As beautiful as the theory is, afghanistan phone number library in practice your team doesn’t use it, uses it badly or with an unstructured approach that brings results only thanks to the “C factor”.
Many salespeople, especially in B2B, admit that LinkedIn has changed the way they work and made them more productive for their benefit and that of their company.
Unfortunately, these good “social” sellers often remain isolated cases and the company is unable to replicate the successful model across the entire sales team.
Please note: The wrong approach leaves the sales team high and dry and also annoys the decision maker on the other end.
53% of B2B salespeople have a bad opinion of both the salesperson and the company that employs them.
For all these reasons – business development and corporate image care – it is imperative to train your salespeople in the correct use of LinkedIn by removing any reservations they have towards the medium.
Read on and I'll show you how to demolish them one by one.
“I don't have time”
The mother of objections.
Your salesman pulls out all his arsenal and slaps you in the face that he doesn't have hours to waste playing on social media, he has to grind out miles and make appointments.
He already has his own budget to reach, which you generously raised for him at the beginning of the year, he just can't fit in space for LinkedIn in his agenda.
And you believe him.
You believe him because deep down you think so too, and you don't insist. Go and invoice, we'll think about LinkedIn another time.
You believe him because you lack a sense of what LinkedIn can do for your business:
How many potential customers are there on the platform?
