The buying process has changed: Learn new skills and influence buyers at an early stage!
Buyers don't wait to be contacted by sales people to get to know new products and services.
Buyers use social media to explore relevant solutions to their needs and check recommendations from peers in the network prior to purchase.
In this new environment it is more important than ever that sales representatives adapt to the new buying process and upgrade their social skills.
Business is human to human. When practising social skills your social selling score will improve. It's an early indication of increased sales.
When you "stop selling" you sell more by helping the customer buy. Actually the lifetime value of customers buying from you is better than you selling to them.
When becoming "top-of-mind", for the value you add, the number of incoming requests from your network will increase.
When our teams approach new prospects, first of all, they have to it with incredible insight. And the way you do that is using the same technologies and approaches that they use to find us and our products, we can use to find out about them.
We started collecting success stories. We connected through the CEO's administrative assistant. Someone reached out to her and got a meeting with the CEO. Used LinkedIn to track the rest of the organization. We found the real decision makers. And the CEO recommended us. It ended up with 5 Million Euro sales within 3 months. A very big win for us. We have now stored 50 success stories, so we recognize leaders right away.
We are training our sales teams on Sales Navigator, which is product specific. We train them on how this tool is going to help them make money. And that's how we make all training go, cause their going to adopt it if they realize that it's going help them close deals, win business and make money.