Introduce your self and the process that you came to speak today.
Harvard Business Reviewhttp://www.hubspot.com/marketing-resources/marketing-statistics/http://www.customerthink.com/blog/b2b_sales_and_marketing_in_transition_whats_working?goback=.gde_4311285_member_176349737
I had to make a change to the way that I sell.
Challenger – Value Proposition – A new wayObjective – Introduce LinkedIn as the only source that can achieve this for a B2B sales teamWhat exactly does building strong pipeline entail?Since this is the top X priority for you to hit your number and you, not marketing, is not driving the majority of pipeline, let’s deconstruct together what exactly are the key activities in building pipeline so we can assess how well you’re doing with each and how LinkedIn may helpWho are the right people? One of the most inefficient and difficult things in the selling process for both buyers and sellers is when a seller is chasing the totally wrong person. What to talk about? There’s nothing more annoying than when a sales person has no context about you or your business and leads with product before they know if you have any interest…basic rapport buildingHow do I get a warm intro? Even if you’re the right person, we as buyers hate being cold called. It is so much better if a seller came to me through a trusted source because I could immediately tell the mutual connection I’m not interested. Since relationships matter, the seller couldn’t be too aggressive or would damage his/her relationship with the mutual connection.
Challenger – Our SolutionObjective – Demonstrate a simple, fast and easy way to identify the right people you want to speak with
53% of Revenue derived from Warm Introductions% of New Logo’s generated by % of New Dollars ($$) by Source Source Inbound Lead Warm Inbound Lead 34% Introductions 31% 38% Warm Introductions 53% Email InMail InMail 14% 14% 10% Email 6% Based on deals October 1, 2012 thru February 29th, 2013 - Schon Messier - LinkedIn Account Executive