Fill Your Pipeline

In the world of LinkedIn, mastering the platform is not just about increasing connections; it's about creating meaningful interactions that translate into tangible business outcomes.

Let's look at a refined approach to LinkedIn activities aimed at nurturing and expanding your professional pipeline.

Embrace the Art of Subtle Engagement

LinkedIn is a 24/7/365 super conference for professionals seeking to create and engage in a network that transcends mere numbers.

The key? Strategic engagement without sales pitches.

Our conversations showcase the significance of contributing to discussions with insight and authenticity. By sharing your expertise without selling, you foster an environment where connections evolve into potential business opportunities.

I know this is hard to swallow for most sales leaders. But, it is a mindset shift that is necessary for the current buyer mindset. Buyers run from pitches. It's that simple.

As sellers, we need to overly provide value, insights and practical advice that can help our buyers with their day-to-day role. That is how we attract and retain their attention and earn the opportunity to talk with them. That's how it works with modern buyers whether we like it or not.

Content Is Your Digital Handshake

Your content is the initial handshake, the first impression.

Crafting content that resonates with your audience is crucial. It's about a balance between showcasing your expertise, without pitching, and providing tangible value.

This strategy not only elevates your visibility but also establishes your voice as one of authority and trustworthiness in your field. Here is the biggest challenge for most sales professionals - always be closing! The ABC's are have changed.

The new motto is Always Be Conversing. Sharing content that truly helps your clients is the key to attracting and retaining their attention and create qualified pipeline.

Strategic Connections: Quality Over Quantity

The pursuit of meaningful connections on LinkedIn is strategic.

It's about identifying and engaging with professionals who not only enhance your network but also present potential collaborative opportunities.

Quality connections are the bedrock of a robust LinkedIn strategy, fostering an ecosystem ripe for business growth.

Leveraging Insights for Informed Interaction

Utilizing tools like Sales Navigator to provide invaluable insights into your network's dynamics. Stay informed about new hires, promotions, and industry movements, you can tailor your interactions to be more impactful and relevant, further cementing your position as a thought leader in your domain.

Building a Pipeline through Authentic Interaction

The power of authentic interaction in building a solid professional pipeline is essential.

By focusing on nurturing genuine relationships rather than transactional connections, you create a foundation for sustained growth and opportunities on LinkedIn.

As we delve deeper into the intricacies of LinkedIn, the call to action is clear: engage with purpose, share with intent, and connect with sincerity.

Let's use the collective power of our insights and strategies to transform our LinkedIn activities into an engine for professional growth and opportunity generation.

This week on Mastering Modern Selling

The Modern Revenue Generation Fly Wheel

Modern selling is about how to attract and retain customer attention.

When we use cold outreach to capture demand, we are competing for 1-3% of our TAM who are currently in-market and ready to buy.

When we seek to CREATE demand, we get to communicate with 100% of our TAM all the time.

The Funnel Has Changed

Modern buyers behave differently. They rarely answer calls from unknown numbers. They are inundated with cold emails and it's hard to get our sales messages to stand out and get attention.

They prefer to do 80-90% of their research on their own. They get information from podcasts, live shows, YouTube, social media, review sites, colleagues, trusted advisors and friends. In a recent survey, buyers ranked sales people as the least likely way they would choose to receive information about a new service or product.

If sales are the least likely, they sales professionals have to change how they engage with buyers. This is why the Modern Revenue Creation Fly Wheel is digital-first, but not digital-only.

Come learn the steps and activities for the modern flywheel that has helped Carson close more than $1B in sales in his role with Microsoft in the past 10 years.

Join the Live Show - March 27 at 3:30 PM EST/12:30 PM PST

Or watch the replay on the same link.

Subscribe to Mastering Modern Selling Podcast

My mission is to help B2B companies like Microsoft Partners, manufacturers and professional service providers transform their GTM strategies and create demand with their customers. If you would like a free 1:1 consult on the modern flywheel and how you can test for your business, send me a LinkedIn message and let's chat.