Identifying Buyers Looking for Sellers
Randy Seidl
Board Member | CEO | CRO | Executive Recruiter | Sales Community Leader | Advisor | Consulting
Identifying Buyers Looking for Sellers
Sales professionals do an excellent job of finding the right companies and personas to buy their software or services.
But how do we as sellers identify the buyers who are looking for sellers?
Sales people need to be engaged with prospective clients through social media (LinkedIn, Sales Community, Instagram, Facebook, etc.) to maximize their productivity and to reach clients.
Be sure to register for a free year membership using the link below:
?? Get access to exclusive events, content, and tips and tricks from the top CRO's!
_____________________________
Tech Sales Insights LIVE
Join Randy on Tuesday, December 6th at 2:30PM EST for Tech Sales Insights LIVE featuring John Barrows, CEO of JBarrows Sales Training
→ This episode is sponsored by Convertiv , the Sales & Marketing Infrastructure as a Service sponsor of the Sales Community. Convertiv is a modern digital consultancy that delivers insights. Because digital moves at the speed of light, Convertiv’s clients rely on their expertise to deliver critical insights, flawless execution and measurable results.
"If you go and study what true servant leadership is, think about the very first word of servant leadership, and that is to serve. And I fundamentally believe the greatest leaders, regardless of role or capacity, are the ones that serve their people. They're not leading them. And through that servant-type approach, your leadership gets displayed and everyone becomes more successful."
- Carl Eschenbach
Check out our previous episodes here:?Tech Sales Insights LIVE
_____________________________
From Our Sponsors:
The Alexander Group
XaaS Customer Success Evolution
Recognizing the importance of customer success, technology companies have boosted their investments in this team over the last several years and have started to view customer success differently. How is your organization viewing the CS function?
Alexander Group is hosting an interactive roundtable for leading CS technology executives to ensure you’re building your best customer success team for 2023.
Thursday, December 8 | 2 – 3pm ET
领英推荐
Gong
When the economy is volatile…
Tough decisions must be made.
But they don’t have to be as challenging as you think.
There are 9 critical questions you should ask — and answer — to keep your team on track during an economic downturn.
We put them together for you in this checklist .?
Use it to keep your team’s numbers UP while the market is down.
salesbricks ??
In the newest episode of?salesbricks ' "I'm Not Selling You Anything,"?Brian Montoya ?? ?avoids bringing up the topics Mark Roberge is regularly asked about.
_____________________________
Advisory Board On The Move ??
Congratulations to a number of our Advisory Board Members who have recently started new roles!
Phil Castillo | Stu Gold | Scott Dunsire | Jeff Robinson | Bob Rinaldi | Chris Klayko | Timothy Puccio | Andy O'Brien | Mark Kosoglow | Joe Spencer | Bob Horn | Keith Roseland-Barnes | Rich Kucharski | Alexis Langagne | Bill Swales
_____________________________
Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Identifying Buyers Looking for Sellers
By Jim Ball
What the Idea Is: Today’s market is increasingly becoming “buyers looking for sellers,” and if companies and individuals don’t adjust their approach, they will miss out on many opportunities to compete for and win business. We are a small- to medium-size company, and roughly 80 percent of our sales opportunities come from clients looking for solutions who are finding us. Clients now want to purchase complex enterprise solutions in a similar manner to how they purchase consumer goods—by initially evaluating the technology and business proposition without the face-to-face interaction that many good sales professionals have become accustomed to over the years. Once identified and “screened” by the client, we typically see clients wanting to have WebEx presentations and product demonstrations delivered electronically.
You meet this challenge by developing your company/product website to be user friendly. It should have an easily accessible means of bidirectional communications (chat link, email contacts for questions, etc.) so clients can reach you to ask questions to further qualify the technical and business value of your company/solution.
Why It Is Valuable: This approach allows you to identify clients who are unseen, waiting to be discovered. Again, we see about 80 percent of our sales opportunities derived from buyers looking for sellers, including the very largest government agencies, commercial entities (healthcare, financial, technology, service providers, etc.), and national and international entities.
These methods have made us much more efficient and offer us the opportunity to appeal to a much wider audience (geographically) and have greater attendance from clients at our meetings. It has also improved our time to closure for opportunities. We close multimillion dollar deals without ever physically seeing the clients.
Company websites are just one method of electronic communications. Salespeople have to be engaged with prospective clients through social media (LinkedIn, Sales Community, Instagram, Facebook, etc.) to maximize their productivity and to reach clients.
How It Works: You must keep your website tuned with the latest information regarding your company, products, and sales contacts. There must be a method to measure the effectiveness of the site. You can usually do this by using tools like Google Analytics to determine if the site is gaining viewership or by looking at the trends for the number of qualified leads coming through initial contact from the website. If your leads are not growing, you need to tweak your site visually or with new, updated content that attracts the key words buyers are using to find sellers.
It cannot be overstated how critical the use of our website to locate buyers is for the success of our company. We have literally received $10,000,000 + size opportunities from qualified buyers who find us; our direct sales efforts pale in comparison. Our sales people become much more important after we turn over a lead.?