Insights 37: B2B Selling Has Changed

Does your sales process look something like this:?

• Call
• Follow up with an email
• Call again
• Follow up again with an email

? - YOU’RE ON A PATH TO INSOLVENCY!

Modern Selling Looks Like This ??

• Publish engaging content
• Publish some more content
• Build Credibility
• Comment on their content.
• Ask them interesting questions via DM
• Tag them in valuable content posts
• Send them a Gift (something thoughtful)
• Become Friends over 12 months
• Then, give them a call
• Send an email

If you do this: YOU’RE ON A PATH TO GROWTH! ??

The whole new selling playbook is around 3 C’s:?

Content

Community

Commitment

Content is the most important piece of that puzzle.?

Without strong “engaging” content, you have NO CHANCE of getting the consistency as you progress toward your growth targets.?

Do you have high quality engaging content pieces?

Do you have sticky content which people want to be tagged in?

Does that content position you as AN expert in your vertical??

Does it compel people to want to appear in a podcast with you?

If it doesn’t, you need to get up to speed - FAST!

Sales in 2023 is Person-to-Person.

People want to connect with people - BEFORE they connect with your product or service.

As I’ve said before, in perfect harmony with the best LinkedIn minds:

The job of a CEO and Sales Directors in 2023 is “building human connection”.

And I know what you’re thinking - because so many have said it to me before:

“I don’t have time”.

Incorrect!

You’re not prioritising it! It takes a mindset shift.

As Chris Walker has mentioned on our podcast.

Content doesn’t require hours of sitting in front of a Google doc, typing out stories for your audience to consume.

Nor does it require you to learn Canva.

It’s a collaborative effort: Between you and your content team, or…

*ahem*

your content agency!

Time is flying by, whilst you are reading this.?

Tuesday was Melbourne Cup Day - the official start of the silly season.

Soon, you’ll be putting up Xmas decorations (assuming you still have a physical office) and planning your annual escape.

You need to invest NOW to reach critical mass in the new year.

If you want to launch your new outbound/content hybrid campaign in January/February, that’s fine, but know this:

YOU WON’T BE GETTING INTO SERIOUS CONVERSATIONS UNTIL MARCH.

AND YOU WON’T BE BOOKING NEW REVENUE UNTIL MAY (at least).

Is that really where you want to be at the business end of the financial year?

2023 is Ferris Bueller world for all of us:

Life comes at you fast!

But if you lay the groundwork NOW - here’s what your 2023 could look like:

You could raise millions of dollars in funding, just like Havard.

You could finally land BIG TICKET clients, just like Madalena.?

Or you could land partners that fill your sales pipeline for YEARS, just like Julian.

And if not?

This time of year is where Aesop’s fable is most instructive:

Are you an industrious ant - like Julian, Madelena and Havard?

Or are you the lackadaisical grasshopper they devour en route to wealth?

Happy holidays! lol

Look:

All you have to do is take the first step:

And if you do?

I promise you THIS:

At the end of FY2023:?

Your ONLY regret will be not doing it sooner!

I guarantee it, actually - money back!

And to help you out even more, I’m offering a 50% discount on your first month, if you start your content journey with us during November! ??

So kickstart your 2023 sales pipeline now:?

Help Me With My Content????

I’ll give you a complete content plan in just 59 minutes.

Peace, love and MODERN SALES,

P.S. my #linkedin-secret-slack-group is growing in strength week by week. I drop all the latest trends, hacks & tips as I see it happen into the group. You can request to join our secret group here.