SalesLabs March Newsletter

Welcome to the March edition of the SalesLabs monthly newsletter. Every first Monday of the month, I share what happened at SalesLabs in the previous month, what worked or didn't work, and the lessons learned.

I also share what's coming next, a few resources that I can't keep for myself and my tip of the month. If you want to receive this newsletter in your email, you can signup here.

Enjoy!

February Wrap Up

February is already over, and it was another really great month of learning. I kept consistent posting on LinkedIn, and the results are really encouraging. Here is my monthly update.

I had 35 calls and meetings, 1 customer workshop, weekly coaching sessions with one customer and I recorded 4 podcast interviews. On top of that, I gave a talk at F200 Allianz about building a business that solves a real problem.

Below is an overview of things and projects that worked:

• I kept posting consistently on LinkedIn and generated 15 discovery calls, just for February. It's a jump of 150% compared to January
• I booked amazing guests for the podcast (with a focus on VP Sales who have built sales organizations in Europe)
• I got some great reviews on Bravado

A few things didn't work so well:

• Once again, I had to kill my pipeline, mostly because I was not focusing on the right ICP. I decided to stop chasing smaller deals with no expansion potential. The good news is that it forced me to chat with people who fit my ICP better, and the pipeline is much healthier now
• I had too many irrelevant conversations. Which is good and bad. Some days I had over 6 calls and meetings with prospects, most of them not fitting my ICP. I am really happy this is happening, but I had no product to propose to these people and I was giving free consulting away. That's why I am now very selective with my time, and I am launching an online group training to help founders and sales reps using LinkedIn for lead generation

What's coming in March?

• 4th of March: I have been invited by Techstars to run an event on how to use LinkedIn for lead generation. I'll be sharing my playbook and tactics to build a personal brand and start more conversations. Grab your ticket here
• 5th of March: I'll run my first webinar, on how to get started with social selling on LinkedIn. This webinar is built for salespeople, especially those who don't know what to post or how to be credible when building content. Register here
• 10th of March: I'll run a 2-hours workshop at Techstars, on how to build your Minimum Viable Sales Process. The event is private, but if you really want to join, just answer this message
• 12th of March: Alexander Haase from Hubspot and I will exchange on how to use video to personalize prospecting. The event is free and will be held at APX. I'll share it on LinkedIn as soon as it is available
• 26th of March: I'll do my first event in Lisbon. The team at Pipedrive invited me to join as a panelist to discuss AI in sales. Grab your seat here

Resources and useful links

Here is a selection of sales tools and resources I have discovered and enjoyed:

• I have been onboarded on Pitch. I made a post to share what I liked about it
• The Flip the Script video series is a must for prospecting. It really inspired me for my cold outreach
• I am launching an online training on LinkedIn, for founders and salespeople. I will send another message as soon as it goes live. If you want to save your seat and get a 50% discount, signup here.

Tip of the month

If you are trying to get started with posting on LinkedIn to drive more conversations, it can be really hard to know what to do and in which order.

Here is a 4-steps checklist, to get you started right now.

1. Define your audience

Find companies and individuals in these companies, that are ideal for the solution you are selling.

It's called an ICP (Ideal Customer Profile), here is one of my ICPs as an example: VP Sales of a Europe-based, B2B tech company, with an inside sales team.

2. Optimize your profile

Make sure your profile provides relevant information to your ICP.

Go check my profile for an example -> Thibaut

3. Comment

Focus on providing thoughtful comments on your ICPs post before posting anything.

An example of a thoughtful comment is a bullet-point summary of a video post. Most people don't watch full videos on LinkedIn, and posting a written summary increases accessibility to a video post, providing value to the person who posted it.

Go check that post as an example.

4. Curate, don't create

You don't need to create original content to get noticed by your ICP.

Instead, find content that answers questions your ICPs are asking and use it to create your posts.

I'll dig deeper into these strategies in my free webinar.

Save your seat here

Want to chat with me about sales, your business, or just get a fresh look at something you are working on? Then book a quick call with me here.