Sellabilities? Sales Insights

News & Insights

Building a LinkedIn Presence That Drives B2B Sales

It’s 2024, and you’re noticing a shift in the market. Buyers are more informed, taking longer to close deals and engaging in extensive research. With access to a wealth of information, today’s B2B buyers are more independent, content-savvy, and value-driven. They increasingly rely on online content to guide their purchasing decisions—55% depend on multiple content pieces, spending over 50 days evaluating options before contacting vendors1.

While this evolution may feel daunting, it offers a chance to adapt and thrive. So how do you embrace this shift and effectively engage with informed buyers and ensure your brand stands out in a crowded marketplace?

View full article here: https://sellabilities.com.au/insights/building-a-linkedin-presence-that-drives-b2b-sales/

Are you on track to hit your sales targets?

Following our recent post titled “Is Your Pipeline Robust Enough to Hit Your Sales Targets?”—which received fantastic feedback for highlighting the obvious yet often overlooked truths (https://www.dhirubhai.net/feed/update/urn:li:activity:7254302947344297985).

We wanted to delve deeper into this topic and provide you with actionable strategies to help ensure you meet your targets, especially if your sales cycle features shorter average days to deal.

1. Robust Pipeline Review Meetings

Regularly scheduled pipeline reviews can provide valuable insights into the health of your opportunities. Make it a priority to assess your pipeline regularly and adjust your strategies accordingly.

2. Set a 4-Week Prospecting Challenge

Encourage your team to ramp up their prospecting efforts over the next month. This could involve setting daily or weekly outreach goals to generate fresh leads and fill your pipeline.

3. Train Your Sales Team for Success on LinkedIn

Social selling is all about leveraging online platforms to connect with potential clients and industry professionals. Here’s how your team can effectively engage in social selling:

· Share Valuable Content: Encourage your team to post articles, insights, and relevant industry news. Sharing valuable content positions them as thought leaders and keeps them top-of-mind for prospects.

· Engage with Prospects: Have your team comment on posts made by potential clients and industry influencers. Thoughtful engagement helps build rapport and can lead to meaningful conversations.

· Connect Strategically: Instruct your team to connect with prospects and other professionals in their industry. A personalized connection request mentioning common interests can significantly increase acceptance rates.

· Join Relevant Groups: Encourage your team to participate in LinkedIn groups related to your industry. Engaging in discussions within these groups can help them meet new prospects and establish authority in their field.

· Use LinkedIn’s Advanced Search Features: Train your team to utilise LinkedIn’s search capabilities to find and connect with leads based on specific criteria, such as industry, job title, or location.

Remember, a proactive approach to pipeline management and prospecting can lead to sustained growth and success for your team. Now is the perfect time to assess your current strategies and make the necessary adjustments to ensure you have a healthy flow of opportunities.

Imagine seeing a 25% increase in your forecasted pipeline value and a 23% boost in the number of opportunities in your pipeline in only 2 weeks!

Well, that’s exactly what happened for one of our clients.

How?

Are you missing opportunities to course-correct?

In a recent blog (https://lnkd.in/gXYt2E83) we touched on the importance of tracking key metrics in sales, but we wanted to take this further by diving deeper into Lagging Indicators vs. Leading Indicators.

See the full post here:

https://www.dhirubhai.net/feed/update/urn:li:activity:7247432690872827905

"The most valuable part of the Selling Fundamentals workshop was putting a structure around the sales process to keep the sale moving forward."

All too often, deals stall because the next step is unclear.

Having a clear structure in place is one of the most powerful tools a sales professional can leverage. It’s about more than just following steps; it’s about keeping the sale moving forward with purpose and clarity.

See the full post here: https://www.dhirubhai.net/feed/update/urn:li:activity:7249954184823758850

Is your team constantly discounting to win business? It doesn't have to be this way!

Here’s Why Relying on Product to Sell Doesn’t Work!

We see it quite often—organisations invest heavily in product training, making sure their sales teams know the ins and outs of what they’re selling. And don’t get us wrong, product expertise is critical. But we see many pitfalls.

See the full post here:

https://www.dhirubhai.net/posts/sellabilities_sellingskills-salestips-b2bsales-activity-7252491010503540739-vhAf?utm_source=share&utm_medium=member_desktop

How I Sell This ??? (Heading size)

We had some incredible guests on the show this month, each sharing their unique journey and valuable sales insights. Here's a quick recap:

Gaining Sales Growth Through a Commitment to Community

Craig Mundy – Owner and managing director at Snap Print Solutions in Albury/Wodonga.

Join Craig as he takes you on an inspiring journey from draftsman to a top franchisee at Snap Print Solutions, sharing invaluable lessons on adaptability, rapport-building, and the art of providing personalized solutions. Discover how his unique perspective on sales and marketing can transform your approach and drive long-term success—tune in now!

Understanding the Importance of Selling Value

Giles Cunningham – Senior Sales Specialist and Infield Trainer at Olympus Australia and New Zealand.

Tune in to learn how to add value to customer conversations and navigate the challenges of accessing decision-makers—this episode is packed with insights you won’t want to miss!

Do you know someone who would be perfect to feature on the How I Sell This Podcast?

We're always looking to connect with passionate sales professionals who have unique insights and experiences to share.

If you have recommendations, please let us know by sending an email to [email protected].

P.S make sure you're following the podcast on your preferred platform —exciting plans are underway to make Season 2 even bigger and better! Stay tuned for more incredible guests and valuable content coming your way!

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