Cold calling isn’t effective—only approximately 2% of these calls lead to an appointment. Why? Largely because decision makers don’t want to waste their time speaking to strangers. So your sales people need to break down this barrier by getting leads familiar with their names and affiliations before they call. Your reps can first get introduced by a shared connection on LinkedIn, comment on the lead’s most recent blog post, or share or like a status update on social media, for example. By taking the time to warm up leads before making the initial contact, your sales people can increase their chances of getting a warmer reception.
With social selling, your sales team can effectively nurture leads, build trust and credibility, and create top-of-mind awareness, all which will help them make more sales by guiding prospects towards the right purchasing decisions.
When your sales people share their knowledge, expertise, and experience and take the time to educate buyers, they can establish their credibility, which is the crucial character trait that most sales reps lack.
Help your sales people ditch their old-school selling techniques and adopt these five more effective inbound selling techniques today.
About the Author:
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.