The New Way Buyers Are Researching Your Solution | Donald Kelly - 1719

"Are you tired of your sales outreach falling flat and not getting the results you want? Well, you're not alone.

Many sales reps miss out on a crucial aspect of their customers' buying behavior. In this episode of the Sales Evangelist podcast, host Donald C. Kelly emphasizes the importance of utilizing LinkedIn as a tool for generating sales opportunities and engaging with prospects.

He highlights recent buyer behavior trends and provides insights on overcoming common challenges faced by sales professionals on LinkedIn. Listen to this week’s episode of the TSE podcast to hear a powerful strategy to maximize its potential.

Recognizing the Potential of LinkedIn

• Many sales representatives acknowledge being present on LinkedIn for years without seeing significant business results.
• Donald acknowledges the frustration and attributes the lack of effectiveness to a failure in properly utilizing the platform.
• He encourages listeners to acknowledge that their prospects are active on LinkedIn and proposes that engagement is key to success.

Being an Active Participant

• Donald points out that a common mistake on LinkedIn is observing and not actively participating.
• He urges sales professionals to break free from being wallflowers and actively engage with their network.
• Donald reveals the core strategy: posting at least one piece of content on LinkedIn every week.

Overcoming Excuses and Finding Topics

• Donald dismisses the argument of lacking time as an excuse for not posting.
• He underscores that investing 15 minutes in creating a post is manageable for those actively pursuing new leads.
• To counter the issue of not knowing what to post about, Donald suggests reflecting on objections received during prospect conversations.
• He advises addressing objections in a post, giving practical examples to illustrate how to do it effectively.

Tailoring Content to Address Objections

• Donald emphasizes the need to provide compelling reasons in response to objections.
• He advises sales professionals to dig deeper into objections to uncover the underlying concerns.
• Using a hypothetical scenario of selling a CRM to a prospect with an existing internal solution, Donald illustrates how to approach objections effectively.
• By addressing the deeper reasons behind objections, sales professionals can debunk misconceptions and provide compelling reasons for prospects to consider their solution.

Donald highlights the significant potential of LinkedIn as a platform for sales professionals to engage with prospects and generate new business opportunities. The key to overcoming common challenges and creating meaningful connections is to participate actively and consistently post relevant content.

Addressing objections in a compelling manner allows sales professionals to build trust and convert prospects into customers. Implementing these strategies on LinkedIn can yield remarkable results in expanding the sales pipeline and increasing close rates.

“I talked about this several places, but the data is also proving it because most of the buyers are tired of searching and clicking. What they're doing, however, is that they want to find stuff where they are. And the study has shown that 44% of buyers have said they are discovering new software and products via social media.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the...