From Cold to Connected: Why Great Sellers Build Audiences First | Benjamin Douablin - 1904

Did you know that having an engaged audience on LinkedIn can help you build your pipeline? Of course, you probably have no clue how to do this, but that's why I invited my guest, Benjamin Douablin, to the podcast. He's going to show you why this technique works for sellers and how to get started with building an audience on LinkedIn.

Meet Benjamin Douablin

• Benjamin Douablin is the Co-Founder and CEO of FullEnrich, a company dedicated to enriching professional emails and mobile phone numbers for diverse teams.
• With a rich background in business development, sales management, and entrepreneurship, Benjamin has cultivated a strong expertise in sales and digital transformation.
• He previously founded Salesramp and served as a Sales and Partnership Manager at Jellyfish, where he honed his skills in driving growth and building strategic alliances.
• Benjamin's academic journey includes studies at the London School of Business and Finance (LSBF), and his earlier career in the military reflects his resilience, leadership, and adaptability.

Leaders Helping Sellers Build LinkedIn Presence

• Benjamin shares how his company helps their sellers build a social media presence on LinkedIn. The leaders identify different individuals within the company, beginning with those who actively use the product, and encourage them to discuss it on LinkedIn. This strategy helped them capture the attention of their ideal customer profile (ICP).
• Subsequently, they work with their top sellers, assisting them in developing content creation skills. This empowers the sellers to share their daily lives and experiences with the product on social media.

Tracking Seller Success on LinkedIn

• It's relatively straightforward to track the success rates of cold calls for a sales team. However, measuring the effectiveness of video content on LinkedIn for each individual can be more challenging.
• Benjamin suggests that sales leaders should ensure their sellers are publishing content at least three times a week. This frequency is sufficient to guarantee content is being pushed out for engagement.
• It also allows you to identify what content is resonating and what isn't. The marketing director can then provide feedback to the sales team on their content creation efforts and offer support if they are struggling.

Small Engagement Is Better Than Millions of Followers

• When you're starting out, you might feel discouraged by only having one or two people engaging with your posts. Remember, not everyone can be Joe Rogan.
• Benjamin agrees that it's more valuable to have a smaller number of followers who actively engage with and appreciate your content than to have a million followers who simply ignore you.
• Give yourself grace and time; eventually, you'll be able to build a significant following on LinkedIn.

“You need to go slow to start feeling comfortable to publish content.” - Benjamin Douablin.

Resources

Reach out to Benjamin on LinkedIn. Visit FullEnrich to learn more about his company.

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 episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.