Training

In B2B industries, we often pay big money in wages to employ experienced, well connected sellers who have a large network of buyers, but are your sellers making the most of their network in the digital world?

The answer is probably not. A study by Six Sells found that less than 20% of B2B sellers had been active in their newsfeed in the past 30 days, with some industries well below that benchmark.

It's an inconvenient truth that your buyers spend more time browsing their LinkedIn newsfeeds every month, than they do sat in front of your sellers, so why wouldn't you leverage that attention?

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The three stages to our training include:

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1 - Optimise your profile:

Many LinkedIn profiles don't clearly articulate who you are, what you do, how you do it, who you do it with, and why your ideal client should care, so every time a potential client lands on the profile of one of your sellers profiles, it is a wasted touchpoint.

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2 - Identify & connect with buyers:

Using LinkedIn Sales Navigator, we help your sellers to identify the industries, the companies, and the buyers within those companies who have influence over a buying decision. We then show your sellers how to save those buyers as leads, check activity alerts for opportunities to engage and build relationships.

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3 - Engage with buyers through content:

Once a seller has identified their ideal buyers, and has them saved as leads, we show them a number of ways to engage with those people by producing personable content that buyers will pay attention to, and commenting on your buyers content with thoughtful, valuable ideas.

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A quick note for clarification:

Sellers are people (from the CEO down) who have an active role in generating revenue for your business.

Buyers are people who work at a company you would like to sell to, and have some influence over future buying decisions.

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