![]() LinkedIn Sales Navigator is a great tool, a solid investment. Social selling (that amounts to marketing) just doesn’t cut it. Prospecting activities are resulting in more appointments and closed business for sellers. They don’t want to invest time in marketing tactics that don’t work. Marketers are making a fatal mistake-and many sales teams are in complete rebellion against social media. Don’t believe me? Stick someone from your marketing team in a room and ask them to cold-call! The script they come up with will usually fail. In many cases marketing is making the decision on social media (LinkedIn) training.Īnd that’s the problem. I’m going to get in trouble for saying this. And a communications technique that opens problem-solving discussions. Yes, using LinkedIn to research prospects. But nothing is more important than helping sellers prospect more effectively. My experience leads me to conclude: There has only been loose correlations between staying-on-the-radar and actual sales. Tweeting frequently, sharing valuable content, commenting on prospects’ updates, listening for signals. The problem is marketers pushing farmer-like “social selling” on hunters who don’t want it. And that can sabotage your ability to provoke responses that lead to qualified appointments. Yet we often treat communications technique as an afterthought. How you approach buyers is the key to getting in the door: from cold-calling to email. set appointments with potential customers faster.guide buyers to self-qualify/disqualify themselves.attract customers by sparking their curiosity.Why not cold emailing training? Successful Sales Navigator sellers are using an effective, repeatable way to: Sales reps are given cold calling training. “No matter your prospecting approach, if you don’t interrupt relentlessly, your pipeline will be anemic.” “Interrupting your prospect’s day is a fundamental building block of robust sales pipelines,” says sales trainer, Jeb Blount, author of Fanatical Prospecting. ![]() The most neglected prospecting skill is communications methodology. They’re getting LinkedIn guidance-without communications training. Reps aren’t receiving the right training. Yes, LinkedIn does everything in its power to prevent such use. I see one practice more than anything else: Spamming on LinkedIn using InMail. Most Sales Navigator users I’m meeting are sending InMail (email) with nearly zero confidence in their ability to earn response.Īre you trying to discover a faster way to get appointments set- for $10 plus per InMail!? It’s too expensive and time-draining as compared to other options. But not knowing how to provoke responses is the leading reason sales forces cancel their Sales Navigator account.Īfter investing in “how to use LinkedIn” they’re forced to cancel Sales Navigator. The ability to grab attention, earn response and start discussions with buyers! The part that helps get appointments set with prospects:Īn effective communications technique. Most are investing in Sales Navigator training however, they’re forgetting the most important piece. It’s killing most sales teams using Sales Navigator for prospecting. Lack of email/InMail response from potential buyers. The #1 reason for Cancelling Sales Navigator Most sellers are sending InMail messages on a test-and-learn basis.īig mistake considering one cannot test something as basic as InMail message open rates. Even worse, sellers are going in cold-with their cold email approach. They’re failing to focus sales teams on an effective communications technique to spark conversations with buyers. Marketing teams are making a costly mistake when training sellers on social selling. Mostly to access LinkedIn’s database and InMail-getting into to prospects’ in-boxes. Sales teams are spending big bucks on LinkedIn Sales Navigator. They put tons of time into learning LinkedIn Sales Navigator-neglecting communications techniques needed to get appointments set. It might sound silly, but this is happening to sellers I’m coaching. When at the gym do you only work on your biceps? Curl after curl after curl-all day, every day? Well, you might.
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