Page 66 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

relevant to their audience.

2. Find the LinkedIn groups in which your prospects are active. Answer
questions in the group. Pose your own questions and engage with those who
respond. Include links to topical content your company has available. If no
group exists, start one.

3. Find the blogs that your prospects read. Read the blogs for 15 minutes every
day. Retweet one or two and promote them in your LinkedIn status.
Comment on the blog. Make sure your name on the comment links back to
your LinkedIn profile or your company. Bloggers love comments. Good ones
will respond to you. Comment back to them. The next time you publish
something, ask the blogger to promote it. Build a relationship. Ask if he
would like you to submit a guest blog piece.

4. Participate in your company's blog. Check your email's “Sent Items” folder.
Often times you find yourself fielding the same questions from multiple
prospects. You've found an industry pain point! That makes for excellent
blog content. If a question comes up routinely, imagine how many people
would be interested in the answer.

To Recap

Buyers should not be asked to understand the salesperson's solution and
how it can help with their own goals. Instead, the salesperson should
understand the buyers' goals and how his own solution can help achieve
those goals.

The best-trained salespeople have experienced the day-to-day jobs of
their potential customers.

Modern selling feels less like a seller/buyer relationship and more like a
doctor/patient relationship.

Social media presents an opportunity for all salespeople to be perceived
as trusted advisors by their buyers. Salespeople should take some time
normally spent prospecting and reallocate it to social media participation.
The rewards are greater.