susan tatum

More and more salespeople have turned to LinkedIn to network and connect with prospects, and aided by automation, the volume of outreach has gone up exponentially. How do salespeople cut through the noise and make real connections with prospects?
In this episode, Susan and I discuss key ways salespeople can leverage LinkedIn, and how marketing can help. 

Key takeaways:

• Marketing focuses on one-to-many communications while sales focuses on one-to-one; the approach to LinkedIn should follow this same principle
• When it comes to LinkedIn prospecting, you'll produce better results with quality, not quantity, thus having tightly defined target personas are a key start
• Salespeople need to start conversations focused on the buyer's challenges, not the the company's solution; leverage marketing-produced content speaking to these challenges 
• People go to LinkedIn to connect with people, not brands; pick the most influential people in your company and focus on crafting their presence with a point-of-view, not auto-posts of blogs, etc.
• There are three different sales<prospect> conversations follow the stages of trust building; you have to earn the right to talk about yourself (don't start there!)