“No matter how I tweaked my messaging, I didn’t come anywhere close to the results I get when I manually send personalized messages.”
Today most B2B sellers must use social media to help achieve their quota.
LinkedIn is likely to be among their most effective social channels.
But many sales people use LinkedIn in ways that annoy the hell out of the people the sellers want to connect with.
The “connect and pitch” strategy may be the worst.
For higher-ticket SaaS sales, use of templates and automated messages on LinkedIn can destroy trust before you build it.
If your company…
“It’s amazing to me to see how often companies behave as if they don’t want you to contact them. And, when you do, nothing happens.”
You know how it works.
Because you’re a bigshot in your company, you focus on high-level stuff.
But maybe you overlook mundane details, like how a customer will reach a sales person in your company:
An interested prospect goes to your website and can’t find a phone number.
The visitor tries live chat. But your chatbot can’t answer her burning question.
She finally finds a phone number. Your voicemail recording annoys her. …
“A differentiation strategy is a way to stand out from the noise and give people a reason to choose your business over others.
“You’d think companies would be all about that, instead they all too often default to a generic strategy.”
Differentiation helps companies and products stand out in crowded markets.
It helps generate revenue by answering the key question, “Why should your ideal prospect buy your product rather than a competitor’s?”
Companies or products that dominate their market don’t need much more differentiation. Their leadership is their primary differentiator.
But for all other companies, differentiation is among the most…
“Organizations that can no longer do the things they once relied on to grow profitable revenue need to bring in a CRO to fix their revenue issues.
“This has been a common scenario since the pandemic hit, which is one of the reasons CROs are in such high demand right now.”
Today many SaaS companies have created the relatively new role of chief revenue officer. The practice started in Silicon Valley, and it has spread to tech companies everywhere.
If your company doesn’t have a CRO, you may wonder whether you should add one. You’re likely to have these questions:
“While only 46% of all salespeople reach who they believe are actual decision makers, and only 13% actually reach decision makers, only 1% of salespeople with less than one year of sales experience reach actual decision makers.”
In B2B SaaS companies, the most common model for generating leads relies on using business development reps (BDRs) or sales-development reps (SDRs) to help fill the sales pipe.
The reps may do cold or warm outbound prospecting. Or they may qualify people whose contact information comes from various sources. The sources may include content downloads from a website, pay-per-click ads, and more.