LinkedIn Sales Solutions Blog: Recent Episodes
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We know that the state of sales has significantly changed over the past few weeks. Many of you are now working remotely, face-to-face meetings are no longer an option, and you likely have a close eye on the economy. This environment makes it challenging for many reps to engage with customers and maintain productivity. Sales leaders are, in turn, making complex decisions to navigate this unprecedented time — to keep their workforces and communities safe, while also moving their businesses forward. To discuss pathways forward for sales orgs in these uncertain times, LinkedIn will host […] Related Stories* This Week’s Big Deal: The Evolution of Sales Management * This Week’s Big Deal: Realigning on Customer Intent * This Week’s Big Deal: Creating a Playbook for the Unknown
As we’ve written here before, intent data is one of the most promising frontiers for B2B sales and marketing. Focused on identifying online behavior signals that are indicative of purchase motivations (even in the earliest stages), intent data holds the key to meeting buyers where they are and delivering truly relevant and welcomed outreach. It’s fair to say many companies across the world are in a state of flux. For the past couple weeks, business leaders have sought to help their teams acclimate and adapt to a new reality. Now, as we settle into this altered norm, there’s a need […] Related Stories* What’s the Plan? Leading a Sales Team in Uncertain Times * This Week’s Big Deal: Creating a Playbook for the Unknown * This Week’s Big Deal: Turning Conversations into Conversions
Each Monday on this blog, we run a “This Week’s Big Deal” column, which aggregates and analyzes the most prominent trending topics of the moment in sales. Now, and for the foreseeable future, one topic overshadows all others: adapting and adjusting in the midst of a global pandemic response. It is the very definition of a big deal. The implications of this event are deep and wide-reaching, and we as a society are only beginning to wrap our brains around them. (LinkedIn has created a resource hub to help you navigate this crisis). Our goal on this blog is to help readers find […] Related Stories* What’s the Plan? Leading a Sales Team in Uncertain Times * This Week’s Big Deal: Realigning on Customer Intent * This Week’s Big Deal: Turning Conversations into Conversions
Editor's Note: In this period where many of us are sheltering in place, here's a vintage LinkedIn Sales Blog post recommending movies that can provide valuable insight into the sales profession. The scent of popcorn wafts through the living room. Assorted candies and snacks are spread out across the coffee table. You’ve loaded the sofa up with blankets and pillows for maximum comfort. Is there anything better than movie night? I can think of one thing that upgrades the experience: When those movies you settle in to enjoy offer value beyond mere entertainment. I would guess I’m not […] Related Stories* This Week’s Big Deal: Selling to Larger Buying Committees
This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. A sales process doesn’t work unless you work it. Easier said than done, especially in these challenging times. The amount of time that salespeople spend actually selling has been decreasing consistently since I started selling 25 years ago. Research validates this, showing that salespeople are not as productive as they could be. LinkedIn’s State of Sales report found that salespeople spend only 37.67% of their time selling. One of the primary drivers of this troubling statistic is the amount of […] Related Stories* 6 Ways to Improve Sales Productivity without Increasing Headcount * This Week’s Big Deal: Sales Operations, or Revenue Ops? * Here’s Where Sales Leaders Should Focus in 2020, According to Experts
Have you ever kept failing at something when it felt like you should be winning? It’s maddening. Golf comes to mind. Sometimes your whole swing feels perfect – the target is aligned, everything about the swing is smooth – yet the result is consistently awful. Then someone finally, thankfully, points out that your poor grip is what’s causing you to push every shot. While no one enjoys hearing about their bad habits, each revelation comes with inherent hope. In the case of our golf swing, a bad habit was identified so that a good habit – a new club-gripping routine – could […] Related Stories* Remaining Connected When “In-Person” Is Not an Option * The Water Cooler: How the Articles Shared on LinkedIn Differ between Europe and Asia * Salespeople’s Favorite Sales Movie Is Not What You Think It Is
Without a conversation, there’s no conversion. Salespeople have long set their sights on winning the deal. These days, we should really be focused on sparking the dialogue. In a highly competitive and buyer-controlled digital marketplace, reaching the point of engaging in a quality conversation is an accomplishment unto itself. Treating it as such can dramatically improve our ability to earn trust and build relationships. Think about it: If a seller’s primary goal during outreach is merely to open up a back-and-forth discussion, rather than pitching or prying or prompting in efforts […] Related Stories* What’s the Plan? Leading a Sales Team in Uncertain Times * This Week’s Big Deal: Realigning on Customer Intent * This Week’s Big Deal: Creating a Playbook for the Unknown
We’re all trying to figure out how to maneuver through unprecedented change by understanding how to navigate work and the coronavirus. Although many of you might be spending less time (or no time) in an office and it might be harder (or not possible at all) to get face-time with customers, we know that business continues. Whether it’s coronavirus or uncertainty of the economic environment, right now it’s not easy and there are a lot of questions. In connecting with you and other people in sales, we’ve heard some common questions centered on how to stay: Connected to both buyers […] Related Stories* 5 Habits Causing Salespeople to Miss Quota * The Water Cooler: How the Articles Shared on LinkedIn Differ between Europe and Asia * Salespeople’s Favorite Sales Movie Is Not What You Think It Is
Most business trends are easy to see. In fact, they’re often impossible to miss, repeated ad nauseum by managers and executives obsessing over the next best practice. Unfortunately, if a trend is obvious, it probably won’t provide a competitive advantage, and it might not even be all that meaningful. That’s why we’ve always appreciated the premise behind Rohit Bhargava’s long-running “Non-Obvious” series, which seeks to surface the most noteworthy undercurrents in the business world that are escaping the mainstream radar. Now, he’s gathered all of his best learnings and insights […] Related Stories* Using Data to Analyze and Improve Sales Performance * How a High-Performing Revenue Enablement Strategy Can Boost Customer Retention * Books for Sales Managers: 'Dare to Lead' by Brené Brown
A force multiplier isn't just a fancy-sounding term salespeople use to describe their solutions. Defined as something that allows you to get more done with the same or less effort (like switching from a screwdriver to a power drill), force multipliers can be critical to business survival. Today, most companies have a dedicated sales ops team because, as SiriusDecisions notes, the sales ops team serves as a force multiplier for the sales team by acting as the critical link between the development of key sales strategies and their execution. When you consider that the number of […]