Vinay Apte’s Post

It’s not good enough to create demand for your product. You must also create demand for the USE CASE of your product. “But wait, aren’t those the same things?” No. Because you can’t create demand for your product if your target audience isn’t even thinking about the activity your product would help them carry out (use case). Take Commsor 🦕, for example. They help sales reps ask for warm intros to prospects from their network. If sales teams aren’t “asking for warm intros”, then any message from Commsor saying: “We’re a better way of asking for warm intros” will not work. Before they can create demand for their product, they need to create demand for their use case. (ie. Convincing people they should be “asking for warm intros”. To do this, they’d use Use Case Positioning. By anchoring on an outcome of “generating more sales leads,” they can speak to the alternative activities sales teams are doing to reach this goal: cold emailing, cold calling, attending events, etc. And they’d sell the concept of the new activity: “asking for warm intros.” Once they have these people convinced they should be doing this new thing… THEN, they can create demand for the product by positioning it against the alternative ways of carrying out that use case. (manually scanning LinkedIn and writing emails) And they’d sell the product capability of automating this activity. ——— Remember, your positioning and messaging will change based on the awareness of your target audience. The mistake is thinking you can have a universal set of positioning and messaging that can be used for everyone and in every sales & marketing asset. #positioning #messaging #demandgeneration #b2b 

95% of Sales Outreach Today: 🚩 Talks about the product, not the prospect’s real pain points. 🚩 Pushes for the sale too quickly, rather than educating or building value. 🚩 Sounds scripted or overly polished, lacking genuine connection. 🚩 Is indistinguishable from competitors, missing a unique angle. 🚩 Fails to convey why the prospect should prioritize your solution. No wonder it’s challenging to get prospects genuinely engaged or interested! When your team is pushing through social channels, cold emails, events, or even demos, but still seeing low engagement, weak follow-ups, or minimal conversions… It’s a sign that something in your sales strategy isn’t connecting. To stop leaving revenue on the table and start creating real demand, your sales engine needs these essentials: 👍🏿 Hyper-focused Ideal Client Profile (ICP) - know exactly who you’re targeting and why. 👍🏾 Differentiated Messaging that speaks directly to the buyer’s most pressing needs. 👍🏽 Strong Multi-Channel Strategy - concentrate on a few key platforms and do them exceptionally well. 👍🏼 Buyer-First Funnels that move buyers naturally through awareness, interest, and action. 👍🏻 Authority-Building Outreach so prospects see you as a must-have solution, not just another option. Thoughts ? #SalesSuccess #DemandGeneration

No one likes being sold to. I do everything possible to avoid filling out a form because I don’t want the barrage of follow-ups. But, buyers gotta buy. (That’s a common catchphrase, right?) The point is, your target audience IS conducting research and looking for solutions to their problems. And they’re doing this before they speak to a sales rep. That’s why your B2B social media strategy needs a refresh: >> You need to build trust and establish credibility >> Make sure your content is engaging, informative and helpful >> Train your sales team in social selling and help them understand what’s working And PLEASE don’t forget that social is not a broadcast channel – connect with your audience, engage with people, and listen for feedback. #b2b ----------------------- I share a practical, realistic approach for busy corporate sales and marketing teams who need to maximize the impact of their LinkedIn efforts. Follow along for simple strategies that produce real results.

SALES FACT: DID YOU KNOW! That most sales happen after at least five follow-ups with potential customers? This means that persistence and patience are key in the sales process. If you're giving up after one or two interactions, you may be missing out on closing important deals. Studies have shown that using storytelling techniques can significantly improve sales pitches. By incorporating narratives that resonate with the customer's needs and experiences, salespeople can build stronger connections and trust with their audience. Another sales fact is that listening is just as important as speaking. Active listening helps salespeople understand their customers' needs and concerns, allowing them to tailor their approach and offer solutions that genuinely help the customer. In the realm of B2B sales, using targeted leads and creating personalised content can boost conversion rates. The more relevant your content is to the customer's interests and needs, the more likely they are to engage with your offering. Share additional tips in the comments below. 📲 #SalesTips #B2BSales #SalesSuccess #MatrixMarketing

Why is it Important for B2B Sales Teams to be Active on Social Media? It's simple: being active on social media helps pre-warm contacts before a sales call. Here are 4 simple tips you can incorporate into your sales strategy: Reshare Company Page Posts with Your Own Insights: Add your perspective to company posts to engage your audience and show your expertise. Engage with Teammates and Company Page Followers: Comment on company and colleague posts to foster engagement and build relationships with both colleagues and followers. Tag Your Company in Your Own Posts: This increases visibility and helps build a stronger brand association. Recommend New Connections Follow Your Company's Page: Encourage new connections to follow your company's page to build familiarity, trust, and grow your company's community. However, remember not to hound potential clients—it's a turn-off and can damage the connection. Avoid sending a sales email immediately after making a connection. Instead, get to know one another first. A good sales strategy involves listening to what your community is saying and responding thoughtfully. Additionally, don't sell on another company's or person's post. If you see something relevant worth discussing, drop them a private message to start a conversation about one of their comments. By following these tips, you can effectively use social media to enhance your B2B sales strategy. #B2BSales #SocialMediaStrategy #CustomerEngagement #SalesTips #BuildRelationships

In today’s hyper-connected world, traditional sales strategies are no longer enough. Social selling has emerged as an imperative part of a company’s growth strategy, transforming how businesses build relationships and close deals. What makes social selling so powerful? It's all about meeting customers where they are—on social platforms—by creating authentic engagement, trust, and value. Instead of pushing products, it focuses on listening, understanding needs, and positioning the company as a trusted advisor. ✅ Why it's crucial: Building authentic relationships: Customers are more informed than ever, and they value businesses that offer meaningful connections rather than sales pitches. Shortening the sales cycle: Engaging early on with personalized insights leads to faster decision-making. Trust and credibility: Social proof and interactions build a strong foundation for long-term loyalty. By integrating social selling into the overall strategy, companies drive revenue and enhance brand reputation and customer relationships. The shift is no longer a luxury but a necessity for thriving in today’s competitive market. 💼 Ready to leverage the power of social selling? The time to start is now. #SocialSelling #CustomerEngagement #SalesStrategy #DigitalTransformation #B2BSales #Newsolutionsnetwork

Great insights from Richard van der Blom this morning. Here is how can you apply Deep Selling in your business. Deep selling or multithreading has been around for decades. The term comes from a computer programing technique that allows multiple processes to happen at the same time. Applied to selling, it is engaging with multiple points of contact within a company - to build internal consensus on a decision. What does that look like in real life? 🏈Imagine it's the Superbowl - it's fourth quarter, 2 min left on the clock, third down and they are on the 5 yard line.  Do they pass or run? They call a time out⏱️ Coaches are on the sidelines discussing their options; what play to run, who to put in. 🛑Problem → They each have an opinion on how to achieve the desired end result. Now in comes a specialist who has deep insight on this exact situation. He talks to each of the coaches: -To get their understanding of the problem. -To understand what they see as priority  After assessing the situation he makes a case for his idea on how to get the ball across the goal line. ✅He gets agreement from 2 of the coaches. Now he works with coaches, together they make a business case for their next "play" (idea) Those coaches - those are his "internal champions" - they will help promote and influence a decision. 🎯Here is why it matters to have an internal champion: The referee comes along and says... you have to leave.  But you are not stressed because you have 2 internal champions who can advocate for your play/strategy/solution Even when you are not there. They are selling for you. Genius right? The purposes of deep selling or multithreading is to: -identify an internal champion -build a business case for change -create internal consensus to change   -position you as the preferred vendor/solution 💡Why does it matter: -people leave, you can do a lot of work and then that point of contact leaves as so does your opportunity. -you will not always be there when decisions are made -if you have created a business case for change, you influence the narrative Next time you are reaching out, think of who else in you can connect with at a company.  ---------------------------- 🌟 Hi, I'm Cynthia. I make sales easy for elite high achievers to confidently sell their expertise to high value corporate clients. Not sure how to get started selling your expertise?  DM me "sales" and ask me how PS) I may or may not be remembering Super Bowl XLIX, where the Seahawks lost 28–24 to the New England Patriots  😢

Why is it Important for B2B Sales Teams to be Active on Social Media? It's simple: being active on social media helps pre-warm contacts before a sales call. Here are 4 simple tips you can incorporate into your sales strategy: Reshare Company Page Posts with Your Own Insights: Add your perspective to company posts to engage your audience and show your expertise. Engage with Teammates and Company Page Followers: Comment on company and colleague posts to foster engagement and build relationships with both colleagues and followers. Tag Your Company in Your Own Posts: This increases visibility and helps build a stronger brand association. Recommend New Connections Follow Your Company's Page: Encourage new connections to follow your company's page to build familiarity, trust, and grow your company's community. However, remember not to hound potential clients—it's a turn-off and can damage the connection. Avoid sending a sales email immediately after making a connection. Instead, get to know one another first. A good sales strategy involves listening to what your community is saying and responding thoughtfully. Additionally, don't sell on another company's or person's post. If you see something relevant worth discussing, drop them a private message to start a conversation about one of their comments. By following these tips, you can effectively use social media to enhance your B2B sales strategy. #B2BSales #SocialMediaStrategy #CustomerEngagement #SalesTips #BuildRelationships

‘Our leads are not good!’ … sound familiar? I’ve had 10 years of conversations with business & sales leaders to define ‘what makes a good lead?’ They usually start with ‘someone who’s ready to buy’… of course! But there is rarely a room full of people ready to buy that a marketing team can just open the door to. And with our consumer hat on, we can recognise the need to browse, research, compare, price, (even desire-but-can’t-afford), when considering a purchase - but this barely covers the multitude of states we go through as a buyer. I sum these states up as ‘levels of intent’. Intent is not time bound, it’s not easily measurable and it’s not always tied to a specific action. This is why calling a lead ‘not good’ can be unhelpful. My approach is simple; Define your audience across Demo, Firmo & Psychographics - these are who you want to target. Then use Jobs-to-be-done and behaviors to quantify (loosely) their intent. Cross-reference the two and voila: the basis of measuring a ‘good lead’. How? I aim to align the marketing channels, with an action-focused customer experience and a sales team ready to engage, to deliver the lead’s into ‘good’ status. If this is done well, we can: Understand who they are Understand what stage of the buyers journey the leads sit MOST IMPORTANTLY; Plan the next action required to engage them further The ‘most important’ point allows the business to quantify the effort required into moving them towards conversion. Which brings us back to the crux of this post; if it requires more effort to convert the lead, does that make it ‘not good’? Or does it mean the alignment is off? Or is it both? In short; As leaders, it’s our job to engage as many prospects as feasibly possible, then provide the most appropriate experience we can to increase and capitalise on their readiness to buy. ❓ Question for you is, are you doing that? #growthmarketing #b2bmarketing #butwhatdoiknow

I read LinkedIn™'s Deep Sales: The B2B Sales Playbook to Boost Revenue in 2024. Here are my 10 Takeaways and my additional Top Sales Tips 👇 1. Make a list of your most important clients    ↳ identify possible touch points     2. AI is not here to take your job. It’s here to ease the process    ↳ guide your sales team in efficient use of it     3. Tools without training fail to bring success in 85% of all cases    ↳ set up support or invest in proper training to adopt     4. Send Connection Requests prior to your Meeting    ↳ increasing the chance of a better first digital impression     5. Don't be just a seller, become an ambassador    ↳ relationships first, added value second, selling will be a result     6. Keep an eye on your Client's budget    ↳ ride the waves and pick the best one to upsell or cross-sell     7. Knowledge is Power and Power is Trust    ↳ spend your time on being informed and share trends     8. Connect with the entire Buying Committee (including Influencers)    ↳ Sales Navigator will help you to identify the DMU with one click     9. Selling doesn't end with signing a contract    ↳ Stay informed, regularly check in, keep adding value 10. Your Tip here?    ↳ Give it a shot in the comments Soon I will share more about our new Social Selling Program "IMPACT", which already has been a success with several of our long term Clients. PS: On a scale from 1 - 10 how do you rate your Social Selling Success?