Les commerciaux n'aiment pas prospecter. Par commerciaux, j'entends tous ceux qui ont un rôle commercial que ce soit des commerciaux salariés ou des indépendants qui ont, de fait, un rôle commercial pour se faire connaître.
Certes, on ne peut pas dire que tous les commerciaux n'aiment pas prospecter, mais une très grande majorité n'aime pas ça. J'ai managé des dizaines de commerciaux directement et indirectement (commerciaux de revendeurs) dans des business très différents pendant plus de 10 ans et j'ai rencontré vraiment très peu de commerciaux qui avaient le goût pour la prospection. Aujourd'hui encore, quand j'interviens en accompagnement ou en formation au social selling chez des clients, je rencontre vraiment très peu de commerciaux "chasseurs".
La prospection téléphonique, notamment, en rebute plus d'un. Certes ils n'ont pas toujours le choix et le font donc à reculons, mais très peu de commerciaux aiment ça. En plus de ne pas aimer ça, les stats et les articles se multiplient indiquant que la prospection téléphonique c'est fini, que les décideurs de répondent plus, qu'il faut au moins 6 appels pour joindre un prospect (pour information, selon la fondatrice de Booster Academy dans une interview sur widoobiz : 48% des commerciaux abandonnent après le 1° appel) …
How to Use the 5 Universal Triggers to Influence Your Prospects to Do What You Want In this session, special VIP guest Grant Pasay walks you through the 5 triggers that drive prospects to take action on your offer. If … Continue reading →
30% of companies interviewed predict they will spend more on sales technology in 2016. LinkedIn found that 90% of top salespeople are using social selling tools, compared with 71% of overall sales. 44% of employees of medium-sized companies (100-999 employees) use CRM tools versus only 23% of small companies (under 100 employees) [...]
In this blog instead of ranting about something that I detest, I’m just going to share. This is a real conversation I had on LinkedIn recently after accepting a connection request that was sent with the generic pre-populated message. Seriously! Meet Archer, he sent me a connect request on Linkedin and I wasn’t 100% sure if we had met. So I sent him a message, and the following dreary conversation occurred. At 10:53 AM, Alice Heiman said the following: Hi Archer, Nice to meet you. What inspired you to connect with me and how can I be of help? Alice P.S. this article will be helpful, Don’t Click to Connect http://bit.ly/1FYbKHU At 10:59 AM, Archer said the following: Alice – Thanks for your note. Our Company is a software development firm. We cover the entire software development cycle from architecture to product launch. We have a laser focus on providing the high-end technical resources, in a customer centric environment. This allows you to get the project results that you desire, in a cooperative engagement environment. So I was hoping to get 20 to 30 mins on your calendar in this week or the coming one to discuss your existing or upcoming projects related to software development around web & mobile? At 11:03 AM, Alice Heiman said the following: Hi Archer, Thanks, Tell me, what do you know about my company that makes you think it would be worth your time to get on the phone with me? Alice At 11:22 AM, Archer said the following: Alice – The purpose is to see if there is any project related to custom IT software development surrounding web & mobile where you need some outside support. If yes, we would like to show you our core capabilities and give you a little presentation about how we are different and better than others. Best, Archer. At 11:25 AM, Alice Heiman said the following: You didn’t answer my question. At 11:26 AM, Alice Heiman said the following: P.S. Note: My first message to you was all about you. Your message to me was all about you. You didn’t give me the answer to my question, you dove right into your pitch. Then when I asked you another question you didn’t answer it, you launched into your pitch. At 12:25 PM, Archer said the following: Alice – I’m sorry if I didn’t answer your questions directly. Let me answer your first question. What inspired me to connect you is your titles thought you’d be someone who might be interested in having our services now or in the future. What I know about your company is you help firms exceed their lead generation. My purpose of reaching you out again is to check if you have any need surrounding the areas I have mentioned above. At 3:03 PM, Alice Heiman said the following: No, I don’t have any needs in the area you mentioned. Here are some resources to help you get better results on LinkedIn: – 5 Basic Principles of LinkedIn – Building a Profile that Gets Results – Don’t Click to Connect – 10 Ways to Commit to LinkedIn – 8 Actions to Take on LinkedIn Every Day Best of luck to you. Alice At 3:04 PM – REMOVE! This is not selling. This is annoying. Are you or your sales people annoying people on LinkedIn? If you are not 100% sure about how your sales team is using LinkedIn, find out now. Ask them to show you what they are doing. If you want to be sure your team is using LinkedIn productively, call me (775)852-5020. I will get you the resources you need. Related
Today’s buyers do not expect to be interrupted or bothered by sellers when they are not ready to talk. But when they are ready, their expectations will be high. They will expect to be able to find their sellers and establish their reputation online. They will also expect the seller to be up to speed and to already have an understanding of their business, their market and their challenges.
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