The biggest challenge sales leaders are reporting to me right now is how to get their salespeople in front of buyers.
With the added complexity of the pandemic, where buyers are either busy, not in the office, or undertaking multiple jobs, getting through buyers during these challenging times is indeed becoming increasingly difficult.
So, what can we do?
1. Use all of your digital resources.
Utilize all of the digital resources you have to your advantage. That means trying to find ways to connect with people on LinkedIn, Twitter, Facebook, email, or company websites. Ensure you’re building connections on all of those platforms so that they will see you everywhere.
2. Get creative and reach out to a multitude of individuals.
Don’t limit yourself by only talking to one individual. This is a time to get creative. I want you to think about every single employee in that company as being valuable to you. They can either be a buyer, influencer, or spy.
3. Attend in person or virtual events.
If you can network in person (some of my clients are already attending limited, small networking events), do it. If you can be in front of people—even in a virtual environment—do it. Make sure you’re also using your time wisely: present to associations, conduct case studies, or interview your customers. Why? That will expose you to a broader audience with your prospects.
4. Publish a high volume of content.
Lastly, publish a high volume of content on all of your platforms. This is where you and your marketing department can be really strong partners. Use social media, blogs, or association newsletters to highlight your expertise and successes.
By accomplishing all of these steps, you create a powerful environment and perception where someone will answer your call and say, “I see you everywhere. Let’s talk.”
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