Over here at Tout, we've talked to numerous sales influencers in the space. So when it comes to what moves a successful salesperson makes, the tools they are leveraging and what is working in their sales process - they know it all. Here is their two cents on how to build a kickass sales pipeline and execute.
Being a salesperson today is kind of like running your own company. You decide the fate of your success. You sink or swim. Either you lose a lot of deals (your company fails) or you close a lot of deals (your company thrives). Selling today means you must have a solid plan that focuses on building your opportunity pipeline and development of a bomb.com prospecting plan. Now, building your pipeline is not a one-step process by any means. It takes some time. Let's start with some tips and tricks from Scott Britton on where to begin.
So you need to send them a cold email that will knock their socks off. An example of this: "The best cold email I have ever recieved." Give them a compelling reason to speak with you. Let me know that this conversation around your service will add value to their life. Try social selling. An example of this: I dug into my prospect's LinkedIn profile to find that he had expertise and was endorsed for "trolling."
Reached out to him...
After a few weeks of email communication and following up...got him on the phone for a walkthrough of Tout. Social selling folks. Even if it's as subtle as a personal comment on the first line of your initial outreach email. Make it about them.
As a salesperson your job is ultimately to sell things and grow revenue. Social networks open up an entirely new game for you to play and it's a very profitable one. -- Koka Sexton
Just as Scott pointed out, LinkedIn is powerful. And how you leverage this power is what is going to be key. When it comes to endless knowledge of leveraging LinkedIn to drive lead generation, create new opportunities and engage customers Koka Sexton is your man.
A LinkedIn profile should be as mandatory as an email address and a phone number for sales people.
You have all the mechanics of selling in place. Now it's having the skills to sell effectively that come into play.
In order to get some leads in that gosh darn pipeline, you are going to have to make some cold calls or cold emails. In order to qualify one lead you'll need to reach out ten prospects. Ultimately, 10% of your initial list will qualify as valuable prospects.
Here are some great tips from Sean McPheat and the ToutApp team about what it takes to build your sales pipeline:
Build your pipeline, be a social seller, leverage LinkedIn, be aggressive and execute.
Want some more tips and tricks? Check out our iBook: How to Write Kickass Sales Emails.
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