TSE 1363: Use LinkedIn to Connect With Customers and Win Deals

11/02/20 • 32 min

1 Listener

Getting to know Joroen Corthout

Jeroen Corthout is co-founder and CEO of SalesFlare, an intelligent CRM for SMBs selling B2B. It’s most popular among agencies and SaaS companies. In this episode, Jeroen talks about his CRM platform and all the other ways to use LinkedIn to win deals.

Use LinkedIn to win deals

LinkedIn doesn’t share as much information on this platform as truly required. Sales reps have to do serious excavating to get the necessary information they need.
SalesFlare’s system is built around emailing, meetings, calls, and pulling out basic information from social media. With their services, all these sources come together. When a sales rep adds people to the system, it automatically pulls in the email exchanges they have including the person, meetings, and calls. Other members who are on the team have access to all these exchanges as well.
Automating data means having the ability to follow-up leads easier.
When making a LinkedIn connection, make it as authentic as possible. Try to imagine the clients’/prospects’ perspective and translate that to empathy in the contact.
Connect only when it makes sense. A lot of people appreciate when sales reps reach out after they sign up for the software.
It’s often more effective to first send several messages manually, tailor the message and do it several times. See the pattern before you automate the system. Think about your target audience in the narrowest way possible.
Be very targeted with your messaging and try not to generalize the process of reaching out.
There are many things that sales reps can do with LinkedIn, but it’s not enough to send people resources and links. Think of LinkedIn as an Instagram for business. Use images, build relationships, and get the conversation going.
Focus on building relationships on LinkedIn. It’s the best place for business. Don’t look at it as a networking party. Instead, think of it as a place to meet new people, share information, and engage.

“Use LinkedIn to Connect With Customers and Win Deals” episode resources

Reach out to Jeroen Corthout via his LinkedIn profile. You can also visit their site to learn more.

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at → https://pipedrive.live/tse use your code: pipedrivetse. This course is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. "We value your opinion and always want to improve the quality of our show. Complete our 2 mins survey here: thesalesevangelist.com/survey

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot...

Getting to know Joroen Corthout

Use LinkedIn to win deals

LinkedIn doesn’t share as much information on this platform as truly required. Sales reps have to do serious excavating to get the necessary information they need.
SalesFlare’s system is built around emailing, meetings, calls, and pulling out basic information from social media. With their services, all these sources come together. When a sales rep adds people to the system, it automatically pulls in the email exchanges they have including the person, meetings, and calls. Other members who are on the team have access to all these exchanges as well.
Automating data means having the ability to follow-up leads easier.
When making a LinkedIn connection, make it as authentic as possible. Try to imagine the clients’/prospects’ perspective and translate that to empathy in the contact.
Connect only when it makes sense. A lot of people appreciate when sales reps reach out after they sign up for the software.
It’s often more effective to first send several messages manually, tailor the message and do it several times. See the pattern before you automate the system. Think about your target audience in the narrowest way possible.
Be very targeted with your messaging and try not to generalize the process of reaching out.
There are many things that sales reps can do with LinkedIn, but it’s not enough to send people resources and links. Think of LinkedIn as an Instagram for business. Use images, build relationships, and get the conversation going.
Focus on building relationships on LinkedIn. It’s the best place for business. Don’t look at it as a networking party. Instead, think of it as a place to meet new people, share information, and engage.

“Use LinkedIn to Connect With Customers and Win Deals” episode resources

Reach out to Jeroen Corthout via his LinkedIn profile. You can also visit their site to learn more.

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot...

Previous Episode

TSE 1362: How to Manage Autopilot and Increase Sales Effectiveness

Getting to know Scott Roy and Roy Whitten

Scott Roy is the co-founder and CEO of the Whitten & Roy Partnership. It’s a sales consultancy that works with organizations to transform their sales performance. They work with 45 countries in the B2C and B2B markets.

Roy Whitten has been friends with Scott Roy for many years and they’ve journeyed through their sales careers together. Roy started in door-to-door selling but later on, transitioned into applying transformational work to B2B and B2C companies. He used his education and works in transformative learning to coach and train more than 100,000 people.

Managing attitude to increase sales

The issue is that when sales are going well, the attitude is great. When the sales aren’t going well, the attitude takes a downturn.
As a sales leader, Scott is looking for ways to help his team manage their attitude and drastically increase sales.
Managing attitude is more than just a causative attitude. It’s maintaining a purposeful attitude. It means having the ability to stay on track and see how things are going to work out positively.
The first part in managing attitude is by getting a clear picture of what the purpose is for your selling activity and conversations. The second part is no longer being a victim of circumstances and taking control of the process instead of being affected by the situation.
Scott volunteered in Cambodia and he discovered that the fundamental belief in selling is shared by many people whether they’re from a developing country or in the U.S: That selling is about pitching, convincing, and sometimes, pressuring people to make a decision.
Decision intelliegence can help salespeople to become so much more effective than the pitch, convince, and persuade strategy. This means being committed to help clients make the best possible decision.

Drastically increase sales with these 4 steps

Step one: Find a problem, stay on the problem, and not get off the problem until it’s solved. It’s about taking the customer through the journey of discovering their pain point and helping them identify the causes in order to eventually come up with a solution.
Step two: Know the impact of these problems on the company, employees, the brand, and additional touch points.
Step three: It’s all about the solution. It’s how the products or eservice meet the problems in a way that the problems are solved.
Step four: Calculate the return on investments and make sure that what you’re spending is worth it.
R = A+C+E. Result is based on three things: The attitude you bring to every moment of the conversation. C is the competence you have in how well you are able to get you customers to explore the problem. E is effort or execution as you do the activities at the right time to effectively sell.
Approach the customers with a problem proposition, not with what you can do for them.

“The Best Way to Manage Attitude and Drastically Increase Sales” episode resources

Reach out to Scott and Roy via their LinkedIn accounts. You can also visit their official website to learn more.

We’d love for you to join us for our next episodes so tune in on Apple Podcast,

Next Episode

TSE 1364: Sales Mindset Training is a Joke!

Donald didn’t believe in sales mindset training and it affected the sales process. Eventually, that belief changed. In this episode, Donald talks about how and why it changed.

Sales Mindset Training

Teaching somebody how to prospect means you’re also teaching them how to land more deals.
Donald went through a program called Thought Pattern for High Performance on CTV. It helped him understand that there’s more to a sales mindset than just the idea of a pep rally or giving somebody a quote.
Sales mindset is more about behavioral changes. It’s about making positive changes and looking at things you can control.
The pandemic has affected the mindset of many people and some of the changes haven’t been for the better. There is a need to regulate our thinking and look at our behaviors.
Underperforming salespeople would say that they don’t have time for prospecting because they’ve been busy doing other things. Top performing salespeople, on the other hand, are prospecting consistently.
Underperforming sales reps have excuses while top performing sales reps have successes.
Thoughts and desire lead to our beliefs and our belief leads to action.
Top performing sales reps have the belief or the desire to succeed. This belief system leads them to action and as a result, they find people to help.
Don’t stop learning and keep validating your beliefs. Teach yourself to make it a habit to have good beliefs that lead to great actions.
An individual must change his/her belief to change the pattern of what he/she is doing.
Sales leaders need to be aware of what their sales reps believe before they can help them improve their skills in prospecting.
Use tools like Pipedrive and Wingman. These tools, however, won’t help you if you don’t change your mindset first.

“Sales Mindset Training is a Joke ” episode resources

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com