Description

There is no question that the past year has brought permanent changes to B2B sales.  In particular, we have to adjust how we sell before prospects ever engage with a sales person.  Kenneth Roy recommends that sales people need to be super connectors and find a way to leverage people that they do not know to spread the word about the solutions they sell.  How, by establishing a presence online and sharing content and thought leaderships that others choose to share with their network. By doing so, you are selling before you ever talk to your prospects and building trust with no human contact. 

And this digital trust is not gained in a one hour zoom meeting.  It occurs when you curate your own digital thought leadership and by cultivating your personal brand.  Ken believes sales people can accomplish this by following what he referred to as 5 3 2.  Each number corresponding to the number of online posts made.

• 5 posts about your industry, solution, and your prospects’ peers.
• 3 posts about your product/solution, the success it has brought to your customers, and the role you played.
• 2 posts that are personal and give people an opportunity to get to know you.  And on this point, Kenneth emphasizes not to be afraid to put yourself out there. 

Connect:

Connect with Kenneth on LinkedIn and learn more about Sales Xceleration by visiting https://salesxceleration.com/.

Connect with Greg  on LinkedIn and check out Omedym’s website and their LinkedIn and Twitter