Donald C. Kelly runs motivating sales training, online courses, one-on-one coaching, workshops, seminars and dynamic keynote presentations, he is the founder and the Chief Sales Evangelist, he also hosts The Sales Evangelist Podcast.
Join us in today’s episode as Doug C. Brown and Donald Kelly talk about the best practices for finding hot B2B prospects on LinkedIn. What are salespeople doing wrong on LinkedIn? Doug Brown often sees a lot of people on LinkedIn who are making prospecting a complex process.  The other mistake is that they’re not clear on their target audience.  Sometimes, it’s not the sales reps fault because they’re trained to prospect in a certain way. On LinkedIn, however, one has to think differently. Instead of targeting many people at once, it’s better to start narrowing at the top of the funnel and getting more focused going down.  Narrowing down prospects means that you’re able to pick 25-30 ideal target customers from your list of 100 people to prospect.  Think of the ultra-high quality prospects that you would love to do business with because the challenge on LinkedIn and other prospecting methods is the follow-up.  The power of follow-up is huge and impactful and this process has to start from the first conversation or from the first connection.  Prospecting today The prospecting game has changed because of the birth of the Internet but the basics of prospecting is no different then as it is now.  The basic concept of prospecting is still building relationships.  The difference in today’s sellers and buyers is the information. Sellers then had all the information. Today, buyers can access the information with a few clicks of their mouse or scrolls of their phones. Sometimes, they even have more knowledge than the sellers.  In terms of selling and prospecting, the buyers don’t care about what the sellers know. Rather, the buyers care about what they need, what they want, and what they have to have.  Sellers need to build the relationship and we need to make the prospects feel valued in the relationship. If you don’t build the relationship then you won’t get as high a conversion rate or a closing rate.  The goal is to sell based on value, and by value, it means what your prospects value.  Building the right way Sales is very much like wooing a person you like. You give them flowers, you do your best to impress them, and more.  The same is true for your prospects. You want to build a business relationship with them so you also need to let them know that you care about them and you want to help them solve their problems.  Asking permission will get you a long way. Before you start asking questions and digging information on LinkedIn, try to ask permission first. You will have higher chances of getting answered and replied to if you get their permission first.  Join the groups where the people you’ve reached out to are frequenting. Start answering questions in the group and position yourself as an expert.  You also have to use offline methods as well when following up and engaging with your prospects.  “LinkedIn: Best Practices for Finding Hot B2B Prospects on LinkedIn” episode resources Follow Doug C. Brown on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse 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.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  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. 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.
Join Donald Kelly and Jon James in this episode as they talk about how to use the ‘Ask me Anything’ strategy to land more LinkedIn appointments.  Jon James is the CEO of Ignited Results, a digital agency specializing in leveraging LinkedIn to get more sales opportunities. They work with their clients and help them with their LinkedIn marketing to get more meetings with prospects.  The challenges on LinkedIn Part of the challenge is the failure of not identifying who they’re connecting to, which is the driver in terms of who you end up on a call with or having the opportunity to ask someone for a call.  Salespeople need to start with good targeting.  Jon James recommends having a Sales Navigator to target the types of people who can be your ideal prospects. With Sales Navigator, you can target teams or companies with a certain employee count of revenue mark.  The LinkedIn outreach process Before you begin the outreach, you first need to look at your profile and make sure that it’s good to go. Check out the significant areas you need to focus on - the headline message, your headshot, and your background image.  A great headline is critical since it’s one of the top reasons that help people decide whether they’d accept your connecting request, and if they’re already connected, it will help them decide if they turn into a meeting.  Include in your headline your professional credentials/job title, put a client-facing solution statement. A one-liner that would explain how you help clients. Then, follow it up with something personal. Your statement in your headline is your way of building rapport with the prospects before you even met them for a meeting. Structure your LinkedIn messages There are four things to remember when it comes to LinkedIn messaging - hook, relate, bridge, and call to action.  Hook - mention their name and their industry. Relate - mention the issues they’re possibly dealing with. Don’t throw your pitch. Just relate to their problem.  Bridge - mention your solution to them.  The number one metric you want to judge on LinkedIn is conversation, and the conversation comes from engagement. The Ask Me Anything videos are a great way to start a conversation.  “How to use the ‘Ask Me Anything’ Strategy to Laned More LinkedIn Appointments” episode resources Check out Jon James and follow him on LinkedIn.  Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse 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.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  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. 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.
LinkedIn is a platform that opens many opportunities. In this episode, Daniel Disney joins Donald Kelly as they talk about how you can use social selling to turn LinkedIn into a lead, sales, and revenue-generating machine.  Daniel Disney released his second book called, The Ultimate LinkedIn Sales Guide: How to Use Digital and Social Selling to Turn LinkedIn into a Lead, Sales, and Revenue Generating Machine.  The book is a comprehensive guide on LinkedIn for salespeople, sales teams, and businesses that want to get the most out of LinkedIn.  Generating leads on LinkedIn Everyone can play the social selling game on LinkedIn. You can create viral content, grow your audience, grow your brand, and you can end up with a ton of leads.  The downside is that not all of these leads are good leads, they’re not your target customers, and they’re not likely going to convert.  Common mistakes salespeople make on LinkedIn #1: Keeping a weak profile. At least 80% of teams that Daniel has trained with have profiles that aren’t optimized. Their profiles are not customer-focused and are just poorly written CVs.  #2: Not sharing good content. Instead of sharing valuable content, they reshare company blogs that don’t add a contribution. They are sharing weak content with their audiences.  #3: Sending bad messages. Salespeople make the mistake of sending out terribly written sales pitches and spam messages en masse, in high quantities, in hopes that something comes back.  Common mistakes:    Bad profile Bad content Bad messaging   Today, the way buyers now buy has changed and the information they now have before making a purchase has changed significantly.  Rewind 15 years ago and decision-makers didn’t have access to the internet and didn’t have access to all the information that we now have. There were no media reviews, no Google, and all these other things.  Buyers were then at the mercy of their salesperson to provide them with the necessary information.  Buyers today have standards and what they need from salespeople has changed significantly as well.  Salespeople have to step up their game if they want to stay above the prospect or their customers.  Generating leads on LinkedIn Make your profile more customer-focused. The customers and prospects don’t want to hear about your accolades and other achievements. What they want to hear is how you’re going to help them and how you can be an agent to help them get to their goals. Make your profile fully-focused on your target audience.  There are two kinds of leads: the outbound and the inbound leads. There are things that you can do that will have people come to you and there are things you can do that will create opportunities for you to go to them.  Start by connecting with relevant decision-makers in the industry on a regular basis, ideally about 10-20 connections everyday. You also need to begin sharing relevant value-giving content to your audience to grow your network. Share some thought leadership pieces, share the stories of your journey, share your knowledge and experiences, and more.  You don’t need to be an expert to be successful on Linkedin. What you need to do is be authentic and share your journey with your audience. Your goal is to give as much value to your content as much as possible.  The Key to LinkedIn Messaging The key to LinkedIn messaging is hyper-personalization. It’s not enough that their names are there nor is it enough to mention their company. If you want to get more responses on LinkedIn, you need to make the message about them.  Do your research, read through their profile, look for their pain points, find something relevant to include in your message.  Use video messaging to show that you really want to speak to them as well.  “LinkedIn: How to Use Social Selling to Turn your LinkedIn into a Lead, Sale, and Revenue Generating Machine!” episode resources Follow Daniel Disney on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse 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.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  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. 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.
LinkedIn is a powerful platform and you can use its features to your advantage. In this episode, Ollie Whitfield talks about how to use LinkedIn voice messages and videos to schedule more appointments.  Using LinkedIn voice message for effective appointments The LinkedIn voice message is something new and not many people have seen it before. That’s why many are prompted to open it and listen to it.  LinkedIn voice messages show that you’re giving effort; it’s a slightly elevated way of showing your desire to build a connection with others.  Showing your face or letting other people hear your voice improves your outreach. A mere text cannot convey your body language or your tone.  A video message allows the prospects to see your mannerisms and that helps in building trust between people and implores them to do business with you.  Improving your video messages or voice messages on LinkedIn Think of it as a very targeted approach. You can’t send video messages or voice messages to everyone. Pick the right people to send the messages to.  Instead of going through all the other channels, take it directly to the decision-makers and have a great chat with them.  Make it a seamless conversation. Make sure not to send a voice message right off the bat. Set the expectation first. You can send a written message first, a heads up that you’re sending a voice note on a certain subject.  Lay the foundation first before sending the voice or video message so that they know what’s coming their way.  Ollie also curates content and posts it on LinkedIn. He takes note of the people who engage with his posts, lists the name of the people who engaged that fall under this ideal client profile, and then connects with them. Following up these people with a video makes the outreach personalized.  Research the people you’re going to send videos to. Don’t jump into doing videos right away. Do your research and think of what you’re going to say before you make the video.  “LinkedIn: How to Use LinkedIn Voice Message and Videos to Schedule More Appointments” episode resources Follow Ollie Whitfield on LinkedIn. Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook, about any sales concerns.  This episode is brought to you in part by Skipio.  Are you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.  85% of people prefer text over email and phone calls because they want to engage in a conversation. All text messaging is not equal. Customers respond to people, NOT BOTS. Be more like people and start having conversations that end in conversions. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and G Suite integration, you can access all the CRM data, launch bulk email campaigns, and set up automated sequences right from your inbox. NetHunt helps to move your leads down your sales funnel and never let the valuable prospects go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first 3 months along with free user training and a dedicated Customer Success Manager with any pricing plan.  Try NetHunt CRM today →  https://nethunt.com/tse 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.  We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  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. 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.
View 1927 more appearances
Share Profile
Are you Donald? Verify and edit this page to your liking.

Followers

Share This Creator

Recommendation sent

Join Podchaser to...

  • Rate podcasts and episodes
  • Follow podcasts and creators
  • Create podcast and episode lists
  • & much more

Creator Details

Location
West Palm Beach, FL, USA
Episode Count
1931
Podcast Count
3
Total Airtime
3 weeks, 5 days
PCID
Podchaser Creator ID logo 751512