Advanced Sales Development Solutions Strategies for the Sales Professional
When a new prospective client becomes engaged for considering your service, the phrase 'leading' indicates this as the point which the prospective client becomes a genuine lead.
What Does LeadingPOINT Offer?
LeadingPOINT began working with clients to assist them with sales development outcomes in the lead generation stage. Utilizing growing knowledge of LinkedIn marketing, and Consultative Social Selling principles combined with Consultative Selling, led to the development of the C3X System incorporating LinkedIn training and marketing to build a reliable pipeline of Market Qualified Leads ( MQLs ).
How Does LeadingPOINT Work?
LeadingPOINT is well known amongst our community for quality Sales Development Solution resources and LinkedIn training courses to enable you to leverage LinkedIn for your own Sales Development Solution Strategy results and business growth. As a specialist provider of LinkedIn training development, I understand how important it is to ensure your Sales Development work practice aligns to the everyday experience of matching your business development efforts.
How Can LeadingPOINT Help?
We provide two types of Sales Development Solution Strategies : the Collaborative and Concierge approach. The Collaborative works with you on an individual basis to assist you implement our C3X Sales Development Solution system into your everyday Sales Development activities and you lead it. The Concierge works for you to provide a complete Sales Development lead generation service to provide you with Market Qualified Lead Appointments, releasing you to focus on business development as a team.
The key Sales Development Solution resources I have developed are aligned to my custom business development system C3X. The consistent overarching outcome is the result of more qualified Sales Opportunity meetings.
For The Individual Sales Professional
LinkedIn recently reported that over 74% of companies have already completed over 50% of the purchase research online prior to contacting, or accepting a contact from, a company with the relevant service they were researching.
The individual B2B Sales Professional no longer has the luxury of relying upon their limited time for prospecting and lead development. Neither can a marketing unit justify a budget within a small business up to 50 employees that is dedicated solely to finding new qualified sales leads.
The B2B Sales Professional now more than ever is responsible for engaging a coherent system within a technology platform to provide a seamless, end to end lead generation outcome that maximizes automation, and minimizes manual input.
LinkedInPRO is a coordinated system of 3 separate, yet interactive functions all operating within LinkedIn.
This provides a seamless movement of the prospective Ideal Client's experience from the initial 'awareness' stages into an fully engaged interaction when learning the specifics of your service prior to making an informed decision.
And visibility and priority in managing new inquiries is completely seamless, allowing you to coordinate your own Sales Development activities at various stages of the Customer Buying Journey to support the building of a service focused relationship.
This leads to trust and recognition in your expertise, and your service's ability to solve their immediate challenge, whilst providing opportunity to build on this trust for maintaining longevity in client management and service engagement.
LinkedInPRO is both an educationally based guidance system helping you to learn, implement and receive ongoing support to maximize your sales development lead generation capability and your sales opportunity efforts.
LinkedInPRO also provides ongoing monthly coaching support with additional topics and skills based training and coaching to ensure the other important dimensions of sales development - namely knowing how to decode your client's intentions, and elevate your service above your competition's - is being supported.
You continue to improve your Sales Development capability in learning how to effectively and decisively influence your prospective clients to relate to you as a 'Trusted Advisor' and amplify your sales development results.
For The Sales Development Team
Sales Development Specialization is on the rise as reported by LinkedIn, TOPO, Salesforce, and other industry leaders operating within the Sales Development industry. Due to the rise of social technology focused on improving the ability to engage with potential clients, the specialization in understanding how to best utilize the technology, whilst maintaining the important personable relationship focus, has demanded the traditional Sales Development approach change.
This change has been assisted greatly by technology platforms such as LinkedIn. Social Sales Development is now the beginning point in cultivating and nurturing legitimate qualified leads in preparation for a sales conversation with a narrower bandwidth of qualification leading to a proposal.
What this means for Sales Teams globally is the necessity of having a reliable and accurate lead development system feeding into qualified sales opportunities which Sales Managers can reliably look to as an authentic Sales Opportunity pipeline. The challenge remains to ensure the Sales Team stay focussed on the sales opportunities, while a dedicated person or team leads the lead generation system to feed into the Sales Opportunity pipeline.
How does the Sales Manager coordinate this when there is insufficient resource for a smaller sized business, and they're concerned about the inordinate amount of time required to do this, potentially affecting their Sales Team's 'face time' with qualified Sales Opportunities?
Enter LinkedInPRO Concierge
LinkedInPRO Concierge is a dedicated outsourced service designed to work with you directly and build a consistent, reliable source of Market Qualified Leads that match the Sales Qualification criteria for building your Sales Funnel.
It releases your Sales Team to focus on working with the Sales Qualified Opportunities and ensures your lead generation efforts, information, and potential client visibility is all being tracked with the LinkedIn environment.
An example of this arrangement is when your Sales Team are coordinated and joined within the linked network of a Sales Navigator Team account and are able to receive notifications and lead development updates on various Ideal Client prospects you are seeking to develop sales opportunities with.