Consider your company’s collective network a critical piece of your competitive advantage and part of your business growth. A collective network extends your visibility, positioning, and influence. We tend to rely on salespeople to build the best networks and overlook someone else who, through tenure or access, talks with or knows the buyer or influencers within a current or potential client.  Our work shows that salespeople do not always have the most strategic network, especially if they have changed industries throughout their careers or have not thought about how they could use Linked ..read more

Understanding and leveraging LinkedIn can transform the way your business operates. LinkedIn is a powerhouse; as a leadership team, you need to ensure your company gets the most out of the platform. As we always say, It’s Business, Not Social.  With our expertise and over 35,000 hours of directly working within LinkedIn and its suite of products, we have found that leadership teams need to consider five critical concepts to ensure they are making the right decisions for their revenue and recruiting teams.  LinkedIn is second only to your CRM.  LinkedIn provides you access to o ..read more

The intersection of Industry 4.0 and LinkedIn Industry 4.0 heralds a transformational shift in manufacturing, led by advanced technologies such as the Internet of Things, AI, big data, and robotics.  A shift requires significant thinking, planning, and ongoing coordination from all business areas. It demands consensus, commitment, and communication. It also requires ensuring the message captures the attention beyond your manufacturing facility. LinkedIn plays a significant role. LinkedIn, the world’s largest professional network, is crucial in this digital transformation journey, connecti ..read more

In this article, we’ll dive into best practices and ways to leverage LinkedIn.com and LinkedIn Sales Navigator, including building a strategic network and the role of relationship development as part of a successful association business development and sales strategy.  “Association executives were asked which areas of their business development practices needed the most improvement. Historically, associations have prioritized the performance and effectiveness of membership, education, events and industry research programs.  However, business development competencies have largely bee ..read more

According to the 95-5 rule, only 5% of your potential buyers are ready to buy within any quarter, meaning that 95% of potential buyers will be “in-market” sometime in the future. Consider your addressable market, and then do the math.  Then consider that rarely is a decision made by one person, especially on B2B products and services, and then realize that in 2023 leaders are reviewing and scrutinizing expenses more carefully than ever.  As a sales leader or individual contributor, it’s more daunting than ever, even with the shiny new sales and marketing tools. The best tech stack wo ..read more

Summary from Jasper: •Companies should test new technologies to enhance their workflows and teams. • Opting for monthly payments rather than upfront annual subscriptions is the smarter way due to rapid advancements in technology.  • AI has come a long way, with applications such as MetaAI’s Cicero mastering the game of Diplomacy and engaging with human players.  • Monthly payments allow companies to make quick pivots that benefit their business needs more effectively than an annual contract would. Companies should continuously test new technologies to enhance their workflows and team ..read more

Account-based selling is not new, however, it is not common among most sales teams. Spaghetti on a wall works for lots of sales professionals and companies. However, buyers are savvy and want the information to be relevant and add immediate value. Random messages with little value or context dilutes a person or company’s reputation and brand position. Account-based selling or account-based everything model is about being strategic and intentional in your sales efforts. It’s not about casting a wide net and hoping for the best. Instead, it’s about identifying the accounts most likely to bring ..read more

Many of our clients have adopted an account-based marketing and sales approach and are jazzed about introducing LinkedIn Sales Navigator into their process. User-generated and filtered information provides the insight, entry points, and potential connections clients need as they build their account-based marketing and sales process. If you are not using Sales Navigator for ABM/ABS, reconsider why you aren’t. Knowledge and understanding? Cost? Resources? Let’s look more closely at Account-Based Marketing and Account-Based Selling. Account-Based Marketing (ABM) and Account-Based Selling (ABS) a ..read more

B2B marketing is a broad area and depending on the size of the organization – some terms may know and used whiles others aren’t. Presuming we all mean the same thing when we toss around marketing terms can be problematic. Worse, it can alter expectations, muddy how results are viewed and judged, and undermine the team’s effectiveness in this area. If we’re at least clear on the terms, what they mean, and how they drive the outcomes, we’re at least starting from the same starting gate. While this is not a definitive list, it covers what’s needed to build a marketing plan. For some, these terms ..read more

A full-funnel marketing strategy is an approach to marketing that focuses on moving potential customers through the various stages of the customer journey, from awareness to consideration to conversion. The goal is to ultimately convert potential customers into paying customers by providing them with relevant and valuable information and experiences throughout their journey. Too often hear current and prospective clients talk about using their marketing approach only as it relates to conversion. They skip right over the first two most critical phases believing they’ve already built awareness ..read more