- Posted by Mark Elliott
- On February 22, 2018
- 0 Comments
One of the many challenges a sales person has is staying in contact with their B2B sales connections. Sometimes there isn’t an opportunity to move forward, and the connection slips away. Or maybe the timing isn’t right for the B2B sales connection. Or maybe they just don’t see value or a fit for your solution. Don’t let these sales connections fall through the cracks. Here are a few strategies to help you keep on top of these B2B sales connections.
Connect on LinkedIn
Connections on LinkedIn can be leveraged in a number of ways. I would recommend sharing relevant content on a regular basis. Ideally this content is a mix of your organization’s own content and appropriate third parties. This allows you to stay top-of-mind with prospects and clients. Being connected also gives you a front row seat to the content they’re sharing and any potential position changes. These are all great sales triggers.
Add them to your CRM
If the individual or organization is a fit for your business, add them into your CRM. If you don’t have a CRM, get one (you need it). In your CRM, add details of your conversation that you can refer back to at a later time. Plan a time to reach out to them in the future, and record this in your system.
Email thought leadership
Find the opportunity to share information that is relevant to your B2B sales connections. Maybe your organization wrote a blog that deals with an issue the prospect was having before. Providing educational information can change your prospect’s perspective of you from just a sales person to a consultant that knows the industry.
Don’t be afraid to pick up the phone and give them a call. Try calling early or late in the work day. Your connection will likely have less meetings and the gate keepers may not be in the office.
Look for them at events
Often when going to a networking event I will make a list of the contacts I would like to talk to. I would also check notes on past conversations to make sure that I maximize the time. Maybe the event will be the right time for them to speak further on potential opportunities.
If you make a great B2B Sales Connection find ways to talk and provide value. If you would like to speak about sales strategies or tactics for your B2B sales team, please contact me or reach out on LinkedIn.