LinkedIn Introduces Deep Sales | Garnor Morantes - 1603

As technology, tools, and culture evolve, sales strategies evolve alongside them. In today’s episode of The Sales Evangelist, Donald is joined by the Director of Integrated Marketing at LinkedIn Sales Solutions, Garnor Morantes, to learn about “deep selling” - a powerful new way to connect and build sales-enabling relationships. Being loud and clear about the messaging is the best way to make new sales.  Since the pandemic, email outreach has gone up by 50%. However, responses have declined by 30%.  Buyers are getting more bombarded with messaging from sellers, so what are his insights? It’s a growing problem. Nearly 60% of the buyer journey is sent without the salesperson, meaning the buyer is researching and looking into solutions before contacting a seller.  B2B selling is in a crisis.  Buyers don’t want it because of the increased amount of sales without a seller. They can do information, talk to colleagues, or read online reviews, testimonials, and demos to see if it's right for them. Insights from the buyers help a seller determine who, where, and when is the right time to talk to a potential buyer. What is deep sales? It boils down to a new category of sales intelligence - a technology based on actionable insights like deeper account insights, relationship intelligence, and more robust buyer intent data. Those three types of intelligence make up the concept of deep sales. Spending time understanding the buyer’s journey and filling out changes in the hiring process can make up company funding. Shedding light on the best way to maximize and be a top seller is to use deep sales. Some of the software out there is a part of it - interactions on the platform. Intent-based solutions are essential. Deriving benefits from a deep sales strategy: LinkedIn launched content about utilizing Sales Navigator to refocus outreach efforts based on user intent.  For individual contributors, look at the signals and technology that will get better and smarter as they evolve.  Encourage your sales leaders to research the future of sales and selling, because changes are coming. For more content from Garnor, connect with him on LinkedIn. Visit the LinkedIn Sales Navigator website to learn more about the deep sales process and how you can implement it in your own organization.  This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without...

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!