Online marketing’s threat to the sales profession. We discuss two companies that have successfully cut sales prospecting activity out of the sales cycle all together, replacing it with online marketing activity to generate more qualified leads at a lower cost. This is part 6 of 7 of our interview with C level sales coach and CEO of Salient Communication, Elliot Epstein, discussing the modernisation of C level selling.
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Free Webinar Recording Download: How Harlow Group have been winning new corporate clients using LinkedInHow Harlow Group use Linkedin to gain new clients

We have been winning many new corporate clients using Linkedin in Australia. We ran a very insightful webinar for selected sales leaders in our network, where our MD Steve Ludlow shared how Harlow Group have been winning new clients leveraging LinkedIn.

Being a sales recruitment company, we have really needed to master LinkedIn as a candidate sourcing tool and have found along the way that LinkedIn is extremely powerful as a sales tool to reach new corporate clients (when you understand the hidden functions within).

We’ve found that the huge majority of the sales managers and sales people we speak with are underutilising LinkedIn; not knowing the many hidden sales tools that LinkedIn inadvertently has embedded within. As a result, they’re not having real success using LinkedIn to win business (certainly not to the extent we are right now).

We ran this webinar with the help of Martin Warren from insidejob who is a well renowned LinkedIn expert. Martin is Australia’s top mind in sourcing and recruitment technology and is now educating sales people in Australia’s top organisations, how to effectively use LinkedIn to get noticed and win new business.

Grab your lunch or a coffee and join Martin and Steve as they talk about what Harlow Group has been doing to win new business using Linkedin, how LinkedIn is changing the way people connect on a professional basis, and how you could be using it to gain a competitive advantage in the sales process.

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One Response to “Two IT companies that have cut prospecting activity out of the sales cycle [4 MIN VIDEO]”

  1. Alan Goldberg says:

    Not using linked in and other web based marketing tools for a sales team’s lead generation is like asking a tradesman to work without a tool box. The key however is what the sales people do with the leads that are generated. Remembering that today’s prospects have done their research and have chosen to contact your organization after this research , are your sales team fully equipped to work with the leads that are generated, are they aware of how to build a complete business relationship and clos the deal. The reason that sales people will always be in the game is a simple formula. Ask yourself when last you spent over $50,000 online without consulting a living being, and establishing trust in the product or service which you are acquiring . Lead generation is only the beginning. A professional sales person in the B2B market place is what clinches the deal. I always wondered why recruiters or employers marked people in or out based on their resume. Without the face to face interaction . How would you know what you are getting . Going back to my point of when last did you decide to spend over 50 or 200k without human interaction . The web and linked in are great tools to get the process started and can be great tools to maintain a relationship . The human interaction is what closes the deal. Just my thoughts.

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