How 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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How Harlow Group use Linkedin to gain new clientsWe here at Harlow Group are winning many new corporate clients using Linkedin in Australia.  I’m happy to share how we are doing it on a free webinar for our readership if readers are interested in attending.

I’ve found that the huge majority of the sales managers and sales people we speak with are far 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). 

Being a sales recruitment agency, 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 corporates (when you understand the hidden functions within). 

In 2013, we are looking for more ways in which we can contribute to the Harlow Group Network and I figured this would be a great way to give back.  If you are interested in attending a free 30 minute lunch time webinar where I give away some of our trade secrets, Click here to subscribe for email updates from the blog.  Happy to do this if there is interest.  An increase in blog subscriptions we tell me the demand is out there for the webinar to take place.  If so, I will arrange for the webinar to happen in the next couple of weeks and inform you of the details via the blog.

To your sales success!



P.S. – For more sales insights, SUBSCRIBE for email updates.


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Situational & Behavioral Interviewing
for the Sales ProfessionHarlow Group Whitepaper

Sales Managers are met with the ultimate challenge when interviewing sales people. Underequipped, rarely with any education in HR, they are interviewing the best interviewees there are; sales people! What questions should you be asking these candidates in order to understand whether or not they can perform the tasks of the position and ultimately achieve budget? How do you tailor these questions to suit your company and this particular position? Furthermore, how do you cut through the sales speak and find out if this person is genuine and has achieved targets in the past? This white paper answers all of the above.
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Cold CallingA topic of discussion in many an interview I’ve had with senior B2B sales professionals is ‘lead generation’ and ‘cold calling’ and their willingness to pick up the phone to generate a new business opportunity.  Many well established career sales people I’ve met feel as though they have moved past cold calling and no longer should have to do it, or they are not willing to do it.  “I’m past the stage of working in a role that requires cold calling.  I’m looking for a more ‘senior’ sales position”.

This begs the following questions:

  1. Is cold calling only necessary in junior sales roles or transactional sales environments?
  2. Is there value in cold calling in a strategic solution sales environment, where there are long sales cycles, large deal sizes and complex solutions being offered to enterprise clientele?
  3. Should you not have to make cold calls as a senior ‘new business’ sales professional?

My thoughts?  The highest paid and most successful B2B sales people I’ve ever met are more than willing to pick up the phone to a prospect they or their company has never spoken to before.  They are targeted in who they approach and have good reason for their approach.  Where their own referral network or marketing efforts do not give them access to the customers they wish to do business with, they will source the key decision maker or a key influencer’s name, pick up the phone, introduce themselves and ask for a meeting.  I believe cold calling should never be your exclusive or your major business development strategy.  As we all know, qualified referrals and inbound marketing leads have much higher conversion rates.  But to exclude it as part of an overall strategy is limiting to almost any business’s growth in my opinion.  There will almost always be key target prospects that can only be accessed in this way.  You may choose to send them a letter or an email, or invite them to an event first.  If this is ignored, you still have a cold call to make if you want to have any chance of securing the client. Situational & Behavioral Interviewing for the Sales Profession

Coming back to my original statement about established sales people who are not prepared to cold call and feel they have moved past it; I believe this to be a career limiting outlook and one that will also limit your earnings and success capacity in almost any new business focused sales position.  Social media and inbound marketing leads are hot topics at the moment.  Our aim is that these campaigns will lead us to getting on the phone and in turn, face to face with the customer without having to cold call them.  But when these campaigns and all other avenues fail to get a particular key prospect engaged in a discussion with your company, you don’t understand their needs and you’re likely to miss out on many key profitable clients; Clients that your competition is engaging with as a result of having picked up the phone to have a real conversation.

Long live the phone I say.  I’m not saying cold calling is the single most effective way to generate leads, as it’s often not efficient use of a sales person’s time.  But there will always be situations that call for you to pick up the phone, or miss out.  Especially in niche markets where there are a small few selected and named prospective clients.  I do however believe the phone will always remain the most effective piece of technology to engage and communicate with your prospective customers.  When it comes to having meaningful business conversations with prospective clients, perhaps not even the i-phone 12, with hologram capability will challenge the all mighty phone.



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Free Download: Interview Coaching White PaperHarlow Group Whitepaper

In this white paper we cover:

  • Taking the risk out of the interviewer’s decision to hire ‘you’ over the others.
  • Many people in interviews are stretching the truth. We’ll teach you how to prove you are genuine.
  • Intelligent questions to ask to enable you to know what the interviewer is looking for.
  • Going above and beyond in your research to give you the edge.
  • Interviewer styles to be prepared for and specific questions you are likely to be asked.
  • How to never leave an interview not knowing what the interviewer is thinking and how to overcome the interviewers concerns.

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