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Rex Biberston’s Followers (2)
Rex Biberston
* Note: these are all the books on Goodreads for this author. To add more, click here.
“Emails should be tested for deliverability and should not include any personalization until you know a lead opens emails. Social media engagement should only happen with leads who are actively using social media.”
― Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.
― Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.
“Priority follow ups rule of thumb: Always cut any stated follow up request date in half and never wait longer than one quarter for follow ups. For example, if a lead asks you to follow up with them next month, set your follow up date for 2 weeks out. If they ask you to follow up in 2 weeks, set your follow up date for 1 week out. And if they ask you to follow up in Q4 and it is currently Q1, set your follow up date for Q2. Business changes rapidly and if you are not connecting with your leads at least every quarter, you do not have a lead and you might as well kick it back to marketing for nurture.”
― Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.
― Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.
“How exactly does social selling work? For the purposes of prospecting for new business, social selling involves contacting prospective customers on social media platforms, most commonly LinkedIn and Twitter. Here are some pointers: Cultivate a relationship: Social selling is not for the quick wins, generally speaking. You can start simply by following a prospect, engaging with their content, and then inviting them to connect. You want to draw their attention, but not overwhelm them. Don’t pitch right away: In the early days of social selling, it was possible to immediately pitch a prospect online with some success. That time has passed, so don’t assume that when someone accepts your connection request it means they want to buy from you. Be someone worth talking to: Your prospects will see your public profile, so be sure to demonstrate your expertise in your profile and content. If you’re still using your LinkedIn account as a resume, you’re doing it wrong. Move from online to offline: The goal of social selling is not to run through the entire sale over social media. As with all initial contacting, your goal is to set up a real-time conversation over the phone or in person. While nearly all great salespeople communicate with prospects across all three of these channels, it’s best to become confident with one before adding another. Cold calling, while unattractive to many, will yield the greatest number of opportunities to learn which offers and messaging resonate with our prospects. The skill of adapting to prospects in live conversation is invaluable throughout the sales process. In fact, it’s one of the most important skills to master in order to advance your sales career.”
― Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.
― Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.
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