Top 11+ Ways to Win in Sales Without Face-to-Face Meetings

Top 11+ Ways to Win in Sales Without Face-to-Face Meetings

The times are tumultuous still, and to be successful in this attention economy, sales leaders and their teams must find new ways to earn the right to advance with more clients than ever before. The pandemic put us all a little behind, and to catch up will require a paradigm shift toward more meaningful social selling and new ways of really engaging without being physically present.

Get Attention

Even our “old-school” representatives have become comfortable with tech on some level, and we are almost all now operating at some level on LinkedIN. Even before pandemic, the company Sales Benchmark Index has been completing studies on how the most effective sales agents use Social Selling. They found that those with 5,000 or more connections on LinkedIN were nearly 100% likely to hit goals. If they used those connections to make at least 7 warm introductions a month, that number went up to 125%.

Here are a few things you should be doing on LinkedIN:

1.      Connect – whatever your limits are, use them to the fullest. The most effective people on earth know how to connect the dots and actively tap into large, diversified networks rich with experience and which cross over organizational, geographical and political boundaries. Try to connect with at least 50-80 people per day. You will want a good healthy mix of Key Decision Makers, Influences, Key Thought Leaders and Strong Coaches. Done well, connecting will become a way of life for those playing at the top of their game, and it is the most basic business building tool in today’s competitive, pandemic harnessed markets.

2.      Shape Opinion – You will want to start crafting 1-2 opinion pieces relevant to your space at least every week. Give real value to the network you are building, do not just flood the social pages with copy. Now is the time to master this.

3.      Interact – It is not good enough to simply put it out there….While you should be giving value add content to the market, you will want to sell, as well. The ratio should be at about 9:1. If you are not seeing many likes or comments, you are not engaging well enough yourself. Make sure you promote others, too.

Operating in this way, you will become the trusted advisor and the provider of choice for many. We have spoken with clients that are now making six and seven figure deals without ever having met the client, other than virtually and through social selling. If you are not already doing this, you have some catching up to do.

Be the Beacon

Leaders must guide the way. You will certainly have some individual contributors who just are not comfortable and have even intentionally avoided social selling. Help them level up by:

1.      Being Bought IN – Show them you are doing the same by setting the example. Every day, lead the way.

2.      Provide Real Solutions – Your clients are on LinkedIN where they are progressing rapidly through a buyer’s journey. You want to start to walk alongside and advise them in that journey early. If you are social selling, your will engage them 40% earlier than most. Understand their frame of mind by looking at the things holding their interest. Make sure you can give them a better ROI and make a positive impact on their business by truly understanding their goals, aspirations and problems and engaging their social persona.

3.      Become Multi-Threaded – within each future and current client, have at least three points of contact in the decision-making chain. For certain, there is a ton of talent movement these days, and your current champion or Key Decision Maker may move on before you have won. Do not let that be the reason your big deal goes elsewhere.

4.      Teach Your Team Business Acumen – sales has often been about relationships and over-reliance on charm, yet that is fading. It will be all about impact to outcomes, so in all the noise that we are seeing on social, you have to get very homed in on what really is important to each client. Know what they know, then teach them why what you have is the only logical choice. For your team to do this, you will have to help them up the quality of their conversations, and this means helping them truly understand your business and that of the clients you serve.

5.      Stop hitting the MORE button. Be focused on real outcomes and smarter about how to get there….Sure, for some, quantity counts, but when you have something of real value that really makes a positive impact on the client’s outcomes, that requires real quality of contact and context, not quantity. What you used to do – 120 calls per day equals 30 qualified leads equals 10 proposals equals one great sale – just will not work well going forward.

Optimize

Most companies have become especially bad at quality follow up and follow through. This is where tech can really help. The idea here is not to create and automate “send all” email campaigns but to accurately and effectively outsource your memory. Craft real sales engagement by becoming incredibly intentional about following your sales process using automation. Here are three areas to focus on right now:

1.      Inbound Leads – many companies say follow up in 24 hours. To be truly effective, your team needs to do this within 15 minutes. Make it meaningful and ask thought provoking questions that help guide the client down a buyer’s journey and let’s them know you are focused on them.

2.      Automate the process – use the tech you have to ensure the personalized process you want to follow is rigorously adhered to…. This is not about auto responses but about knowing where each client you are working to serve is in their buyer’s journey and what next action (or three or four) you can take to ensure they logically choose you at the end.

3.      Modernize Lead Gen – Become incredibly clever about your push selling. Innovate the virtual experience and then really personalize the contacts in ways that lets them know you are paying attention. 

Power of AND

You will still use the phone, you will still use email AND you will social sell in personalized ways. This will ensure you are leapfrogging those that are not, and there are still far too many very smart companies stuck trying to do things the old school ways they were taught in business classes. It is natural, yet not adapting could mean they also die a slow corporate death.

Get in sync with the new markets. Connect the dots and follow up using automation that helps make the contacts and the context meaningful. Teach your team a better business acumen and how to operate in the attention economy by selling well socially.

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CERCA Talent is a full-service Talent Firm with strategic focus in the areas of Life Sciences, Diagnostics, Genomics and Biotechnology.

Our clients choose to work with CERCA because of our deep understanding of the industries that we serve. They continue to work with us based on our knowledge and contacts which lead to amazing service to our clients. By working with the best clients, we are able to support them hiring the best talent in the industry.

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Scott Rivers is the Managing Director at Cerca Talent+, a Global Recruitment Solutions firm, where he directs the Diagnostics, Device and Genetics Talent Acquisition activities for the organization. Scott’s background as a recruiter, search firm owner and industry sales and marketing director gives him an inequitable advantage in today’s talent market. Regarded as an expert in Talent Acquisition and Employment Technology, Scott has consulted some of the largest companies in the world on how best to implement talent acquisition strategies into daily practice.

Scott’s past experiences include senior sales and marketing roles at global organizations including Bayer AG and Johnson & Johnson. His last industry position was the Global Director of Oncology Marketing at a Johnson & Johnson Company. There, he was responsible for all upstream and downstream marketing activities pertaining to the molecular oncology products of the organization.

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Scott Rivers

Helping clients acquire top talent for peak performance in the fields of Oncology, Genetics, Diagnostics and Life Sciences

62 articles

Even our “old-school” representatives have become comfortable with tech on some level in the last three months, and we are almost all now operating at some capacity on LinkedIN. Even before the pandemic, the company Sales Benchmark Index has been completing studies on how the most effective sales agents use Social Selling. They found that those with 5,000 or more connections on LinkedIN were nearly 100% likely to hit goals. If they used those connections to make at least 7 warm introductions a month, that number went up to 125%. To be successful in this attention economy, sales leaders and their teams must find new ways to earn the right to advance with more clients than ever before.

The pandemic put us all a little behind, and to catch up will require a paradigm shift toward more meaningful social selling and new ways of really engaging without being physically present. Here are some ways to Get in sync with the new markets; Connect the dots and follow up using automation that helps make the contacts and the context meaningful; and Teach your team a better business acumen and how to operate in the attention economy by selling well socially.

Let us know how you are evolving by commenting and sharing.

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Scott Rivers

Scott Rivers

Helping clients acquire top talent for peak performance in the fields of Oncology, Genetics, Diagnostics and Life Sciences

More from Scott Rivers

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