In Business-to-Business Sales, Contact Intelligence Is Vital

If you know your customers’ daily challenges, you can easily explain how you can help them, whether that’s with a product or ad inventory. Most sellers, when they find a business opportunity, lead with email outreach. But a one-size-fits-all approach might not be the best way to identify the best way to reach the most valuable opportunities. What can you do with a name and a business email address? There’s a ton of information you can find out about your prospects if you can get a business email address for them. At the very least you’re going to have their company name and website URL. Once you visit that URL you will probably get a sense of what your prospect’s business is and how you might help them achieve their goals. Everyone email in a company’s business email address directory will tend to follow the same format, too, so once you know one person in an organization, it’s not very difficult to extrapolate that out over the people in the organization you want to reach. Usually you’ll be looking at some combination of first name (or initial) and their last name (with or without a dot separator). Some companies limit their name-side of the email address to a specific number of characters so there might be some truncation involved, but you don’t have to be Wikileaks to figure out the pattern. This knowledge is particularly useful if you’ve heard about a promotion or new hire in your target organization and want to get on their radar before anyone else. Unlock their social media accounts Business email addresses will also...

Networking in the Age of Social Media

Perhaps no other pocket of life has felt a greater impact from social media than the world of business. According to recent data, 98% of sales professionals across the UK believe social media is essential for closing deals. Networking with peers, communicating with colleagues old and new, and reestablishing connections with past acquaintances has literally never been easier – or more instantaneous. With so many people staking their claim across the internet, simply having a social media profile is no longer enough to stand out, and certainly not the best way to take advantage of the many benefits that social media offers. On the other hand, blindly blasting the same message out across multiple channels (he whose only tweets are auto-posted from Facebook, we see you!) doesn’t do you any favours either. To maximise the potential of your social media universe, here are key points and best practices to keep in mind. Know Your Channel Repeat after me: not all channels are created equal. Each one has its own unique strengths and, as a result, its own unique user base. Twitter users are looking for short-form bursts of quick information. Facebook users are more adept at long-form blog-style posts, and including a photo always helps grab attention, but isn’t necessary. Instagram and Pinterest are completely unique to each other, but both are driven by photography and imagery. LinkedIn is more professional in nature than just about any other network out there. Even if you’re broadcasting the same basic message across all channels, the shape that message takes will need to change depending on the network you’re using. There are...
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