Desperate for Attention in a Noisy Prospecting World (Money Monday)

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spk_0 This is Jeb Blunt and it's Money Monday on the Sales Gravy Podcast.

spk_0 Alright, it is Monday time to re-energize, refocus, and get ready for the week ahead because

spk_0 how you start your week is how you'll end your week. And this week we start with a brutal and

spk_0 undeniable truth. The number one reason for failure in sales is an empty pipeline. And the number

spk_0 one reason why you have an empty pipeline is that you are not doing enough prospecting.

spk_0 You see in sales everything rests on putting qualified opportunities in your pipeline.

spk_0 Prospecting is the beginning and the end, the alpha and the omega. If you don't prospect,

spk_0 you will fail and that is a guaranteed truth. Each sales day and every day you must connect

spk_0 with prospects, engage them in meaningful conversations, and convert them into pipeline opportunities.

spk_0 The problem is that we live in a noisy world in which these same prospects,

spk_0 while they're being inundated with prospecting messages from dozens of other salespeople

spk_0 who are also attempting to get their attention. So if you don't stand out, you will lose.

spk_0 But I doubt I'm telling you anything that you don't already know because it is freaking hard to

spk_0 get attention when prospecting these days and it's not getting any easier. There are days when

spk_0 it feels like you could be jumping up and down in front of your prospect in a pink bunny suit

spk_0 while throwing $100 bills in the air and they'd still ignore you. Now one of the key reasons why so

spk_0 many salespeople failed to break through this noise is that their entire prospecting strategy is

spk_0 pounding away at prospects through a singles communication channel, which is typically a series of

spk_0 automated emails sent through a sales engagement platform like Outreach or Sales Loft.

spk_0 And sadly, this sledgehammer approach just doesn't work anymore. Recent data reveals that salespeople

spk_0 are sending as much as eight times more email today than they did five years ago, but only getting

spk_0 a tenth of the results. Now one of the biggest reasons why prospects are just tuning out is that

spk_0 AI-powered sales automation tools have scaled email prospecting activity to an extraordinary level.

spk_0 You see in the past, writing a prospecting email will have required thought and taking time to

spk_0 craft a message that was unique to each prospect. It was a slow process which meant salespeople

spk_0 sent fewer but far better prospecting emails. Today, AI engines can pump out hundreds of cold

spk_0 email variations in just seconds with shallow and often cringeworthy personalization that more

spk_0 often than not turn prospects off. And as AI generated prospecting emails flood inboxes,

spk_0 the volume of this outreach has eroded any impact from the approved efficiency.

spk_0 Constant exposure to this irrelevant repetitive AI generated crap has left decision-makers

spk_0 exasperated. They are overwhelmed and it's causing them to tune out, turn off, and ignore all

spk_0 prospecting messages. Good or bad, human or AI generated. And this is why most sales professionals

spk_0 today are desperate to find new techniques to help them break through the noise and get attention

spk_0 when prospecting so that they can engage in more and more meaningful conversations.

spk_0 It's a given that most salespeople want a bigger pipeline filled with qualified opportunities

spk_0 and most salespeople want to sell more. Yet most salespeople overlook or underutilize one of the

spk_0 most powerful prospecting tools that is right at their fingertips. And that tool is linked in.

spk_0 It can be argued that the moment that the self-profession changed forever and the door opened

spk_0 to modern selling as we know it today was when Alexander Graham Bell said on the very first

spk_0 telephone call, Mr. Watson, come here, I want to see you. The telephone's impact on the

spk_0 self-profession was profound in lasting. Then as now, the phone remains the most efficient and

spk_0 effective means for conducting real-time synchronous human-to-human conversations with prospects.

spk_0 Alexander Graham Bell made his call to Mr. Watson 150 years ago. And since then, there's only

spk_0 been a handful of technologies that advanced the self-professional with such pivotal impact.

spk_0 The automobile, for example, gave sellers the freedom to cover wider regional territories more

spk_0 efficiently. Air travel literally gave the self-profession wings, expanding our reach nationally and

spk_0 globally. The internet put unimaginable data at the fingertips of both self-professionals and

spk_0 their buyers. Smart phones put powerful computers in our pockets and made communication ubiquitous.

spk_0 And video calling will that shrunk the globe and it accelerated cell cycles.

spk_0 And the CRM, the thing we all hate the most, that made it possible to efficiently capture,

spk_0 organize and access data. And today, artificial intelligence is rapidly transforming the way we

spk_0 develop inside from this data, revolutionizing targeting, prospecting communication, deal strategy,

spk_0 and forecasting. But of all these advances, none has had a more dramatic impact on the

spk_0 self-profession and your ability to connect with almost anybody anywhere at any time than LinkedIn.

spk_0 You see, LinkedIn is a vibrant ecosystem where a billion business professionals are linked together.

spk_0 It's a prospecting in sales with Army Knight with dozens of tools and applications for a

spk_0 variety of sales activities like prospecting, networking, research qualifying and list building,

spk_0 multi-threading and stakeholder mapping, pre-call planning, discovery, communicating,

spk_0 building familiarity and personal branding, and projecting thought leadership and authority.

spk_0 But what makes LinkedIn truly unique is that this giant database in sales ecosystem is constantly

spk_0 self-updating. This means that the data and contacts are never still. In fact, it is the only

spk_0 sales data center where you are always working with the most current information about prospects and

spk_0 their companies, which makes it an excellent list building tool. And this matters because when

spk_0 you're prospecting, the better your list, the better your outcomes. When you consider that the

spk_0 very essence of selling is connecting with people, building relationships and solving problems,

spk_0 it's easy to understand why LinkedIn is the most important technological advancement in the history

spk_0 of the sales profession. To break through the noise and earn attention, you need to ditch the

spk_0 sledgehammer and pick up a multi-function Swiss Army knife. Multi-channel prospecting sequences

spk_0 that leverage LinkedIn are that Swiss Army knife. Sequences diversify your outbound strategies

spk_0 with a multi-channel multi-touch interwoven message strategy that helps you stand out and break

spk_0 through the noise. And LinkedIn amplifies the impact of these sequences. A multi-channel

spk_0 sequence gives you the opportunity to meet prospects where they are and how they prefer to communicate.

spk_0 It also allows you to be creative with multiple iterations and formats of your message to home in

spk_0 on the one message that pulls your prospect in. And LinkedIn, when combined with AI and traditional

spk_0 communication channels like the phone and email, can give you almost superhuman prospecting powers.

spk_0 Sales professionals who harness LinkedIn and their fanatical prospecting sequences can transform

spk_0 their prospecting strategy and explode their pipeline with high quality opportunities by generating

spk_0 more leads, opening more doors and engaging and more meaningful conversations. Now, keeping it real,

spk_0 LinkedIn is not a prospecting panacea. It is not going to provide an endless stream of inbound

spk_0 leads with little effort. It requires hard work and effort, and it must be combined with other

spk_0 communication channels to be effective. It is, however, a key component of a complete prospecting

spk_0 system. From list building and co-calling to direct outreach to lead generation and long-term

spk_0 cultivation of future opportunities, LinkedIn can be a crazy powerful weapon in your prospecting

spk_0 arsenal if you choose to use it. And this is why I want you to stop this week and consider how

spk_0 you're using LinkedIn. Do you feel like you're getting everything out of LinkedIn that you should be?

spk_0 Are you scheduling consistent LinkedIn blocks on your calendar or are you erratic with your efforts?

spk_0 Take some time to consider new possibilities for how to make LinkedIn work better for you

spk_0 and recommit to making LinkedIn a core part of your fanatical prospecting routine.

spk_0 Now, in my new book, The LinkedIn Edge, I give you a comprehensive prospecting playbook.

spk_0 You gain tools, tactics, and techniques for building a road bus pipeline with both fast and

spk_0 long-game strategies for lending big lucrative deals and your dream accounts. Now,

spk_0 prospecting a LinkedIn can feel completely overwhelming. So what I'm going to teach you in

spk_0 the LinkedIn Edge is how and where to get started, how to build better prospecting lists and find

spk_0 who and what you're looking for to develop effective prospecting messages for both in-mail and

spk_0 LinkedIn direct messages, how to communicate on LinkedIn and conduct more effective prospecting

spk_0 conversations, how to get found and generate inbound leads, how to generate referrals,

spk_0 and get warm introductions to decision makers that allow you to skip over gatekeepers.

spk_0 And how to differentiate, build trust and stand out in a world that wants to commoditize you.

spk_0 My mission in this new book, The LinkedIn Edge is to teach you how to elevate your

spk_0 prospecting effort by blending LinkedIn seamlessly into your fanatical prospecting toolkit.

spk_0 And here's an awesome bonus. Once you purchase the LinkedIn Edge,

spk_0 you're going to get access to a comprehensive LinkedIn course with 10 videos and a reading and

spk_0 reflection guide. All you got to do is go to Amazon Barnes and Noble or wherever you buy books

spk_0 and purchase the LinkedIn Edge. Then after you buy the book, go to sells gravy.com forward slash edge.

spk_0 That's sells gravy.com forward slash edge and just follow the instructions to redeem your free course.

spk_0 I am so stoked and excited about this book because I truly believe that it is a game-changing

spk_0 playbook that will help you build a bigger pipeline and make prospecting easier.

spk_0 And never forget, when you're tired, when you're worn out and it's time to go home,

spk_0 always stop and make one more call. This is Joplin. I'll see you next time on the sales gravy podcast.

Desperate for Attention in a Noisy Prospecting World (Money Monday)

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