June 2021
Beginner
368 pages
4h 46m
English
Content preview from The Ultimate LinkedIn Sales Guide
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CHAPTER 20ACCOUNT‐BASED MARKETING, MANAGING ACCOUNTS & BUILDING DIGITAL RELATIONSHIPS
Many years ago, account management in sales was mainly done with a three‐month, six‐month or 12‐month catch‐up call. After the initial deal was closed, salespeople would call after a select period to see how things were going (whilst also looking for any other sales opportunities).
LinkedIn has brought a whole new world of opportunity to account management. Instead of only having these scheduled catch‐up calls, LinkedIn and social media allow you to build your relationship with your customers every single day.
By connecting with them on social media, you have the chance to engage with their content, clicking like and adding comments. You get to give value to them by sharing your own content. You get to follow what they are doing from their posts and they get to follow what you're doing from your posts.
Not long ago I was delivering training for a large company, and as I arrived and grabbed a coffee with the VP of sales, the first question they asked was ‘How was the Philippines?’ (The week prior I had been in the Philippines keynoting at a sales kick‐off.) How did they know this? Because I had posted about it on social media.
It builds a much stronger relationship; they enjoy getting to see what you're doing, and you get to enjoy seeing what they're doing.
There are a few great ways to do this:
- Share content regularly. Share what you're doing, share events you're attending, industry news ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.