June 2021
Beginner
368 pages
4h 46m
English
Content preview from The Ultimate LinkedIn Sales Guide
Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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.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.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.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.
INTRODUCTION
‘The reality is there are many decision makers out there who HATE cold‐calls and will never answer them. LinkedIn is the key to reaching them’.
I'm going to start this book with a quick story….
Not long ago I sat down with the CEO of a global multi‐million manufacturing company. As with all companies, to make money they have to spend money.
They have a whole host of suppliers and are often on the lookout for new suppliers. They need suppliers for components they use for their products, the copiers they have in their offices, the stationery they use, software, the list goes on.
The CEO of this company was often the target for salespeople trying to win their business. The majority of businesses that I've worked with, or met over my career, have one sales prospecting activity at the heart of their strategy, cold‐calling.
As you can imagine, this CEO received lots of cold calls to the reception each and every day. They were salespeople from a wide variety of companies and industries trying to sell a wide range of products and services.
UNFORTUNATELY, MOST OF THOSE SALESPEOPLE FAILED
Most of them never even managed to speak to this CEO.
Why is that, you ask?
Because this CEO NEVER answered cold calls. Ever.
It was not an approach they appreciated, and they had instructed the entire team to never connect a cold call through to them. The seriousness in the way they told me this, echoed by the response from the team, made me realise how true this was.
In all fairness ...
Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Read now
Unlock full access
More than 5,000 organizations count on O’Reilly
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.