The following is an excerpt from a white paper that I submitted to a white paper writing workshop ran by award-winning copywriter Steve Slaunwight, which received his personal endorsement.
Did you know that a staggering 90% of sales teams within B2B companies still rely on email prospecting and cold-calling to land appointments with VPs and senior-executives? This statistic is surprising because according to a survey by Professional Sales Journal, email prospecting is “significantly less effective than it was five years ago” because senior-executives don’t have the time to read, let alone respond to, the overwhelming number of emails they receive. But thankfully, there is a proven solution that increased one company’s appointment-setting success rate by an impressive 18% – and that solution is networking. So if your B2B company hasn’t already taken advantage of this game-changing insight, then it’s time you caught up – and fast.
The world of business is always evolving however, the ultimate goal of any B2B sales team always remains the same. The goal is to land that appointment and get that all-important first handshake, and networking is increasingly proving to be the most reliable way to achieve this. As Bob Richards, author of Networking that Grows Sales states, “These days, the old cliché has become a reality. It is ‘who you know’.” In fact, according to a survey by SoftwareCEO.com, “71% of VPs and CEOs say they rely on their professional networks to learn about new products, services and solutions. Only 7% said they rely on cold calls and cold emails from sales people.” It seems that networking isn’t only the future of getting appointments in B2B sales, it is very much the here and now.
Therefore, if you’re a sales director who’s managing a B2B sales team, it is essential that you not only understand which networking best practices your team needs to master but also how you can get them up-to-speed on those methods as quickly and efficiently as possible. Fortunately, there is one innovative 5-step approach to networking that will enable you to do exactly that, and it’s proving to get results time and time again. This white paper will show how your sales team can utilise this ground-breaking approach to ensure that your company lands those all-important appointments, and stays one-step ahead of the competition.
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