Mario Martinez is the CEO and Founder of Vengreso. Prospecting in the digital age looks drastically different from how it used to just a couple of decades ago. There are many ways to optimize this and one of the best is by using video. This medium, compared to cold calls and emails, has the added advantage of displaying your expressions to create meaningful connections.
Mario shares some digital-age tactics that may seem elementary to younger salespeople but are virtually unknown to sales leaders aged 45 and up. This is incredibly relevant to incorporate in training and being successful in an omnichannel approach to meeting buyers where they are at.
HIGHLIGHTS
- Moving to Hawaii and Vengreso's focus on digital sales training for better prospecting
- Most salespeople find prospecting to be the most difficult part of sales
- Video tactics for prospecting in the digital era
- An omnichannel approach to selling meets buyers where they are
- Fix your own social-selling brand before engaging on social media
QUOTES
Showing your expressions and emotion on video make it a powerful medium Mario: "Video is powerful, video is amazing. 59% of executives report that they watch 1 business-related video at least per week. Also, we know that video can do something for engagement, which is, it's the visual piece."
Optimize your outbound to get more wins Mario: "We waste so much time as sellers trying to reach out to buyers who don't necessarily have a problem that they are interested in solving at that point in time. And that's the hard part is, especially on the outbound prospecting. Inbound is a little different because someone is proactively, potentially raise their hand and said ‘Hey, I have this problem.’ But on the outbound, you're basically shooting in the dark."
Create a seller profile to be effective in social selling Mario: "If you're going to leverage a social medium and engage with a potential buyer, the probability of them clicking on your profile and looking back at you is extremely high. In fact, LinkedIn ran a state of today's buyer report at the end of last year and they reported that 72% of buyers who are engaged by a seller, whether it's through a call or whether it's through email or LinkedIn, will actually look back at a seller's profile."
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