The Revenue Formula How This AE Built a $1M Pipeline Through LinkedIn (With Laura Erdem)
Nov 21, 2024
In this engaging discussion, Laura Erdem, a salesperson at Dream Data, shares her impressive journey of generating a $1M pipeline primarily through LinkedIn. She dives into the challenges of traditional outbound sales and the shift to social selling. Laura reveals her effective playbook filled with practical tips for self-prospecting and building authentic connections. She emphasizes the importance of team collaboration, founder support, and striking a balance between social engagement and traditional techniques for sales success.
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Gartner vs. DreamData Outbound
- Laura Erdem's outbound sales approach at Gartner involved a structured three-step email sequence followed by a call, which had a high success rate due to Gartner's reputation.
- At DreamData, this approach failed because the company lacked the same brand recognition, leading to exploration of social selling.
Measuring Social Selling ROI
- Measuring social selling ROI in B2B is complex because it's not a direct response channel like B2C, making it difficult to tie specific actions to conversions.
- Traditional attribution models struggle to capture the indirect influence of social selling, as prospects may interact with multiple touchpoints before converting.
Focus on Customer Problems
- Focus on the problems your target audience cares about, not your company, when creating social selling content.
- Understand their motivations and address their needs to build credibility and attract potential customers.