Today, we have an amazing panel of guests to talk about leveraging LinkedIn as a professional social media network to elevate your brand and connect with people. We are joined by Christina Nalband, Director of Enterprise Sales at Groove; Jason Vana, Founder of SHFT Agency; and Nick Bennett, Director of Evangelism and Customer Marketing at Alyce

The panel shares their insight on why LinkedIn could be essential in any go-to-market strategy today. They also discuss the importance of using LinkedIn for your company's benefit, whether you're working in marketing or you actually own the business.

Takeaways

• Put LinkedIn together for a go-to-market strategy
• If you are in B2B, LinkedIn is simply the best place to connect with your ideal customers
• People buy and market differently from how they did years ago

Quote of the Show

"You're not doing a good job if you're not on LinkedIn because it really is the place to connect one-on-one with your ideal customers. For me, what I tell my clients is that your ideal customers are on this platform so if you're not there, they're connecting with your competition and you're not even a solution." - Jason Vana

Connect with our guests in the links below:

Christina

• LinkedIn: https://www.linkedin.com/in/christina281990/
• Website: www.ChristinaNalband.com

Jason

• LinkedIn: https://www.linkedin.com/in/jasonvana/
• Website: https://shft.agency/
• Twitter: https://twitter.com/jasonvana

• LinkedIn: https://www.linkedin.com/in/nickbennett1/
• Twitter: https://twitter.com/NickB2005

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs

Rachel Mae is the Chief Evangelist and General Manager of Training Certification/Licensing at A Sales Growth Company. Today, she talks about knowing and shaping the client's decision criteria so you can put yourself ahead of others who are barely paying attention to this today.

Takeaways

• The goal is to help your client base their decision criteria on the right areas
• You need to ask questions but it all starts with first knowing what you're looking for

Quote of the Show

"It starts with you knowing what business problems you're looking for. And I know this sounds really basic but when I coach salespeople and when they're asking questions in discovery, the biggest thing that I see is they don't know what business problems they're looking for." - Rachel Mae

Connect with Rachel in the links below:

• LinkedIn: https://www.linkedin.com/in/rachelmae/
• Company Website: https://salesgrowth.com/#

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs

This episode of Revenue Today features Alina Vandenberghe, Co-CEO and Co-Founder of Chili Piper! Today, she talks about how product-market fit has changed and evolved along with the brand. She also shares her insight into some of the early challenges to look out for when bringing your product to market.

Takeaways

• For every feature or platform you launch, always ask yourself if it's going to have product-market fit.
• Identify the persona in a way that you can address the most work and solve the most problems

Quote of the Show

"One would be to love this process and be excited by it because even if you have the right momentum at one particular time, it doesn't mean that you stop." - Aline Vandenberghe

Connect with Alina in the links below:

• LinkedIn: https://www.linkedin.com/in/alinav/
• Website: https://www.chilipiper.com/

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs

Today, we have an amazing panel of guests to talk about leveraging LinkedIn and the KPIs they look at to measure success. We are joined by Christina Nalband, Director of Enterprise Sales at Groove; Jason Vana, Founder of SHFT Agency; and Nick Bennett, Director of Evangelism and Customer Marketing at Alyce

The panel discusses the use of SHIELD as an analytical tool, how do you know if these tools measure success effectively, and doing self-recorded attributions and tracking direct messages to add to those analytical tools.

Takeaways

• There are still many ways to discover "How do you track and measure ROI from LinkedIn?"
• Have a self-attribution field that the prospect can fill in to know what prompted them to visit your page.
• Tracking on LinkedIn is mostly done manually, especially with DMs.

Quote of the Show

"It's the same thing with any software product that you purchase. How do you know if it's working? Right now, for me, it's the direct messages I get, it's if we get demos filled out of people that I know are following me." - Christina Nalband

Connect with our guests in the links below:

Christina

• LinkedIn: https://www.linkedin.com/in/christina281990/
• Website: www.ChristinaNalband.com

Jason

• LinkedIn: https://www.linkedin.com/in/jasonvana/
• Website: https://shft.agency/
• Twitter: https://twitter.com/jasonvana

Nick

• LinkedIn: https://www.linkedin.com/in/nickbennett1/
• Twitter: https://twitter.com/NickB2005

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs

We are joined by one of the leading members of RevGenius! Tom Slocum is the VP of Sales at TrainYo, a Strategic Advisor at Outplay, and previously the Program Director of RevGenius. Today, he talks about having a change of mindset from talking and trying to win the prospect over to listening more to them instead.

Takeaways

• Use empathy and tact in your conversations to dive deeper with them and become a resource.
• People want to have an emotional experience with you instead of being sold on features and benefits.
• Empower your reps to become help people and not salespeople to have longer-lasting customers

Quote of the Show

"Sales is the only game where winning could cause you to lose. Because you're trying to win over your prospect, making you appear insensitive to their values and incapable of meeting their needs. Because you're trying to win them over. If you're selling, you're doing it wrong." - Tom Slocum

Connect with Tom in the links below:

• LinkedIn: https://www.linkedin.com/in/tomslocum/
• Twitter: https://twitter.com/Tommy_Slocum
• Website: https://www.trainyo.com/

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs

We are joined by one of the leading members of RevGenius! Tom Slocum is the VP of Sales at TrainYo, a Strategic Advisor at Outplay, and previously the Program Director of RevGenius. Today he shares an example of prioritizing helping instead of selling and how reps can help when there's a highly-technical sale.

Takeaways

• Know when to quit on somebody or reach out and be a little more "human" when reaching out.
• Using video to walk the prospect through how they can be helped on the technical side.

Quote of the Show

"When you're coming from a technical sale, you can do it by helping them either understand the industry, maybe you can give them an educational PDF, so you can build layers of education with them and let them become domain experts." - Tom Slocum

Connect with Tom in the links below:

• LinkedIn: https://www.linkedin.com/in/tomslocum/
• Twitter: https://twitter.com/Tommy_Slocum
• Website: https://www.trainyo.com/

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs

Rachel Mae is the Chief Evangelist and General Manager of Training Certification/Licensing at A Sales Growth Company. Today, she defines "sales" and "influence" and talks about how we can effectively influence the sale.

Takeaways

• You have to think to yourself about what you're trying to influence with every interaction.
• There are multiple moments through the sales process where you are trying to influence different things.

Quote of the Show

"Your job is to influence the way that the prospect thinks about the problem that exists. And most importantly, you need to influence the way they do business today. The way they think about the way they are doing business today." - Rachel Mae

Connect with Rachel in the links below:

• LinkedIn: https://www.linkedin.com/in/rachelmae/
• Company Website: https://salesgrowth.com/#

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs

Rachel Mae is the Chief Evangelist and General Manager of Training Certification/Licensing at A Sales Growth Company. Today, she talks about when and how in the discovery phase you can start influencing decision criteria. Rachel digs into asking questions effectively so that the prospect understands their situation and how you can help them.

Takeaways

• Ask the right questions to help the prospect understand how they are currently thinking about the problem
• Give your reps the right tools to be successful

Quote of the Show

"It's because the discovery, they think it's for you, they don't think it's for them. But if you're doing it right, it's for them. If you're doing it right, you're going to get all of that information and you're going to hold back. Don't say anything about your product, don't tell them you're going to fix it, don't tell them anything." - Rachel Mae

Connect with Rachel in the links below:

• LinkedIn: https://www.linkedin.com/in/rachelmae/
• Company Website: https://salesgrowth.com/

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs

Today's guest is Gurupandian Chandrasekaran, the VP of Revenue & Growth at JustCall and SaasLabs. He provides insight into sentimental analysis and how you can influence both recorded calls and real-time conversations. He also delves into scaling conversations by listening and learning through these recordings.

Takeaways

• Have real-time and post-call analysis in order to identify patterns and influence the call as it happens.
• Listening helps to align product with market first and then the messaging with market.
• You can scale conversations through listening. When that muscle is built further and further, then you can go to learning.

Quote of the Show

"You know that there is a customer coming and you now have that one product market fit. But the messaging fit might be different and that's becoming a scalable motion. Now you're saying, 'I used to say this to my first 10 customers' but now for the next hundred, there's some variation. Maybe they want more value that I'm not articulating." - Gurupandian Chandrasekaran 

Connect with Gurupandian in the link below:

• LinkedIn: https://www.linkedin.com/in/gurupandian/

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs

Today we are joined by one of the leading members of RevGenius! Tom Slocum is the VP of Sales at TrainYo, a Strategic Advisor at Outplay, and a Customer Advisory Board Member at Chili Piper. He shares his time to talk about the 3 Rs - Research, Relevancy, and Relatability - that will give you more chances of reaching the right person at the right time. 

Takeaways

• Research is vital when it comes to building sequences. You need it to make sure you're reaching the right audience at the right time and place, and it also builds into providing relevant and relatable content.
• Focus on what you can do to help your prospective buyers on their hero's journey.

Quote of the Show

"Find maybe five steps to help them get better that doesn't cost a dime to interact with you. You can give them a small win that they can go and be a hero today, but they're going to come back to you for more. So offer that practical tip that they can implement whether they work with you or not. Again, we've got to stop being salespeople and start being help people." - Tom Slocum

Connect with Tom in the links below:

• LinkedIn: https://www.linkedin.com/in/tomslocum/
• Twitter: https://twitter.com/Tommy_Slocum
• Website: https://www.trainyo.com/

Ways to tune in:

• Amazon Music
• Apple Podcast
• Spotify
• Google Podcast
• YouTube: https://youtu.be/6KEho9RSaHs