Leverage Digital Selling for Exponential Growth

by Paul Slack
  |  February 4, 2021  |  
February 4, 2021

intent-based campaigns

Don’t let the pandemic control what kind of year you’re going to have. Business is hard, budgets and resources low, and things that used to work aren’t working anymore. However, there are still ways you can generate qualified leads. Learn how to leverage digital selling for exponential growth, get your marketing back on track, and make 2021 a good year for your business.

Leverage Digital Selling for Exponential Growth

The Future of Networking

Raise your hand if you remember early morning networking meetings? You’d show up at 6:30 in the morning with a coffee in one hand and a suitcase full of brochures and marketing materials in the other. These were opportunities to meet with clients and customers in person, face-to-face.

In the same way you built relationships at those networking meetings, you want to build relationships with your audience online. In order to build relationships, you want to make sure that you’re following these three critical factors:

  • building connections
  • sharing content
  • engaging audience

You might be wondering, how does this work? Or, what does this look like? Good news; the activities that work in today’s world are the same activities that have worked in the past. We’re just doing them online now.

Today’s modern buyer expects your sales team to act in a modern way, and that means engaging in digital selling. One of the greatest challenges facing businesses is ensuring the professional appearance of your sales representatives. When you visit the LinkedIn profile pages of your sales representatives, ask yourself:

  • Does their profile page look like they’re looking for their next job?
  • Or, does their profile page look like a resource to help solve problems for your prospects?

Far too many profile pages look like a person trying to find their next job.

3×5 Digital Selling Process

Building connections is at the heart of digital selling. Many professionals on LinkedIn have thousands of connections, so it’s imperative to break through the noise and make a real connection. That can happen through a simple 3×5 digital selling process.

This 3×5 digital selling process is an incredibly effective strategy that you can teach your sales representatives to help them move in the right direction. This process consists of three actions that you want them to take five days a week.  

  1. Connection request to 5 new contacts
  2. Direct message to 5 different contacts
  3. Comment and share on 5 posts (ideally from targeted connections)

Connection Request to 5 New Contacts

The first step of the 3×5 process is reaching out and making connections. Your sales representatives might have their dream 50, their dream 100, or another group of targeted logos that they’re trying to crack this year. The first step, the connection request, is to have them reach out and build connections with at least five people each day of the 5-day workweek.

Direct Message to 5 Different Contacts

As your sales representatives are making new contacts, they also need to be building relationships with existing contacts. So, the second step is having them send out direct messages to five different people. Now, what do these messages look like? Should they be trying to hustle and get an appointment? What should they be doing? These direct messages are not about being pushy; these messages are about being a resource. The idea is to share, nurture with knowledge, and give them useful information. Your sales team is helping that buyer on that self-guided journey.

Each of the logos from step one needs five to ten contacts, and that happens through these direct messages. Direct messages could be sharing some content, maybe a blog article, an eBook, or some other content that your company has just generated. Understand how you can solve problems for your contacts and send them valuable resources that will help them. One of the greatest advantages of consistently being in your target’s inbox is that they’re going to think that you can solve their problem. So when they’ve got a need, they’ll be ready to talk to you.

Comment and Share on 5 Different Posts

The final step of the 3×5 process focuses on engagement. Have your sales team go to their dream targets that they’re already connected to, and have them engage with five posts a day. Engagement could be liking that post, sharing that post, or commenting on that post.

The 3×5 process is free and can be done in just 30 minutes a day. Of course, if your sales representatives are overachievers, they could double their efforts and complete the 3×5 process at the beginning and end of the day. Just by engaging in this process, 90 days from now, your sales representatives are going to have all kinds of new opportunities.

You can’t control when customers are ready to buy, but if you’re following the 3×5 process, creating content and value, when they’re ready to buy, they’re going to reach out and connect with you. Networking, creating demand generation, is creating thought leadership and authority, and providing the content your buyers want to read.

At Vende Digital, we can help you leverage digital selling for exponential growth. If you need help generating leads and getting your marketing back on track, contact us today to schedule a complimentary Discovery Meeting. We’ll review your digital footprint and provide you with fresh ideas and actionable insights.

Key Takeaways

  • In the same way you built relationships face-to-face, you want to build relationships with your audience online.
  • Today’s modern buyer expects your sales team to act in a modern way, and that means engaging in digital selling.
  • Building connections is at the heart of digital selling.
  • The 3×5 digital selling process is an incredibly effective strategy that you can teach your sales representatives.
  • Vende Digital can help you leverage digital selling for exponential growth.

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