Do you need to attract more of the right clients for your colocation, hosting, cloud or managed services?
Do you need help connecting the dots between LinkedIn, lead generation, sales acceleration, and closing new customers?
The Market Has Changed: Is Your Team Keeping Up?
Before tech giants such as Amazon, Google, Microsoft, and SoftLayer put public cloud on the map, the traditional IT sales playbook suggested using intrusive tactics to grab the attention of prospects. Cold calls, email blasts, and direct mail were the standard and buyers relied on vendors for product information until the market irreversibly shifted.
Today, your potential clients use search engines and social media to control their buyer’s journey and your sales process. These empowered buyers sift through dozens of website pages, forums, blog posts, and reviews before making a final purchase decision.
This shift in the market makes it more important than ever for businesses to step up their online presence. Buyers perform the majority of their research online, most times not even contacting a salesperson until they are 70% or more through their buyer’s journey.
In today’s marketplace for colocation, hosting, cloud, and managed services, having a strong social media presence, optimizing your website for the right keywords, and nurturing leads online can be the difference between a prospect choosing to do business with your company or selecting a competitor.
Why Getting Found Early Matters
Creating and promoting educational resources are great ways to attract qualified leads early in their sales cycle. Sharing helpful, relevant content adds value to your prospect’s buyer’s journey and allows your company’s thought leaders to demonstrate their expertise, gaining your company trusted advisor status.
Getting found early in the sales cycle is important because it allows businesses like yours to differentiate from competitors, build trust, protect profit margins, and prove their value—granting them the opportunity to compete on factors other than price.
Meet Your Goals with LinkedIn Social Selling
If you’re not on LinkedIn, your business is missing a huge opportunity to network, nurture prospects and clients, extend its reach, and obtain new leads. LinkedIn presents a platform and ecosystem for businesses to share remarkable content, engage with prospects, and demonstrate their expertise.
Use SMART goals—goals that are specific, measurable, attainable, relevant, and time-bound—to analyze your social media efforts. Avoiding sharing self-serving content that only revolves around your company. Aim to help and share your input in qualifying groups or posts and personalize your approach to help advance your sales process.
Attend the LinkedIn Social Selling Workshop at HostingCon
To learn more about how you can build the right foundation, grow your reach with more of the right people, extend social selling across your company and industry groups, personalize and advance your sales process, cover all of your bases, and drive your company’s revenue growth, join me on April 3rd at 3:00pm at HostingCon Global 2017 for my workshop on LinkedIn Social Selling for Colocation, Hosting, Cloud, and Managed Services.
About Joshua Feinberg
Joshua Feinberg helps CEOs identify revenue growth opportunities their marketing and sales teams are currently missing. Learn how data center, hosting, cloud, and managed service providers differentiate to grow revenue faster.