Sales Teams: Stand Out or Be Forgotten
The Problem:
Sales professionals are competing in an increasingly crowded digital landscape. If a potential customer or decision-maker Googles you, what will they find? A blank slate? A resume-style LinkedIn profile? Or will they see proof that you are an industry expert who adds value through sharing high-quality content?
Too often, Sales teams rely solely on cold outreach or paid ads to generate business. But what is first thing a prospect does when they receive an email or message from you? If they don’t know you or have a relationship with you, they will Google you. If what they find doesn’t build credibility, then you’ve made your already uphill battle more challenging.
The Opportunity:
The best salespeople don’t just sell—they educate, engage and establish trust long before a conversation even happens. This is where Digital Validation™ comes in. Digital Validation™ is creating social proof for your career.
A Real-World Example:
Just months before the world shut down due to COVID-19, we trained a large B2B manufacturing sales team (client name confidential) on the power of adding value through their digital presence. They learned how to optimize their individual LinkedIn profiles, create well-orchestrated campaigns and develop content strategies that aligned with their brand’s R&D and marketing initiatives.
Months later, the Senior VP of Sales told us that without these skills and resources, their team would have been dead in the water. Pre-pandemic, their entire sales strategy revolved around golf outings, dinners, conferences, and other in-person meetings. When those disappeared overnight, their ability to engage prospects and nurture existing business relationships through digital channels gave them a distinct advantage over competitors. They successfully positioned themselves as subject matter experts by leveraging white papers, industry insights and collaborative marketing efforts.
We call these “Well-Orchestrated™” campaigns—a coordinated effort where sales, marketing, and R&D teams post, comment, and support one another’s content, reinforcing their brand message across multiple digital touch points and establishing themselves as credible and trustworthy resources.
How Sales Teams Can Differentiate Themselves Online:
Optimize Your LinkedIn Presence
- Your LinkedIn profile should be more than a resume. It should tell the story of who you help and how you help them.
- A strong headline is critical. “Sales Executive at XYZ” won’t cut it. Instead, position yourself: “Helping B2B Leaders Simplify Procurement | Reducing Costs & Complexity”
- Your About section should be written in the first person and clearly communicate your expertise, approach and what makes you different.
Post with Purpose
- Content is how you prove you’re a trusted advisor, not just another salesperson.
- Share insights, trends and real-world problems your customers face. Show them you understand their challenges before pitching a solution.
- Comment thoughtfully on industry conversations—engagement builds visibility.
Build Social Proof
- If a prospect Googles you, they should see a trail of credibility: your posts, articles and engagements in relevant conversations.
- Recommendations from past clients or colleagues on LinkedIn reinforce your value. Ask for them.
- Case studies and success stories establish your expertise in a way that’s far more compelling than a cold pitch.
The Bottom Line:
Sales teams that leverage Digital Validation™—an optimized LinkedIn presence and value-driven content—stand out from the noise. In a world where buyers have more information than ever, your digital footprint is your first impression. Make it count.
Ready to take control of your digital reputation? Your future customers are already searching for you.
#Sales #DigitalValidation #YouWillBeGoogled #SocialProof #ProfessionalBranding #ContentStrategy
>>>>>>>>>
If you enjoyed this blog, please considering joining my email list:
https://focuxedmarketing.mykajabi.com/newsletter?preview_theme_id=2159497724
