Jesse Rothstein | Modernizing Your Enterprise Sales Strategies

Selling is constantly evolving. There are techniques and strategies you should implement today to set a precedent for long-term success for those looking to thrive in enterprise selling. In today’s episode of The Sales Evangelist, Donald is joined by Vice President and lead trainer at Empire Selling Jesse Rothstein to discuss his tips to modernize enterprise selling. Modern challenges in the enterprise selling environment: A considerable challenge is the continued expansion and growth of organizations making decisions with a committee or group model. More people involved in the decision make it harder to track, maintain, and influence necessary stakeholders.  Because committees complete research before reaching out to salespeople, it’s more difficult for the seller to show a differentiation point. 75% of people are groups and committees are prepared to make a decision before they contact a seller. Three core pillars to modernize sales selling strategy: Build your digital brand. Sellers understand that their digital brand is what buyers will evaluate as they undergo their research. Your network is imperative. It’s not what you know but who you know.  Leveraging your network to get into new organizations and make additional connections helps create a stronger sales strategy. Content: Do you have a thought-out, pragmatic, and consistent strategy for sharing content? Buyers want to know your opinion, your industry, and even who you are as a person.  Creating a digital brand: Acknowledge that selling is digitally-focused. A few decades ago, your brand was done by the initial physical impression. And while those days aren’t over, they are less frequent. If you’re a seller who doesn't buy into digital branding, that’s akin to showing up to a meeting in your pajamas. Or with bad breath. Allocate time to determine every point your digital brand touches, consider owning the domain rights to your first and last name, and build out the social profiles that might be involved in a conversation. Utilize your network: It’s always easier to get business from people you currently do or have done business with. Modern sellers can (and should) spend more time with this audience - those via referral. It’s an outbound sales skill that doesn’t get measured or chartered as outbound work. It’s no longer as direct as asking for referrals - it’s sharing content and using LinkedIn to get an intro or mention rather than an all-out referral. Build a content strategy: Most sellers do not have a consistent content strategy - just by doing that; you’re differentiating yourself. Get conversations started that are around you, your company, and your industry. Before the internet, we’d go to trade shows, public forums, and live demos to hand out flyers, brochures, and demonstrations. Today, you just need an internet connection to make it happen. It’s not about creating everything from scratch, but instead taking content, distributing, and creating it to form an opinion. To start, set a calendar appointment for a quiet time and develop a content sharing strategy. Once allocated, choose a free scheduling tool like Buffer or Hootsuite to schedule your content.  Contact Jesse on LinkedIn, visit empireselling.com, and read his book Carry that Quota on Amazon for more great content and information.   This episode is brought to you in part by LinkedIn Sales Navigator. The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you! Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase. Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Closers.io. Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us! Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.