Sales Navigator is a phenomenal tool when it comes to social selling but it’s a considerable investment so it’s important that it remains fully utilised. Are you concerned that it’s underused? Are your teams aware of the full extent of its capability? Read on for some essential tips on how to get the most out of your sales navigator investment.
It’s imperative that you provide some sort of formal training to your teams to ensure they understand the scope and capability of Sales Navigator. At Tribal Impact, we’re big fans of learning going beyond the product itself. For example, we offer scenario-based training which takes things a step further than just finding out how the product works. It provides a safe environment for your sales teams to try out some of the functionality in a test environment, therefore removing the fear of something new. For some, this type of training is more memorable as they can relate to situations they encounter in everyday business.
Training can also come from within your organisation: if you have a particularly effective SN user, why not ask them to run a workshop to share their top tips? This provides them with some kudos within the organisation as well as keeping the knowledge moving around the business.
We’d also recommend following some of the top Social Sellers around the world to see how they operate and use their approach as best practice.
Most importantly, don’t stop training. You can always learn something new, or better, no matter how long you’ve been using a tool. If you operate on the basis that you can always improve, you can’t go wrong.
Whether you’ve recently implemented Sales Navigator, or whether your teams have been using it for a while, it’s important to look at daily routines. New ways of working will only truly embed themselves if people find them easy to accommodate as part of their regular day. That means giving them an easy way to ensure they don’t forget or run out of time.
Tribal’s Coffee Cup Routine is a great example of this – it works on the basis that a team member can engage with their social media channels while having a morning cuppa. During this time, they should be able to comment/like/share posts, search for contacts, link up with new connections and post their own content. Easy to remember – who forgets their coffee in the morning? – and totally habit-forming.
There are also other ways to use this type of routine: perhaps people could spend their commute, or their time reading the day’s news, to search out and save industry-relevant articles which they can use for their social media channels later. Using an app such as Pocket enables inspirational content to be saved for later, meaning it’s quicker to get posting once they’re ready to do so.
It’s worth investing this time to save effort later and, of course, the likelihood of a positive outcome from a social media generated relationship is much higher than other relationships so this investment is target-related too.
Perhaps this tip should be at the top of our list but nothing beats preparation for getting the best out of, well, anything really.
For your sales teams, understanding their audience, knowing their targets, tuning in to the right content streams are all critical to them being able to use their tools effectively. In some cases the tools will help them to understand these things but, sometimes, it pays to do a little homework first. Take InMails for example.
These are available as a limited quota for SN users and it’s imperative not to waste them. Having a good understanding of their social media tools will help your teams to use every method available to them to work out their warm leads and which interested parties need nurturing. For example, Smart Links is excellent for tracking the activity of prospective clients and then being able to create a highly personalised content stream for them. This, of course, is a major part of any research that should be done before contacting prospects.
By having their fingers on the pulse, your teams will find that social selling becomes a no-brainer. Simple routines, slick tools and stand-out results.
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