The Sales Evangelist

Garnor Morantes on The Sales Evangelist Podcast

As technology, tools, and culture evolve, sales strategies evolve alongside them. In today’s episode of The Sales Evangelist, Donald is joined by the Director of Integrated Marketing at LinkedIn Sales Solutions, Garnor Morantes, to learn about “deep selling” – a powerful new way to connect and build sales-enabling relationships.

Being loud and clear about the messaging is the best way to make new sales. 

  • Since the pandemic, email outreach has gone up by 50%. However, responses have declined by 30%. 
  • Buyers are getting more bombarded with messaging from sellers, so what are his insights?
  • It’s a growing problem. Nearly 60% of the buyer journey is sent without the salesperson, meaning the buyer is researching and looking into solutions before contacting a seller. 

B2B selling is in a crisis. 

  • Buyers don’t want it because of the increased amount of sales without a seller. They can do information, talk to colleagues, or read online reviews, testimonials, and demos to see if it’s right for them.
  • Insights from the buyers help a seller determine who, where, and when is the right time to talk to a potential buyer.

What is deep sales?

  • It boils down to a new category of sales intelligence – a technology based on actionable insights like deeper account insights, relationship intelligence, and more robust buyer intent data. Those three types of intelligence make up the concept of deep sales.
  • Spending time understanding the buyer’s journey and filling out changes in the hiring process can make up company funding.
  • Shedding light on the best way to maximize and be a top seller is to use deep sales.
  • Some of the software out there is a part of it – interactions on the platform. Intent-based solutions are essential.

Deriving benefits from a deep sales strategy:

  • LinkedIn launched content about utilizing Sales Navigator to refocus outreach efforts based on user intent. 
  • For individual contributors, look at the signals and technology that will get better and smarter as they evolve. 
  • Encourage your sales leaders to research the future of sales and selling, because changes are coming.

For more content from Garnor, connect with him on LinkedIn. Visit the LinkedIn Sales Navigator website to learn more about the deep sales process and how you can implement it in your own organization. 

This episode is brought to you in part by Skipio.

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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 The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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