In this episode…
In this episode of Making Sales Social Live, the Social Sales Link team talked about “ABM Prospecting on LinkedIn (or ACS).”
Things you will learn in this episode:
* Account-centric sales (ACS) and LinkedIn are perfect together. The concept is a sales rep chooses a few select “whales” or reach accounts they’d like to prospect, and leverage LinkedIn to map out a pathway in, through their social proximity to targeted stakeholders.
* A great place to start your ACS (Account-Centric Sales) searching is on the LinkedIn Company page. Here you can gain insights such as new company initiatives, awards and philanthropic achievements, and upcoming events. You can also search their employees to find prospects and look for ways to engage them, and look for mutual connections for potential introductions.
* Using a company’s LinkedIn Page is a smart way to get the ABM process started, as it contains intelligence you can use to develop relationships. You can see if you have any 1st-degree connections within that company, and determine if they are connected to the people you want to speak with. LinkedIn’s search filters really come in handy here, too, as you can drill down to the titles of the people you want to be in front of.