The Nearbound Daily is now officially the ELG Insider Daily! 

Welcome to the ELG Insider Daily—the #1 newsletter in the world keeping thousands of GTM professionals on top of the latest Ecosystem-Led principles, tactics, and trends. Join the movement here.

PRINCIPLES

Doing business is not just about the money

As a sales leader you might think this is BS. But when you talk to your prospects, you aren’t talking to robots. 

You have to build trust and relationships with your prospects and customers in order to ease the interaction.

And the best way to build a relationship is by caring about the human first before the transaction. 

Your customers now rely even more on people they trust for advice rather than searching for information on their own to solve a problem. Seventy to 90% of your buyer’s journey is complete before they even get to meet with you.

They aren’t making any purchase decisions based solely on price and features — trust is one of if not the most important factors.

TACTICS

Become a super seller with Katie Penner’s tips

Stats don’t lie: Customers who are emotionally connected to a brand have a 306% higher lifetime value (LVT), stay with a brand for an average of 5.1 years vs. 3.4 years, and will recommend brands at a much higher rate (71% vs. 45%). 

And if you really want your prospects to feel connected with your brand, you have to stop being “an ordinary seller”. 

The Head of Sender Relationships at Sendoso, Katie Penner, shared seven tips that will help you to emotionally connect your prospect with your brand to become a super seller. 

Tip 1: Leverage the law of reciprocity

If you’re going to send a gift to your top prospect, please don’t use it as a bribe. Messages or emails like “hey [name] to thanks for your time, here is $100” can be seen as ill intentioned. 

Instead, separate the relevance of your outreach from the personalization. 

How? Put your gift offer in the P.S.

A sentence like this one — “P.S. I saw you recently launched your podcast, here’s a discount code for a special mic we use at [your company] that works amazingly well” — will show how thankful you are for meeting that prospect you have been trying to connect with for so long.

Tip 2: Write personalized emails

Buyers are tired, and most likely will ignore every smoke signal you send to connect with them — with inbound, outbound, AI, and slammed inboxes. But when your prospects receive an email that is personalized, this email stands out, you make them feel special. 

This shows that you as a sales leader care about your prospect. 

Send personalized messages tailored to their needs, their company’s goals, and their goals as an individual.

Tip 3: Leverage your influencer partners

Feel free to leverage influencer partners. The trick here is to build a relationship, not just contact, pay, and ask them to do a one-time post. 

First, make sure that their values align with yours. Once you do the value check, understand the voice that they have and the audience they have built (you don’t have to do this alone, ask your marketing or partnerships team for help). 

Finally, let them try your product and give them the freedom to share and post about their experiences with it. This is a good way to reach and start conversations with new prospects.

Tip 4: Create content and engage on LinkedIn

Even if you don’t like social media, building your brand can be really important. Having a social presence can help you promote you and your brand, engage with your audience, start conversations, and deepen connections. 

And when you least expect it, people will be connecting with you hoping to get some inspiration, templates, learnings, etc.

If you don’t know how to start, the best thing you can do is share your learnings and make it valuable for others — what’s obvious to you is not necessarily obvious to others.

Tip 5: Don’t pitch, build relationships

If you try to reach your prospect through LinkedIn or through email with a salesy message, let us tell you, there’s a 90% you’ll get a hard no — or even worse, they can even leave you on seen. 

You’re not going to get demos from pitch slapping. 

Instead, send messages like “I saw you talk about x,y,z, during this webinar/event/ post” then you can share your opinion about that topic, request help regarding that topic, and then, get your relationship-building meeting. 

Build a human connection, not a pitch.

Want to access the rest of the tips? Click here to learn more. 

MEME OF THE DAY

Leave it all on the field

American artistic gymnast Simone Biles spares no effort in each routine. She has won 11 Olympic medals and 30 World Championship medals, and now she’s considered the greatest gymnast of all time. 

So everytime you go and connect with a prospect, don’t do the easy boring stuff everybody is doing. 

Be like Simone and leave everything on the field.  

Thanks Walnut for the meme

UPCOMING EVENT

Catalyst 2024

Join us at Catalyst in Chicago, August 14-16, to meet the newly merged Crossbeam x Reveal team, grab some killer Ecosystem swag, and get the latest intel on our recent merger.

Click here to pre-book a meeting with our team and as a bonus, register here for the Partner Tech 'Appy Hour' co-hosted by Crossbeam, Suger, Superglue, Magentrix and Partner Fleet.

Stuff you don't want to miss!

• August 14th — From Data to Dollars: Strategies for Nurturing Event Leads to Drive Success: Benito Aguila (Events Marketing Manager from Google) and Airmeet’s CEO, Lalit Mangal will share how to capture valuable data at events to implement targeted follow-up strategies. Register here. 
• August 20th — Exploring the Power of the Benefits Broker Channel: Leveraging HR’s Most Trusted Consultants: Ryan Taguding (Founder and Principal at Temio Consulting) will share where to begin, how to identify your ICP and distinguish sales blockers from champions. Register here.

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