Tips for increasing win rates in your sales…

What would it take for you to double or even triple your win rates? According to LinkedIn research, you have a significantly better chance of closing sales when you have multiple connections within a single account.

Increase win rates

Win rates – connections.

Can it really be that simple?

Not exactly … Winning isn’t simply a function of having lots of LinkedIn connections. It requires a well-thought-out strategy. If you’re only well connected to one or two people at a company, you’re vulnerable if something happens to them. They could leave for another job, they could be on the wrong end of office politics and drag you there too.

Also, since most decisions today involve 4+ people, it’s essential to establish relationships with all of them. That way you have a greater likelihood of getting buy-in, working through obstacles and keeping the decision process moving forward.

Start by Doing This ….

1. Identify the key positions. 

Take a look back at recent decisions you’ve been involved with – win or lose. Who was involved? For example, if you sell to Marketing, a single decision might involve: CMO, VP of Corporate Communications, Director of Demand Generation and an IT Director. 

2. Leverage LinkedIn to scope out names. 

Look up your initial contact, then search in the “Others at XYZ Company” section. These are often co-workers. Here’s where you’ll find this particular company’s job titles – which vary everywhere.

3. Use Advanced Search to root out other positions.

If key buyers are in different functional units (sales, purchasing, IT, HR), they can be uncovered this way. Learn Google and Bing X-ray search functionalities to search through Linkedin. 

Happy selling…

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