| Today begins a series of Tips of the Week to illustrate the capabilities of combining Artificial Intelligence and Track Selling.
We call it SITrack (Sales Intelligence Track).
In the following weeks, a Case Study will be presented, one step at a time. Here's the scenario for Step 1 - Approach. Imagine you're a sales affiliate for our company - Track Selling Institute - and live in Minneapolis. Prior to selling sales training solutions, you served as COO for other companies
Through a LinkedIn Navigator search, you discover a prospect we'll call Ken of the ABC company. He is a recently hired CEO of a software developer in Minnesota. Ken's company size and nearby location add to your prospecting interest. His company fits your sweet spot of ideal prospects. He accepts your LinkedIn connection request.
Here's where it gets interesting. LinkedIn now allows you to export Ken's profile - and your profile - as pdf's. SITrack compares Ken's profile to yours. Here's a partial list of commonalities SITrack suggests you use to start a conversation based on overlapping areas in your backgrounds:
Leadership experience: You both have experience in senior leadership roles (you as a COO, Ken as a CEO). Could discuss challenges, lessons learned, leadership styles, etc.
Business growth: You both seem focused on driving business growth in your roles. Could discuss strategies and approaches for growing companies.
Collaboration: You list "collaboration" as a key belief. Ken notes he "led a team" to grow a past company. Could bond over the importance of collaborative leadership.
Transitioning roles: You both have experience changing companies and roles. Could discuss navigating career changes, onboarding to new roles, maintaining productivity through transitions.
Minnesota connections: You both are located in Minneapolis. He is new to the area. Could discuss insights on the regional business community.
Common threads that SITrack discovered are you both have extensive business experience so there are many potential topics you could bond over and learn from each other's unique perspectives. Starting with overtures around leadership, growth, collaboration, or doing business in Minnesota could be good initial topics to establish rapport in Step 1 - Approach.
Once talking points are identified and you cherry-pick your favorites, SITrack recommends rapport-building questions to ask Ken. We'll share samples next Monday. Wow, great stuff, wait for it.
SUMMARY
If you're integrating AI for your sales team and are familiar with Track Selling to advance from step to step, direct your chat bot to include Track Selling's language, transitions, step sequencing, objection-handling, etc. It's an amazing and exciting process.If you're not familiar with Track Selling constructs and desire more insights, you can request it from the info@ address below. Ask and you shall receive.
For more insight into SITrack, email [email protected].
Good luck and good selling. |
