Ian Addison
Ian Addison
Ian Addison, LinkedInABM.com's account-based social selling expert has played a major role in turning Schneider and UPS into "customer-centric organizations" that focus on making the human connection and providing relevant commercial insights to drive an appetite for change. Now, he's working with supply chain, SaaS tech and professional service firms to use an account based challenger social selling approach that delivered a 3,378% ROI for Schneider and repeatable Fortune 25 wins.
LinkedIn Navigator is Only a Tool and Does Not Drive Sales & Revenue Opportunities
Think about traditional email campaigns. Before LinkedIn, b2b firms used to buy “lead lists” to get contact info for prospecting. The conversion rate on...
Social Selling: The Volume-Based LinkedIn Approach Used By Sales Organizations & LinkedIn Lead Gen Firms Does Not Create Revenue
Many companies have adopted LinkedIn as part of their sales strategy because they see major potential in having direct access to their ideal clients’...
Most LinkedIn Profiles Do Not Build Trust or Support the Sales Cycle
Your prospects don't want to speak to sales people who are only interested in their own pockets. They want to speak to consultants who...
The Traditional Sales and Marketing Approach is Leading to Continuous Sales Team Turn Over
I recently spoke to the President of a fleet management firm who relayed that they had turned over sales leadership along with the entire...