34. Building A Kickass Relationship Capital Machine with Maria Graham

WTF Did I Just Read? Tech Sales & Marketing Edition

In this episode of WTFDIJR, Dani and special guest, Maria Graham, are uncovering:

Building genuine relationships, understanding customer needs, and navigating the complex world of tech sales. The episode covers the importance of personal connection in sales, leveraging social media platforms like LinkedIn for engagement, and the effectiveness of in-person interactions at conferences and events.

Key Takeaways:

• Building Genuine Relationships: Maria and Dani prioritize forming a human connection before discussing business. Genuine curiosity about clients' needs and challenges leads to better engagement.
• Leveraging LinkedIn and Social Media: Maria utilizes LinkedIn's Sales Navigator for targeted outreach. She suggests to engage with prospects' content on LinkedIn to establish recognition before direct outreach. Personalized messaging based on research is more effective than generic in-mails or messages.
• Effectiveness of Conferences and Events: Dani and Maria agree networking at conferences and events often leads to more meaningful connections. In-person interactions allow for a better understanding of clients and their needs. The best business conversations often happen in informal settings, like after-hours events.
• Understanding Customer Maturity and Needs: Maria and Dani recommend to tailor your approach based on the maturity and specific needs of the customer. Research prospects thoroughly to understand their industry, role, and company challenges. Ask relevant and probing questions to unpack vague responses and understand real pain points.
• Navigating Challenges in Sales: They suggest to adapt to the changing landscape of tech sales, especially in a post-pandemic world. Focus on relationship-building rather than aggressive sales tactics. Utilize different communication methods (e.g., text messaging, social media) effectively.

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