Expand your reach, make human connections, and positioning yourself as a trusted sales advisor using LinkedIn as your engine. Nick Capozzi, CEO of Sales Pitching helps companies improve their conversion sales rate, and on this episode I get into his head about the importance of flexible scripts, making human connections, becoming a trusted advisor, and how LinkedIn can be a powerful engine for accomplishing those goals. After twenty years in high pressure marketing and sales in the cruise industry, Nick has turned his expertise towards helping B2B companies improve their sales pitches. He does this by sitting in on tons of sales conversations, and in that time, he's seen some common mistakes and missed opportunities, including:Too much pitching and not enough listeningFocus on solution specs versus customer benefitsMissing the opportunity to make a human connectionSales scripts are rigid, not taking into account variations for persona, applicationLack of teamwork with marketingLinkedIn is not fully utilizedNick goes on to talk about the antidotes to each of these issues, with a deep-dive into how salespeople can more fully leverage LinkedIn. Using his own consulting business as an example, Nick walks through how he uses the platform to grow awareness into new audience groups through strategic relationship building with complementary partners. He posts videos weekly, always with the same format and background, to build up his reputation as a trusted advisor. Prospect research is also quick and fruitful - he was once short-listed for an opportunity because of a mutual connection.

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