KLA Group

In fact, in many ways, I think we’ve come full circle from my days at IBM.Today, the most successful salespeople aren’t just good at challenging a buyer to explore new ways of solving problems and addressing needs. experts at creating and nurturing authentic, congruent relationships with prospects across multiple channels (social, phone, email, events, etc.).While most prospecting is done via phone and email, we now have the luxury of numerous other channels to find, engage, and contact prospects — whether it’s LinkedIn, LinkedIn Groups, Twitter, Google+, or The very best salespeople are particularly adept at deploying a multi-faceted prospecting approach to establish and build relationships, and they strive to create a congruent relationship across all of those communication channels. Consider the Relationship Prospects Want to Have With YouTo avoid losing prospects from incongruence, consider the relationship your contacts want to have with you, and then to be consistent across all communication channels.