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Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now You research your prospective clients before you call them. You research them before you actually make a sales call, too (right?). You try to learn as much as you can about them so you’re prepared when you finally with them. And there’s a lot of information available. You learn a lot.But that doesn’t mean that you are the only one doing their research in front of a sales opportunity. You are looking at your prospective client, and they are looking back. You Google them. They Google you. You check out their LinkedIn profile. They check out your LinkedIn profile.What do you want your prospective clients to find? What do you want your digital surrogate to sell them?Selling the Fact That You Are a Value CreatorYou want your digital surrogate to sell the fact that you are a value creator. You want your dream client to find a long trail demonstrating that you are a person with deep knowledge, good ideas, and the ability to help.Your digital surrogate needs to point to information and ideas that show you have that knowledge and that you know how to find good ideas. The knowledge you have can be your knowledge and the combined knowledge of all the people that work in your company. The ideas can be your ideas, as well as other people’s great ideas. Knowing where to find good ideas is a valuable skill your digital surrogate needs to possess.Your dream clients are looking for proof that you are a good investment of their time.Selling That You Can Help Produce ResultsYou also want your digital surrogate to sell the fact that you can help and that you can be trusted to deliver results. Your digital surrogate can be surrounded by references and testimonials from your past and present clients.Your LinkedIn profile is a great place for your digital surrogate to build the fact that you can be trusted to produce results. Your personal website and your company websites are also good places for your digital surrogate to sell your ability to help. Digital You can point to your ability to produce those results without being offensive and without being “me” oriented.Your dream clients want to see that you are serious about business.No, You Aren’t a Secret AgentToo many salespeople don’t have a digital surrogate at all. When a prospective client goes to look at them, they find nothing that speaks to the salesperson’s ability to create value or that they produce results. Instead they find incomplete profiles, some pitch from marketing about what the company does, and nothing personal enough to believe that the person behind the profile is in any way human.You may not be interested in social media, but social media is interested in you. You may think that it’s unfair for your prospective clients to judge you because you don’t have a presence on the social web, but they’re going to judge you nonetheless.You may not want a digital surrogate, but that choice is no longer up to you. If you’re going to succeed in sales, you are going to have to adopt the tools of the trade. These tools aren’t a substitute for the tools that came before them; they’re an addition to those tools. And just like you can’t opt out of using the telephone, you can’t opt out of using a digital surrogate.QuestionsDo you have a digital surrogate?What does your digital surrogates sell?How does your digital surrogate prove that you are a value creator and not a time waster?How does your digital surrogate prove that you produce results?If you’ve tried to opt out up until this point, what has to change for you to finally adopt some of the new tools of the trade?
Don’t miss out on the latest news and information. When the workout was over, Saulong went to the scales and it registered 122 pounds, right on the dot for his International Boxing Federation super bantamweight title duel with Japanese champion Ryosuke Iwasa on Thursday at Ryogoku Sumo Arena.The 5-foot-7 1/2 Iwasa, 2 inches taller and 3 inches longer than Saulong, is favored to retain the crown owing to his 24-2 record laced with 16 knockouts, including his last four foes.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutoutSaulong holds a 21-2-1 card with eight knockouts. —ROY LUARCA MOST READ Tabuena leads Open favorites Pussycat Dolls set for reunion tour after 10-year hiatus Brace for potentially devastating typhoon approaching PH – NDRRMC John Lloyd Cruz a dashing guest at Vhong Navarro’s wedding LOOK: Iya Villania meets ‘Jumanji: The Next Level’ cast in Mexico Police teams find crossbows, bows in HK university PLAY LIST 01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City Google honors food scientist, banana ketchup inventor and war hero Maria Orosa Typhoon Kammuri accelerates, gains strength en route to PH AFP official booed out of forum Families in US enclave in north Mexico hold sad Thanksgiving Read Next LATEST STORIES Training is officially over, but Ernesto Saulong is not about to waste time at his hotel room in Tokyo.Getting permission from his lead trainer, Joven Jimenez, the Filipino challenger sweated it out for nearly an hour at a local gym late Tuesday afternoon.ADVERTISEMENT View comments
Photo by Tristan Tamayo/INQUIRER.netDefending champion La Salle made quick work of Adamson, 25-16, 25-21, 25-20, in the UAAP Season 81 women’s volleyball tournament Saturday at Filoil Flying V Centre in San Juan.Rookie Jolina dela Cruz led all scorers with 10 points while Michelle Cobb dished out 25 excellent sets for the Lady Spikers, who rolled to 2-0 to start the season after beating fierce rival Ateneo in their first game last Sunday.ADVERTISEMENT View comments LATEST STORIES Ivy Lacsina fired a game-high 18 points to lead the way for the Lady Bulldogs, who played their first game minus lone setter Joyme Cagande, who sat out the match due to a left knee injury.“We’re happy but I can’t really express how happy we are because everyone knows the team’s struggles,” said Norman Miguel, who is in his first year as NU’s head coach.Without Cagande, who could miss the rest of the season after suffering what is feared to be an ACL injury in NU’s loss to FEU last week, the Lady Bulldogs found an able replacement in Joni Chavez, who was converted from libero to setter.Chavez did not disappoint with 14 excellent sets in her first stint as a setter.“It’s tough at first but I’m just taking it as a challenge,” Chavez said in Filipino.ADVERTISEMENT MOST READ Don’t miss out on the latest news and information. Urgent reply from Philippine football chief Grace Poe files bill to protect govt teachers from malicious accusations “There are still situations where they fail to adjust and commit errors and perhaps it’s because of their lack of communication inside the court,” said de Jesus, whose squad blew a 17-11 lead in the second set as Adamson pulled within a point, 22-21.Des Cheng and Aduke Ogunsanya added nine points each for La Salle while May Luna chipped in eight.FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSUrgent reply from Philippine football chiefSPORTSPalace wants Cayetano’s PHISGOC Foundation probed over corruption chargesBernadette Flora and Mary Joy Dacoron scored nine points apiece for the Lady Falcons, who fell to 0-2.Facing early adversity, National University rose to the occasion after beating University of the East, 25-19, 25-23, 25-19, in the earlier game to log its first win of the season. PDEA chief backs Robredo in revealing ‘discoveries’ on drug war ‘We are too hospitable,’ says Sotto amid SEA Games woes Oil plant explodes in Pampanga town Former US team standout shines for HD Spikers SEA Games hosting troubles anger Duterte US judge bars Trump’s health insurance rule for immigrants Private companies step in to help SEA Games hosting PH underwater hockey team aims to make waves in SEA Games PLAY LIST 02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games02:11Trump awards medals to Jon Voight, Alison Krauss Roselyn Doria added 12 points for NU.Sports Related Videospowered by AdSparcRead Next