Hi Eric! How are you doing today?
Hey Javi,  how are you?
Good! Very good! It's a bit sad because
the weather is not that good but always
positive! Absolutely! It's typical
Netherlands weather right now.
Yes! Exactly! Everything is changing,
right? Even the weather.
I remember that we had a conversation
in one of our meetings and I just wanted
to put it on record, right? Do you think that
we are facing a new sales model? Or
are we coming back to how it was before
the pandemic in 2018? Well, Javi,
I definitely don't think we are going to go
back to the way things used to be
especially in the b2b IT space, in social,
where we normally focus. Things have
changed and things continue to change
and I don't foresee that being any
different in the next year or so, right? So,
the way we communicate, the way
we leverage tools now, they are more
digital than before even so there is one
thing that still remains the same, right?
which is relationships and it is very
important for many sellers even for
marketeers as well, that the relationship
stays alive stay in nurture so we can keep
generating new businesses, right? So,
especially, this type of crisis that we are
living today, existing relationships
becomes even more important than
before. My question goes more into the
direction so how can a seller or even a
marketeer nurture their relationships
today? What do they need? What kind of
plan do they need? Well, I mean you
spoke to one part of it, which is you need
a plan sometimes. Just getting on social
and getting on and clicking some buttons
and being somewhat into social is not
enough. You need a clear strategy or plan
and sometimes, of course, having
someone to help you get into a strategy is
one part of it to show you what is
possible. But another short term thing to
think about is getting some sales
enablement tools, getting into some
premium products that could help
support what you do in social and make
your time invested very very productive.
As an example, we deal with sales
navigator a lot with the LinkedIn suite
sales navigator. When it's used efficiently,
when you're leveraging the tool, you're
not just using the tool, you're able to really
organize you know your existing
connections and be able to be responsive
whenever those key leads, those key
business contacts do something on
social that you can easily react to.
And I think that it is key, now more than
ever, of course, prospecting is one thing
right but maintaining our existing
relationships and using tools to help
support us in that is super important.
Wow! This is a really good piece of advice
and I would say that just to recap, I think,
a strategy, right? To have the right tools,
and maybe to have a trusted partner
but also to enable your sales teams
with some help, right? With the tools and
the content and everything that is
supporting the sales team to activate
the relationship and not only activate but
also to nurture it. So, I think we're gonna
leave a couple of tips in the comment
section so people can also get to know
more about how can they start with this
piece of advice that you were saying
but I would say thank you very much
Eric for sharing with me a few tips today
with the audience as well, so
if they want to know more, how can they
reach out to you? Well, certainly I'm on
LinkedIn as you might be aware
so I'd be happy to connect with you and
chat with you if you have any questions
and on my profile, there's a number of
articles that I've written and we may
even place one of those articles in the
comments section. Absolutely! You can
take a look at and certainly would be
great to chat about any of those topics
exactly share your comments in the
section so we put here also the QR codes
so you can connect either with Eric or
with me so you don't miss any
opportunity to put into action, I'd say this
plan that you just suggested. Absolutely!
Talk to you soon, Eric! Thanks.
