Like most of our clients, Darrin Fleming (President of Stratavant – an ROI Selling Technology Firm) was relying on his years of experience as a differentiator. If you listened to our “profile differentiation podcast, you learned that years of experience is not a differentiator.
Darrin’s profile was also more of a cover letter and resume – than a sales and marketing tool as he did not show B2B buyers that he understands their specific business issues and that he has an alternative solutions that is driving results.
When we gave Darrin a LinkedIn profile makeover we started off by sharing his “story” and how he has first-hand experience, with the challenges of homegrown value-selling tools, which make it hard for key decision makers to quickly understand and visualize the business case. He discusses how in his past life, he was an economic evaluator for Dow Corning and he had to rely on data given to him by sales reps in spreadsheets that were often faulty due to wrong calculations, bad values and hidden assumptions. This story telling is helping Darrin make an instant connection.
That’s only the first step we took to showing business buyers that he understands their specific business issues. We then used client stories and case studies throughout his LinkedIn profile. Within Darrin’s profile, you’ll find case studies that shows how top B2B brands (like Honeywell, Nuance, Avaya, IBM and SAP) that offer high value solutions with at least a $10K average selling price are using Stratavant’s assessment calculators, ROI tools, TCO tools and value calculators.
When you read his profile, you’ll learn how:
- A Fortune 100 conglomerate was having challenges convincing pharmaceutical companies that its packaging material delivered more value than the status quo material because it was 5 times as costly as the entrenched material on a per-unit basis. In one case, an account executive was having trouble getting a pharmaceutical company to even consider the material due to its higher cost. However, with the help of a Value Calculator, Stratavant’s client was now able to quantify the value in other areas such as labor savings, less scrap, lower secondary packaging material costs and increased sales from better patient compliance and persistence. The account executive was now able to get the account, close millions of dollars in incremental business and win the Chairman’s Award for closing millions of dollars in incremental business.
- How one of Stratavant’s clients, a $10 million construction management software provider, was unsuccessful in selling an ERP module to approximately 50 percent of its existing customer base. Customers did not recognize the value of the additional solution and were content to remain with the status quo. However, when presented with a business case generated by Stratavant’s Value Calculator, the general contractors’ eyes were opened as to how much money they could save on materials and labor. Plus, they quickly identified how much revenue they were missing out on due to incomplete invoicing and disputes. Within 2 months of deploying the Value Calculator to its sales force, the enterprise had sold its additional module to numerous existing customers.
- Halogen converted 10% more prospects into highly qualified leads, Nuance proved to prospects that the status quo is actually costing them and how Tribute’s prospects are now making buying decisions on the spot.
You see, we helped Darrin speak to unique challenges that B2B organizations with complex solutions and complex sales cycles are experiencing. We’re showing them that he understands their situation and how he has helped other organizations like them generate more leads, drive demand, win against competitors and close more deals.
Watch this LinkedIn profile makeover video then register for our LinkedIn profile makeover webinar where we’ll show you in more detail how you should be communicating business value just like Darrin Fleming, the President of Stratavant.