Brian Walton is the Senior Director of Sales of the Major Accounts Program for LinkedIn Sales Solutions North America. He discusses the recently published LinkedIn Global State of Sales Report for 2022 and the insights they gleaned about the behaviors of top sellers.

The most successful sellers today actually spend less time selling and more time researching even as they interact with fewer prospects. Brian drills down how both buying and selling virtually have become much easier post-pandemic and the winning behaviors behind this new backdrop in sales. 

HIGHLIGHTS

Top sellers spend less time selling and more time researching 

Buyers trust individual sellers more than the organizations they represent

LinkedIn offers much more value than just a place to get a job

Post-pandemic: Very large deals are continuously being closed virtually

Buyers are people so understand their context to angle your pitch more effectively


QUOTES
Use your tech stack and traditional sales together for bigger wins - Brian: "If I look at my own organization, the sellers that continue to strike the balance between leveraging the technology and being thoughtful about when it made sense to do business virtually, and also travel thoughtfully, performed extremely well."
Sellers report continually closing deals over 500k without ever meeting buyers - Brian: "The technology generally is at a place where both buyers and sellers are able to be effective in their jobs and, for those reasons, we feel like this isn't something that's going to immediately 180 back to where it was pre-pandemic."
Learn the politics within your buyer's organization to guide your sales process - Brain: "What are the organizational dynamics and what's the organizational political climate that your person or your champion or the buyer team is operating in? And that stuff guides so much more than I think the average seller would give credit to. But that is not something you are going to learn anything about unless you have a high degree of trust."

Find out more about Brian Walton in the link below:
LinkedIn: https://www.linkedin.com/in/brianwalton415/


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