Sales is always a challenge, but some industries are harder to make headway in than others. Getting a first meeting with a prospect can take a lot of time and energy – and even then, it still might not happen.
Santander UK Corporate and Commercial Banking was very familiar with these challenges and made it a point to become a challenger in turn, using new tactics to reach difficult audiences in surprising, compelling ways. Their most useful tactic? Using LinkedIn Sales Navigator to take advantage of social selling.
In “Being a Challenger in a Challenging Industry,” the Santander sales team discusses what it takes to be a challenger, and just how big of a difference Sales Navigator made in breaking new ground in a tricky industry.
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