Personalised Prospecting and Social for Salespeople, with David Shepherd



Personalising Sales Prospecting and how Salespeople should be using Social Media, with David Shepherd.

David Shepherd is the ANZ Country Manager for HubSpot. He’s had a remarkable career and progression with the company, he joined the company nine years ago when they only had 150 employees compared to their 3000 strong team now.

So much value from David in this discussion as we cover a lot of ground across sales prospecting and effectively utilising social media.

  • How customers are more demanding than ever
  • The importance of personalisation in prospecting
  • Why we need to have strong pipelines so we don’t need to chase deals that don’t meet key criteria
  • Making it easy for customers to buy
  • Understand the why of your customers
  • How salespeople should be leveraging social
Steven Norman

Steven Norman

Steven Norman is an accomplished frontline sales and business leader dedicated to helping B2B sales leaders upgrade their knowledge and skills, build next-generation sales teams and turbo-boost their careers. Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, NEC and Targus across the Asia Pacific. Recent years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership development advisory service. In 2019 Steven released his New Book Future Proof Sales Strategy. Seven steps to equip sales leaders with the tools to rise above the complex challenges facing the B2B sales industry.

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