Shaping Demand Through Engagement

Interesting study from Corporate Executive Board (23 companies, incl IBM) on how to get into sales earlier — when the client is “learning” vs. when they are looking for a vendor. Key finding is that high performing sellers use social media to gain access to opportunities more often than other sellers. Good insights on the new role of marketing, the partnership of mktg and sales, and the impact of using social media in sales.

 

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Posted July 12, 2012 by Ben Martin - Social_Ben in category Sales, Social Media

About the Author

I am a gadget man, a film lover, Husband and proud father and not least proud to be an IBM'er. Currently working across the globe helping seller to create better connections with clients through the use of Social Media. Please feel free to contact me if I can help I will. (my opinions are of course - my own)

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