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.
This is a great article and one that should appeal to sellers:
I liked this paragraph – Go Beyond Engaging
Successful social sellers are designing interactions (“conversations”) in ways that solve customers’ problems. In fact, they always have and so have most of us (before social media arrived). This approach makes it easy to help customers guide themselves toward products and services they really, truly need. How do we know this? It’s been this way since the beginning.
“Social behavior in humans is as old as our species, so the emergence of an Internet based on social behavior is simply our rudimentary technology catching up with offline life,” says Paul Adams, Facebook’s Global Brand Experience Manager.
Solving customers problems has always been a successful way to produce awareness, interest, desire, and purchase behavior. Providing answers to customers’ questions remains the best way to effectively coax or nurture customers toward making a purchase. Social media is inherently interactive, making this process even easier to accomplish. The key is using this familiar process, not figuring out what time of the week earns more Twitter re-tweets (or other nonsensical yet popular recommendations we often hear).
What do you think? Are you using this approach already? How is it working for you?
If you havent thought about changing you privacy settings this site demonstrates why YOU SHOULD.
Financial services giant American Express conducted a “Global Customer Service Barometer” survey of the U.S. and nine other countries to analyze attitudes toward customer service in the transforming economic landscape. This infographic done with Get Satisfaction, explore why there’s a disconnect and what businesses can do to be successful.
This Infographic “User Activity Comparison Of Popular Social Networking Sites” compares the latest user stastics of popular social networking sites – Facebook, Twitter, Google Plus, LinkedIn and Pinterest. I found the estimated user worth interesting. What did you find of interest?
Infographic by – GO-Gulf.com
Gartner predicts that by 2013, forty percent of enterprise knowledge workers will have removed their desk phones. Most won’t even be content with sitting in thier cubicles or offices anymore. Instead they will communicate virtually from their smartphones, tablets and other mobile devices to remain, what the industry is calling, “hyper connected”.