It stands to reason that sales, the most social of business activities, would make use of social media. But few organizations have figured out how to do so in a smart, productive way. The authors--veteran salespeople and now sales trainers--offer insights to help companies and reps get maximum value from sites like LinkedIn, Twitter, and Facebook. Social media's greatest potential, they note, is at the start of the sales cycle, during prospecting, opportunity qualification, and pre-sales-call research. Short messages sent via social media produce a much greater response than cold calling--and, even better, reps don't always have to start the conversation. In addition to building prospecting networks, they can set up keyword alerts and use tools such as HootSuite to pick up signals of need. At the back end of the cycle, social media tools are invaluable for maintaining relationships, which are often neglected in the pursuit of new sales. Organizational support can help, not just with training on mechanics and etiquette but also by providing engaging content to share. Yes, there are risks to using social media. But with clear policies, those risks can be mitigated. And as your customers increasingly come to expect social network engagement, the biggest risk of all is to stay on the sidelines.

【書誌情報】

ページ数：7ページ

サイズ：A4

商品番号：HBSP-R1207G

発行日：2012/7/1

登録日：2012/7/17