Tag Archives: sales productivity

How to Improve Your B2B Sales Workflow with Social Media

  In my last post I defined social intelligence as a new form of intelligence that delivers a much broader view of the prospect. I discussed how in-context access to this intelligence will significantly boost sales productivity, enabling more successful … Continue reading

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B2B Social Selling Meets CRM

I recently wrote about how intelligence is different, and much more valuable, than data for the B2B sales professional. I described intelligence as going far beyond the basic facts and figures about companies, and creating a broader view of the … Continue reading

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B2B Companies Must Keep Pace with the Customer 2.0

Social media has become the go-to resource for B2B customers – both to share feedback about companies they are doing business, with as well as to monitor discussions about products and services they are considering. The control of a B2B … Continue reading

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Converting B2B Sales Data into Social Intelligence

Given the explosive growth in business and social data, it would be natural to assume that B2B sales and marketing professionals have access to a wealth of new information to learn about and engage the savvy, social buyer we call … Continue reading

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The Changing Role of the B2B Sales Rep in Social Selling

Gone are the days of mass marketing and generic sales tactics. B2B customers today are savvier, less patient and have higher expectations for personalized communications to drive their purchasing decisions. Spam emails, newsletters and webinar invites are just about as … Continue reading

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The Revolution of Social Selling for B2B Companies

Social selling is a revolution, and like all revolutions, the transition from traditional practices to modern application is laced with lessons learned and innovative processes to conquer mundane tasks. The revolution of the B2B selling process through social selling is … Continue reading

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3 (Easy) Keys to a Successful CRM Application

Few would argue that CRM has been one of the most significant business trends and application categories to emerge over the past few decades. Wikipedia, reference of the masses, defines CRM as a “broadly recognized, widely implemented strategy for managing and … Continue reading

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