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"Social media, then, can help you become a better B2B sales professional, even helping improve sales. Understand how to use social media to your advantage in the highly competitive sales industry."
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Social customer research management, or CRM, refers to a business’ ability to interact with customers using social media. Social CRM is a must for sales professionals. Through social media, you can find out what your customers like about your product or service and what they find is lacking.
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businesses managing social media pages, you can research your clients in just one click. Regular visits to your clients’ social media pages can give you a wealth of knowledge about the business. What are their customers saying? What needs does the business have? How can your business help theirs?
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"How successful can a B2B business be using social media? Fairly successful, at least in the case of IBM. We recently chatted with Ed Linde II, whose team is responsible for building Web assets to support the IBM.com sales channel and organic Web visitors, about IBM’s social media efforts and successes. He spoke about their Listening for Leads program, which he says has “uncovered millions of dollars worth of sales leads” so far, and is expected grow even more"
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In B2B we have a number of Websites that we built for our sales reps where we’ve enabled the reps to have a blog with RSS feeds that are connected to LinkedIn and Twitter. Their customers can follow them where they have an individual relationship.
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Some of our reps have Facebook pages also. We also have a program called Listening for Leads, where we have people we call “seekers” who on a voluntary basis go to particular social media sites where they listen to conversations and determine whether there’s a potential sales opportunity.
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"Indeed, Social Media is not limited to B2C applications, its impact and effects are actively measured and felt in B2B as well as government, education, military, and other prominent verticals. As decision makers take to the social web, their research, activity, communication, and most importantly, their relationships only intensify over time."
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Also according to the Business.com study, 60% of B2B respondents leverage Twitter search to monitor brand or company mentions compared to just 35% of those in B2C.
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- 20% of tweets published are actually invitations for product information, answers or responses from peers or directly by brand representatives
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