Home
Bertrand Duperrin's Library tagged → View Popular
Social CRM Strategies for Sales
"VP of Sales: “I don’t have enough leads!”
VP of Marketing: “You’re not following up on the leads I gave you!”
Much of this discord seems to relate to the definition of a “lead”. (And no, I’m not going to dive into the even more contentious definitional world of terminology over what we call these things we give to sales). That’s up to each organization to decide – but unless sales and marketing are on the same page, there’s going to be trouble.
Clearly, the sales team is expecting the “lead” to have reached a level of discernible buying interest. We’ve seen that tools like lead nurturing communities with lead scoring can help identify the buying interest before the sales team contacts the lead. I will suggest that in addition to having discernable buying interest, there is another operational difference that comes into play when the lead moves from marketing to sales: the lead is ready to receive more personalized information about the product or services being sold."
-
Providing a social business process that facilitates the questioning and sharing of answers is an excellent function for Social CRM, BTW. All of the strategies that relate to Social CRM for customer service come into play for this application. After all, you’re trying to efficiently share the expertise of your best subject matter experts – just as in customer service.
-
Imagine a living social “RFP answering” community. What if you took every question that came with an RFP and put it into your online community as a question (along with the answer) and the ability for others to ask more deeply about the question, or even to answer and discuss?
- 2 more annotations...
Selected Tags
Related Tags
Sponsored Links
Top Contributors
Groups interested in RFP
Highlighter, Sticky notes, Tagging, Groups and Network: integrated suite dramatically boosting research productivity. Learn more »
Join Diigo