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Secret to B2B Sales Success: Think Like A Customer
B2B organizations that are active on social media are actually pretty similar to many of the customers they attempt to reach. Similar to the strategic measures companies take to socially define and...
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Debunking the Myths of Social Selling for B2B
The social selling revolution is well underway for B2B companies. Every step of the sales cycle now involves some aspect of online social practices – from identifying the target prospect to initiating...
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Enabling B2B Social Selling with Social CRM
These days any conversation about CRM probably leads to the mentioning of social CRM. Throughout the past two years, there has been much healthy debate about what social CRM is, how it’s being deployed...
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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