How Social Insights Give You a Sales Edge
Make smarter decisions out of social data! It's not just the volume of data you're gathering but the quality that determines successful business objectives.
Make smarter decisions out of social data! It's not just the volume of data you're gathering but the quality that determines successful business objectives.
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Buying and selling processes are quickly adapting to our information rich world. Tap into all of the information you have available to you through social in order to make smarter connections. If you are able to gather more information about prospects, you will have a much higher success rate by engaging with the moment is right. There are right and wrong ways to efficiently sift through social data.
Make smarter decisions out of social data
The McKinsey Global Institute said that more data is stored in companies with over 1,000 employees than what is contained in the US Library of Congress. That is a lot of social data. Your sales reps need help making sense of these social streams. Instead of going through all of this data looking for signals, you need a tool that monitors and alerts your sales team of buying signals that may come up. This way, your sales reps can better manage their time and engage with relevant messages.
Social Intelligence Embedded in CRM
To stay better ahead of your competition, your sales team needs to be provided access to CRM tools that are embedded with social intelligence. These CRM systems provide real-time social feeds that are directly connected to lead accounts. This allows for sales to focus on what matters. They can reach out at the opportune time and with content that matters after a social buying signal comes in. Pre-call information searching can be reduced by over 70% with this information automatically stored in one place.
Here are three of the best ways to take advantage of this tool in CRM:
Take advantage of your company’s internal network
There is a lot to take away from tapping into the combined social network of your colleagues. Enterprise social networking applications like Yammer are other social resources you and your sales team need to take advantage of. According to a blog on the Harvard Business Review, “strong sellers don’t merely execute their day-to-day tasks well… they rely on collective skills in ways that weren’t possible a few short years ago.”
Organizations are more likely to close large deals when they collaborate across the entire company. According to the McKinsey Global Institute, “companies using enterprise social networks saw business productivity rise by as much as 30%.” Putting sales reps in the position where they are able to collaborate and find answers through social networking should be management’s top priority.