A new age of the social customer has arrived, marked by an ever-expanding stream of blog posts, status alerts tweets and “likes.” Social networking users have surpassed email users, and 22% of time spent online is on
social media sites. This new order has radical implications for salespeople. The power once held by the sales rep as the keeper of expert knowledge is shifting to the customer. The customer is now in the driver’s seat, with everything from pricing to product information available in real time from trusted social connections.
But sales reps are also better off. The same social revolution that is empowering buyers is providing salespeople with an unprecedented supply of sales intelligence as well as with tools to strengthen and extend
their connections. According to a study by Cone Inc., 56% of U.S. consumers feel both a stronger connection with and better served by companies when they can interact with them in a social media environment. Sales reps who adopt social technologies say they enjoy greater reach, higher productivity, more
meaningful relationships and inevitably, they sell more.
This e-book examines how some of today’s most successful reps approach social sales. Among others,
you’ll meet a wine salesman with almost a million Twitter followers, a global manufacturer who is taking orders on Facebook, and a storage saleswoman who used Twitter and other tools to exceed her quota by 200%. We’ll discuss the role of social media mainstays like blogs, Facebook, forums, LinkedIn and Twitter along with tools for collaboration on private employee social networks. And we’ll look ahead to highly networked sales channels and rich customer databases — complete with social insights — that we believe will become the norm in the near future.