Getting more sales out of your social media investment

As the economic situation in the northern part of Europe seems to lighten up, with the effect of investments from enterprises and a greater willingness of spending money from the consumers, the company sales forces need to be more efficient and be able to identify the right opportunities at the right time and determine the right people to contact?

How does this unique approach enable sales and marketing collaboration to drive productivity?

And, most importantly, how does it help you close more deals in this increasingly more connected world?  

These questions is the summer of 2013 most interesting questions to solve as it will be a competitive advantage to have your sales force aligned and trained in solving these questions.

One of the vital tools that every sales force should use to enter their prospecting in is the CRM (Costumer Relationship Management) system. The objective for every sales person is to identifying companies where they will have a high likelihood of sales success, getting to know their business – and doing all of this quickly so they will spend less time researching and more time selling.

Thanks to new technology, enterprises have access to real-time insights from thousands of content sources, including Thomson Reuters, Capital IQ, Jigsaw, and the Social Media such as Facebook, Twitter and LinkedIn, delivered right into your CRM application. The intelligence delivered within CRM mash-ups can save some serious research and prospecting time. Focusing only on timely, relevant information also helps sales and marketing build high-quality targeted prospect lists. Now you have the information from your social media and the CRM tool to mash-up the intelligence then you have to be in proper time at your costumers. Timing is crucial! Once you identify the right companies and the right contacts within those companies, the next step is determining the right time to contact them. Timely actions on key trigger events – i.e. changes within or outside your target company that can create the perfect opening for your products or services – can help you get in the door and close the deal. The 3 most important factors for success with your social media used for creating more sales are:

1. The Social Media information should be run through you analytics and delivered into your CRM system for sales use
2. Focus only on timely relevant information
3. It is important to approach the costumer on key trigger events

Bearing this in mind you will as a sales organization have more use of your social media information and be able to create competitive advantage by using your information in due time – it is not about who has the most information about the costumers it is about who has the best relevant social media information which can create more sales.