It is undeniable that sales has undergone a paradigm shift over the last 50 or even 10 years. Therefore, to stay relevant, sales executives need to fully ride on the crest of digitalization. Otherwise, they would have to resign themselves to obsolescence. And this is where Customer Relationship Management (CRM) and social networks come into play.
Nowadays, our business world puts much emphasis on the process of social selling. This consists in engaging with your audience via social media, thus developing relationships as a part of the sales process. Today, this often takes place via social networks such as Twitter, Facebook, LinkedIn… -but it can also take place offline. As a result, social media are not only about prospecting and advertising but also establishing credibility, authority and personality. The latter is of uttermost importance as people still buy from people. One of the keys to successful social selling is to first optimise your customers’ experience. How ? Simply by acknowledging that everyone is different and providing personalised content at every customer touch point. Indeed, clients want to be valued by companies, and this wish should be at the forefront of employees’ preoccupations.
Using an appropriate CRM tool can enable you to improve your social selling strategy. As today’s buyer uses social media and social networking in their purchase process, salespeople should always keep abreast of what is happening with customers and prospects. This enables you to react quickly and interact with them in an informed way. With the social fields and tags implemented in our apps, you can learn a lot from your leads. This is what the social enrichment option is here for. There are other very useful features to insure a proper follow-up. For instance, you won’t lose any valuable information because when you interact with your prospect, that history is kept, so you’re always up-to-date.
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