Share what you know with millions of people
Focus is the best place to turn what you know into remarkable content
0
Just how much should sales reps depend on technology to help streamline their performance?
Events
- Dos and Don'ts of Small Business Marketing May 29 @ 11 am PT
- Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
- The Tricks to Paid Media June 6 @ 11 am PT
- Display Advertising for Brand Awareness June 20 @ 11 am PT
Related Activity
3 Answers
In today's social selling world, sales professionals are putting themselves at a competitive disadvantage if they are not using social technology as a part of their sales process. That being said, they should not solely rely on technology. Many sales people are using technology (email, social media) inappropriately, in my opinion. Sending someone a sales email out of the blue will generally work against you not for you. People buy from people that they have a relationship with and that they know, like and trust.
Sales reps should be using social technology to better prospect and qualify opportunities, create value through the creation and sharing of content, demonstrate expertise by weighing in on discussion questions posed either here at Focus or over on LinkedIn, and they should be using platforms like LinkedIn to do their homework before walking into that next sales meeting.
Technology is part of the process, but it is not THE process.
Well said Barbara. Technology is not the process, yet aids in the process. One point I want to expand on is the idea of sending a sales email out of the blue. Reaching out to those who you haven't had contact with is not necessarily a bad thing if the research has been done prior to the email and it is clear that you know the company and what they do before pitching them an idea (using technology of course). Is this the direction you were going with the comment?
Agreed Barbara. Tools (+ tactics, like your email example) are a potential means to an end. IMO, Reps should *only* rely on those tools + tactics which, when used, trigger sales conversations which, in turn, in their content + timing, create real buyer value. When there's proof that what's being used to create buyer value is doing so, reliance is a good thing. When there isn't such proof, I'm less convinced.
Answer This Question