As every successful sales person can attest, you are part psychologist, part detective, part organizational development expert, part therapist, part life-of-the-party and part comedian. Prospecting for new business is time-consuming and complex, but comprehensive use of social tools such as LinkedIn, Twitter, and Facebook can shorten the sales cycle, increase deal potential and help you build a strong reference network. A successful sales person envisions the ultimate objective for a prospective account up front and then develops an approach strategy. Intelligent exploitation of social tools allows you to systematically begin the process of making introductions, developing relationships with various key decision makers and influencers, and leveraging existing relationships.
So given how useful and efficient the use of those social media tools are for a sales person, imagine what those tools could do for you inside your own company? What if rather than spending 20+ hours a week figuring out who has valuable knowledge, who can help you prosecute your deals, how you can earn the help of your colleagues, and where to find various documents and tools that can help you win new business - you could utilize the same dynamic that social networking offers?
What if the benefits of socialization of business prospecting tools could apply internally at your company?
Organizations that deploy enterprise collaboration software (or social business software), such as Jive, are able to do just this. Social business software applies socialization elements we use in our personal lives and outside of work to the workplace – bringing along a level of sophistication and efficiency that we don’t have in many of the legacy tools available to us now. Rather than searching aimlessly within a shared network drive for the latest, most updated PowerPoint decks, you can access them anytime via tools like Jive Present. Rather than figuring out who the expert is in a particular area of your product through emails that don’t get any response, you can find that person easily through advanced search functionality, peruse how they've helped your colleagues, and leverage valuable information that has already been shared right away.
Additionally, sales management can easily see the latest and greatest updates for each deal being prosecuted via deal rooms, where your organization’s current CRM and other critical tools come together in one place, allowing for complete transparency and the elimination of inefficiency and multiple phone calls to determine status. Even better, social business tools like Jive have been proven to increase sales by 13% per rep, simply by eliminating inefficiency and corralling the expertise and resources critical for prosecuting deals.
Social business software frees up more of a sales person’s time so they can do what they do best – develop relationships with prospects and clients and construct creative deals – with less time in front of a computer conducting non-revenue generating activities.