B2B Social Selling Meets CRM

©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.

Social Media B2B, 10/11/10

I recently wrote about how intelligence is different, and much more valuable, than data for the B2B sales professional. I described intelligence as going far beyond the basic facts and figures about companies, and creating a broader view of the prospect, which incorporates recent business events, social conversations and social relationships.

In other words, social intelligence.

What do B2B sales professionals need to boost their productivity? The answer: easy access to this social intelligence within their workflow, at the point of need and at the time they want to engage the prospect in a relevant conversation. In-context access will render social intelligence an empowering tool for sales teams, instead of the distraction that it can easily become.

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