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Sales Productivity Blog- Hey Sales Reps, Don’t be “Clippy”

IDC PMS4colorversion 3 300x99 Sales Productivity Blog  Hey Sales Reps, Dont be Clippy

 

 

By, Michael Gerard 

I was reading an article in MIT’s technology review this past weekend about social intelligence, and I came across an interesting comment by Stanford professor Clifford Nass, an expert on human-computer interaction.  You may be thinking, “what could this possibly do with sales?”  Well, Nass was commenting on why Microsoft’s 1997 intelligent assistant for Microsoft Office, Clippy, failed so miserably.  As Nass suggests, “Clippy’s problem was it said ‘I’ll do everything’ and then procreeded to disappoint [its customers].”  Sound familiar?. . . I hear this from a lot of CIOs about their interaction with their vendors’ sales teams.

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B2B Social Selling Meets CRM

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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