Using social sales to create a dynamic sales team

Key Fact: Only 3% of cold calls get a response. 60% of LinkedIn InMails from a second degree connection get a response. (The power of social selling.)

Characteristics of a dynamic sales team:

– Prepared and Insighful
– Collaborative and Connected
– Highly Productive
– Quick and Mobile

Dynamic sales teams can:

– Reduce “friendly fire” incidents in team-selling
– Share characteristics of qualified leads
– Create team objectives to align sales goals around revenue
– Align sales and marketing via online social tools

Characteristics of an effective CRM system:

– Provides business insight (dashboards, analytics, trends)
– Spot new revenue opportunities (identify qualified leads; target opportunities for upselling)
– Inspires team to be productive (gamification; social; sharing, etc.)
– Transforms enterprise into customer-centric organization (everyone understands the customers needs and wants)
– Enable workflows that drive revenue (contract negotiations, renewals, license agreements, etc.)

Tailor your CRM to include “social” information such as:

– communication style (amiable, expressive, analytical, etc.)
– communication preference (phone, email, Skype, SMS, etc.)
– decision-making characteristics (white-papers, comparisons, references, etc.)