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Myth=My sales people are wasting valuable time on Linkedin when they should be selling, Reality= Social Networking helps in Sale

Posted Nov 20 2009 10:00pm

My sales people are wasting valuable time on Facebook and Linkedin when they should be selling”: Now thats what most sales managers would say. I know thats true , I have irritated fare share of my managers by using social media to create and close sales and in lead generation. And I continue to do it today, thanks to my current orgnaizations forward looking ways , this time around I have the support of my management to these activities.

Society for New Communications Research (SNCR) has oublished a research that shows that company executives are influenced by their online networks.

Here are some key findings from this survey 365 business professionals:

- Professional decision-making is becoming more social – enter the era of Social Media Peer Groups (SMPG)

  • Traditional influence cycles are being disrupted by Social Media as decision makers utilize social networks to inform and validate decisions
  • Professionals want to be collaborative in the decision-cycle but not be marketed or sold to online; however online marketing is a preferred activity by companies.

– Professional networks are emerging as decision-support tools

  • Decision-makers are broadening reach to gather information especially among active users

- Professionals trust online information almost as much as information gotten from in-person

  • Information obtained from offline networks still have highest levels of trust with slight advantage over online (offline: 92% – combined strongly/somewhat trust; online: 83% combined strongly/somewhat trust)

- Reliance on web-based professional networks and online communities has increased significantly over the past 3 years

  • Three quarters of respondents rely on professional networks to support business decisions
  • Reliance has increased for essentially all respondents over the past three years

- Social Media use patterns are not pre-determined by age or organizational affiliation

  • Younger (20-35) and older professionals (55+) are more active users of social tools than middle aged professionals.
  • There are more people collaborating outside their company wall than within their organizational intranet

I have also found a similarlt interesting  blog . Hosted at Sales20Book.com

“My sales people are wasting valuable time on Facebook and Linkedin when they should be selling”: Now thats what most sales managers would say. But does Social Networking help sales people sell Full Article . I liked that statement especially since it came from Microsoft executive. . As I have also faced the ire of top management for using social media in my career, some time even in Oracle. So this report is an eye opener for opponents of social media for sales.

The complete presentation and arguments are available on http://www.sales20book.com/wp/2009/05/social-networking-in-sales-show-me-the-money/

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