To achieve a more strategic approach to using social tools as part of the sales process, sales executives should start by thinking through their current working patterns to identify ways in which a social business approach could support or, in some cases, change the sales process altogether.
Social business checklist
ffective social business strategies connect people, processes and technologies in ways that strengthen a company’s competitive position and increases the value of its brand experience — not to mention the bottom line — with customers, employees, shareholders, partners and other stakeholders. Here are five big strategic wins an effective social business strategy can deliver:
There is a rather large difference between companies “doing” social and “being” social. For a company to succeed at this new business model, they must learn how to do social and also, enable their people to be social.
Doing social is the imperative part of the equation. This means making plans, defining objectives complete with outcomes, tracking and measuring success and making adjustments to the plan along the way. Most companies start doing social within their marketing and sales departments to drive traffic to their site and raise awareness about their products or services. This usually looks like marketing managers using social tools to broadcast their message to the world.