In today’s consensus-driven sales environment, we all agree that engaging the right customer contact is a critical linchpin in deals progressing forward. Sales managers and trainers typically advise our reps to find a ‘coach’ or ‘advocate’ to help move a sale forward within a customer organization – preferably someone who is willing to talk, provides critical information, and who can network the rep with other stakeholders, among other qualities. In fact, we identified seven different customer stakeholder profiles that reps are potentially engaging. Wrong. MORE >>

It seems that star reps have recognized something that their average-performing peers have not: the most accessible customer contacts, the ones that will always pick up the phone and talk to you, rarely have the influence or ability to build the internal consensus required to get a deal done. Now yes, it’s certainly easier to call on customer contacts that are always up for a chat. But They actively identify and activate a specific type of customer stakeholder, one that we at the SEC have come to call Mobilizers —customer contacts that are focused on getting things done. MORE >>

So what does a good social media profile look like? It All basic information categories should be fully filled in with good content. Education, experience, contact details, groups, interests, connections and recommendations are the minimum requirements for a respectable profile. Profiles that include a photo are seven times more likely to be checked than those without a photo. And specifically, a good social LinkedIn profile should include: Helpful Summary. Have a basic idea of what information you would like the summary to convey. Personal. MORE >>

profile your customer base Advice on developing a picture of your customers to enable enhanced targeting and more meaningful insights. View WebTV content About B2BM Privacy & Legal Advertisers Contact Terms & Conditions Site Map RSS ©Silver Bullet Publishing. B2B Marketing News SMEs flock to BT Tradespace 10 June 2009, 11:30 GMT BT Tradespace has announced 400 per cent year-on-year growth. Tap into the resources in the Data section of the Knowledge Bank to get the biggest bang from your data buck. HOW TO. HOW TO. only little! MORE >>

often receive many questions about social media law, particularly around who owns business-related social media profiles. They gained access to the LinkedIn profile, changed the password, and replaced Eagle’s name and photo with that of the new CEO (Morgan), but retained a lot of Eagle’s professional information, along with her contacts. When he left the company, he refused to turn over the access information to various accounts. Just because your company’s policy was state-of-the-art a few years ago doesn’t mean the information is still fresh. Kravitz. MORE >>