or social selling are the hottest topics at this years conferences and trade shows. Organizations of all sizes are finally realizing they need to have a social presence and some form of social strategy in place. The problem is, most organizations don''t know where to start or what sort of process to have in place to best utilize the social intelligence these channels provide. Last year, the Aberdeen Group released a study in February showing that sales reps who utilize social intelligence in the sales process are 79% more likely to attain quota. 'Sales 2.0 MORE >>

Many argue that transactional selling is back, and some say social media and the internet has turned it into a buyer’s market and the consumer is in complete control, making it difficult for sales reps to build relationships with their prospects. What sales reps need to realize is that these new social networks have made it easier to build relationships, and that you can do it more frequently and more often. It is easier now to learn more about your prospects and keep up to date with their needs with the use of social media. So what has replaced relationship selling? MORE >>

Social media outlets like LinkedIn are most likely to reflect those changes as they are managed by the individual themselves. Oh lists…lists are great! Lists keep teleprospectors and inside sales reps busy and within those lists hold the potential for qualified opportunities and sales pipeline. Getting a fresh new list can feel like Christmas to a teleprospector. On the other hand, sometimes the size of a new list (3000-5000+) can seem like a daunting amount of data to deal with, like finding a needle in a haystack. The guide also mentions starting with a clean slate. MORE >>

Social Media – Social Media and Social Networking continue to grow at an alarming rate and has become a valuable tool for an inside sales reps arsenal. Social selling, or Sales 2.0, Remember the key to social media is it needs to be a two way conversation and you must stay engaged on the social networks. No one likes to be left fighting over the last sale item available, so work smarter, personalize your messaging when applicable and maximize your time with the use of prospecting tools, social media and those imposing executive administrators MORE >>

Recently one of our Directors asked me to speak with his teleprospecting team on leveraging social media channels for prospecting. What other uses have you found for Twitter when it relates to social prospecting Of course I was excited to do so since sales teams always seem to be the last ones to embrace the value of using new tools. While speaking with the business development reps, one skeptical sort raised their hand to ask a question. You could tell by the smug delivery that the rep thought they had me backed into a corner. think not! MORE >>