The image of the B2B sales rep flying around the country to make in-person presentations — followed by long lunches with prospects — is fading. While most experts aren’t predicting the total elimination of B2B field sales reps, leading organizations such as Cox Media, Betts Recruiting and DoubleDutch are using tools such as social data mining, predictive technologies, video emails and more to bolster the success of their inside sales teams.
PeopleLinx, a social sales enablement solution provider, has unveiled new Twitter listening capabilities in recently released updates to its social selling platform. The tool aims to automate the Twitter engagement process by identifying when key prospects are using the social network — while also providing suggestions on how to relevantly engage with them.
While many B2B companies are beginning to recognize the value of social selling, progressive organizations are finding success by involving marketing teams in their social selling initiatives to help drive content messaging and enhance account-based marketing (ABM) tactics.
PeopleLinx is a social selling tool designed to help sales professionals demonstrate expertise, deliver insights and engage buyers through social networks.
The PeopleLinx platform’s personalized guidance feature prompts salespeople to build relevant social networks and deliver insights via social media. Sales leaders can also map their teams’ activity to deal outcomes to measure social selling ROI.
PeopleLinx is used by sales professionals and senior sales leaders in B2B organizations and professional services firms.
PeopleLinx is a Salesforce ISV Partner and the tool is available via the AppExchange. Microsoft Dynamics integration is scheduled for later this year.
The solution is a cloud-hosted service, accompanied by launch and training services. The product is priced on an annual, per-seat subscription model. Professional services and installations are priced based on project scope. Contact PeopleLinx for a quote.
PeopleLinx is designed to deliver personalized guidance at enterprise scale. The guided user experience makes social selling easy for salespeople and measurable for sales leaders in organizations of all sizes, from small businesses to the Fortune 500.
1835 Market Street
Philadelphia, PA 19103
The integration will enable marketers to enrich existing leads or import leads from Leadspace seamlessly into the Eloqua platform, listen for buying signals across multiple online sources and identify and engage new customers based on this insight. The combination utilizes social data, Big Data and other sources to help marketers understand and target the most valuable prospects.
Social media has long been the darling of B2C marketers, as it lends itself to quick, on-the-spot interactions with potential buyers. While the B2B sales cycle is longer and more complex, there are many opportunities to use social media to generate and nurture leads and close more deals.
During a recent webinar, titled: Adding Social Fuel To Demand Generation Programs, Koka Sexton, Sr., Social Marketing Manager at LinkedIn, explained how sales teams can leverage social media platforms to expand their connections and bolster their demand generation efforts.
When B2B marketers send out a typical paid tweet, they have to direct leads to a landing page with a form for their name, company, email and any other pertinent bits of data they want to capture. As any marketer knows, when prospects have to go to another site and fill out a form it increases the likelihood that they will just abandon the task.
That is all about to change with Twitter’s new Lead Generation Cards, which are being called revolutionary by some industry observers and could have an impact on how other social media outlets address the needs of B2B marketers going forward.
When sales and marketing fail to collaborate, it has a big impact on the bottom line. That was one of the key messages from the Sales Enablement Strategies panel at the B2B Content2Conversion event.
Moderator Jon Russo, Founder and CEO of B2B Fusion Group, told the audience that poor sales-marketing alignment costs $14 million a year at a $1 billion firm. “For every 650 leads, one deal is closed in 19 months and sales cycle times have increased by 10% over the past three years, from five months in 2010 to 5.4 months in 2012,” he said, citing figures from Gartner, IDC, Alinean and DiscoverOrg.
QUICK TIPS: This E-book also features 7 easy-to-share tips from Koka Sexton, one of the top thought leaders in the selling space and a new member of the LinkedIn Sales Solution marketing team.
Much of the face- to-face networking that traditionally took place at events is now happening online, and introductions are happening via social connections.
This new E-book from Demand Gen Report features best practices directly from executives at LinkedIn and other leading digital brands.