Editor’s Note: The following article is the second in a two-part series highlighting how B2B companies are using social media from cold to close. This installment explores the use of social selling tools.
By Owen McDonald, Contributing Author
Marketing and sales teams today struggle to decode social media streams. They must decide how best to use the information they gather for social sources, and how to analyze its efficacy for their demand generation efforts.
But that cryptic area is now yielding its secrets. Business Intelligence, CRM and marketing automation vendors, as well as providers of social platforms, are refining their systems to monitor social media and to identify genuine prospects based on their social media behavior.