Tag Archives: social media

Josiane Feigon

Social Media Blueprint for Sales Reps

Social media has become a “must-have” when prospecting in today’s conversation economy. LinkedIn, the social media corporate tool of choice first started off as a recruitment tool and today, 80% of companies still use it in their recruiting efforts- which …
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Barbra Gago

How to Build a Pipeline With Social Media

Building a sales pipeline with social media is not something that can happen with one person or without any tools. While the process and tools will be different for every company, if the goal is to create a pipe through …
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Barbra Gago

Terminology: The [Social] Sales Funnel

Traditionally, the sales funnel starts with “awareness” or outbound marketing to drive unqualified leads into the top of funnel, then, after a series of qualifying steps, ends with fewer “customers” exiting through the bottom. Social media has affected traditional funnel in …
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Barbra Gago

The New Rules for Relationship Management

Last week at CRM Evolution, Ray Wang (among others) gave a great presentation on the new rules of relationship management. As we touched on in our Social CRM post, relationship management is now governed primarily by the customer. By this …
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Barbra Gago

Terminology: Social CRM (A Transition from “CRM”)

As Sales evolves to serve the new buyer, the company business process at large must also evolve. Social CRM has been seen as an extension of the traditional CRM which is heavily focused on the technology used to streamline, optimize …
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Barbra Gago

Terminology: Customer 2.0

As we have seen over the last couple of years, consumer and b2b buyer behaviors have been changing. Quite rapidly in fact. We’ve heard through the musings of social media evangelists that you have to remember that companies are made …
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