Selling In The World Of Tomorrow

Selling in the World of TomorrowThe notion of a group of salespeople huddled around a call center, phoning prospective clients and marking their successful sales on the board, may be a thing of the past. While this method can still work, representatives need to expand their use of resources in the modern age.

A sales management team may want to advise their employees on the potential benefits of using the many social networking platforms as a way to generate leads, find new clients and solidify transactions through the use of the many tools that are available on these sites.

Specific sites like LinkedIn have the potential to boost sales for any knowledgeable representative. This network is all about using leverage, as there is significant data about a client and their work history that is available to salespeople, according to Barrett Riddleberger, the chief executive officer (CEO) of Resolution Systems, Inc., a sales training and consulting firm.

“It’s the first time there has been a resource that identifies the work history and the active job functions that is consistently updated by the individual,” noted the executive. “Before LinkedIn, there was only the website with a basic bio of the individuals with the minimum information and was usually outdated.”

In the economic climate that exists today, individuals are likely to keep their information updated on these sites, as a significant amount of job hopping can occur. These workers are always looking for a better opportunity and this will motivate them to provide pertinent data relevant to their current position, said Riddleberger.

“That works in the favor of salespeople, because they can check out the people they are going to see on a sales call,” said the executive. “You can leverage that information – they may have gone to the same university, have a mutual friend, like the same books, participate in the same groups.”

A personal connection may be the easiest way for a salesperson to bridge the gap with their client, or more effectively, keep this information in the back pocket and use it to reinforce a bond that could lead to a sale, according to Riddleberger.

Representatives may want to find out more information through a possible mutual friend or aquaintence, and this could help bridge the gap further, Selling Power reported.