Both CRM and sales management have changed significantly in the Internet age, as customers are busier, smarter and more connected than ever. Today’s clients do their research online and pay attention to customer reviews, ease of access to information, both through search and on a company’s website, and how quick and easy it is to communicate with companies.
For sales managers, that means that the best way to connect with existing customers and prospective leads is often socially.
There are a variety of social sales tools available that can help reps reach customers, nurture relationships and mine for leads. Some tools track company and contact news along with social activity, for example, providing salespeople with a “newsfeed” of up-to-date client information.
There are also applications that can help sales staff generate and curate applicable content to post online, either in the company feeds or in response to clients’ posts, and tools that analyse social media in real time to suggest leads based on who’s talking about your company or industry.