Social Selling Trends: Listening Intelligence
As a sales professional, your day is already filled with meetings, calls, emails and anything else that’ll help you crush your quota. There’s no time to waste searching for great content to share with your prospects while trying to keep up with their social media activity. Social news feeds are becoming so noisy with irrelevant content that most of us have already given up on them.
As your network continues to explode with new connections, both weak and strong, it’s becoming incredibly difficult to keep track of which relationships are important. Many times we’re introduced to potential sales opportunities but miss out because they get lost in our noisy network. But what can we do? We know the importance of having a large network, but what value is there if we can’t manage it to realize new opportunities.
Imagine if there was a way to filter out all of the noise to only see information that’s relevant to prospects, customers or influencers that you want to maintain a strong relationship with. Relevant information could include blog posts, case studies, and news articles that are relevant to your buyers’ decision process or related to their personal passions.
Let’s go one step further. What if you only saw social media updates from these relationships that we’re relevant to you and offered you a way to start a conversation and build an authentic relationship. This is where social selling is headed and Listening Intelligence technology may be your best bet at growing authentic relationships in this digital age.
What Will “Listening Intelligence” Look Like?
Listening Intelligence will be the backbone of social selling. It will act as your research assistant to highlight information your prospects will find useful in making their decisions, while also positioning you as a thought leader and their go-to contact during the sales process. It’s important to incorporate external sales resources (not just your marketing team’s content) if you want to build credibility. But not all opportunities will come from sharing great content.
It will enable you to keep track of what’s happening in your network and highlight opportunities to reach out based on the social activities of your relationships. Is your prospect visiting a conference nearby where you could meet up for a drink? Did your potential buyer just get promoted to a decision maker position? These are the types of opportunities that Listening Intelligence will highlight for you.
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You can probably start to imagine how powerful this technology will be as the social selling space continues to evolve. It will certainly be one of the most powerful and insightful tools for any sales professional. Once this technology begins to take shape, I believe our networks will become exponentially more valuable in helping us achieve our goals, whether that means prospecting or closing a deal, that part is up to you.
What other ways could “Listening Intelligence” help you increase sales? Let’s start a conversation in the comments below!