Online B2b Portals

Some years past a professional marketing exective knew that how can he increase their business by optimizing their time by reading their prospectus. Sales executive's success key was to optimize their time when it needed most. But as the time past, things started to getting changed. Now buyers search and purchase their needs from internet, preventing the sales representative to come their doors. So now, sales executive have modified theirselves. They are spending their time on net and trying to understand what are the factors which attract the buyers most.

Now, Sales is getting back some of the control, with the amplification of social selling. Social Selling can be referred as the use of web 2.0 technologies mixed with our traditional market strategies. But there are some misconception about the use of Social Selling.

Misconception of Social Selling :

• Sales is notified when leads visit your site.
• Sales can view a list of all of their leads in their CRM.
• Sales can see all the companies that visit your website.
• Sales must go to multiple websites to find contact information.
• Sales must learn to go through all their lead’s web activity and email activity to identify the best leads and to figure out when to make contact.
• Sales must spend hours looking through information in multiple systems to understand what is going on with a prospect.
• Email templates are kept in the CRM.

True Social Selling :

• Sales is notified when a qualified lead does something interesting on your website.
• Sales can sort their leads in their CRM by priority, allowing them to contact leads when they need the most attention.
• Sales can see the companies in their territory that visit your website, and can access and import key contacts at those organizations into their CRM.
• Sales can access Jigsaw, Demandbase, & LinkedIn directly through the tools they are already using.
• Sales is alerted when leads participate in interesting activities that indicate they are a hot prospect.
• Sales can use RSS to send all the different types of prospect information into one system, saving them time and effort.
• Email templates are accessed in Outlook.

Although sales can not go back to older days, but with social selling sales executive are able to go back to optimize their time. This way they can focus on the qualified leads that would be biggest sales intially in the buying process.