Listen for your campaign
In a time where you as sales with less and less often by telephone acquisition the right person on the line is important to your efforts to reconsider.
With platforms like LinkedIn, Twitter, blogs and social media tools have you as sales access to a large amount of data and a easier to reach network. What opportunities are there in these dates and networks?
Sentiment analysis
Behind every online message hangs an emotion, whether neutral, negative or positive, each message. With sentiment analysis you can on the one hand the large line in online conversations and, on the other hand, see which specific messages recognize the starter and start to a positive or negative call. Important factors in this are momentum, the degree of interaction and the speed at which a conversation. Sentiment shows you the emotion and condition at the time of writing of the author and of the reactions. With this information you can do more than just respond to the negative posts.
I described earlier the sentiment about the King song where the analysis showed that not only was the King's Song negatively discussed online, but that it was mainly about composer John Ewbank.
Analyze the trend in sentiment about the interesting people and interesting for you topics or accounts. Don't go off on a negative message, analyze the trend and view the loose messages apart and put different search terms and developments to other trends. Read when the sentiment is different in the online conversation and take this knowledge in your marketing consultation.
Use sentiment for your content, product development and insight into your prospects. When users online very positive about a particular service or product which appears on your service view than your own portfolio of products and services, critical and see opportunities for your organization.
When a certain group of business decision makers are enthusiastic about your service analyze your customer database and match it with your followers on the various social media platforms. Also look at the followers of your colleagues to see where there is a match with first-and second-line contacts.
In consultation with your colleagues from marketing to create content which is in line with the online conversation of your prospects.
When you sell coffee machines as an example you can start a campaign on the national radio and television, you put your sales to work by prospect lists to let them call and you send direct mailings to your relationships from your crm database: good for branding, your name comes once more in image and in the hearing and at the same time shooting with hail.
Sentiment gradient about coffee
Source: OBI4wan
When you advance a analysis of the online conversation about the coffee machine you see where the online conversation really is about and on what platform. Apply your campaign to better your prospects come and by communicating in the language of your relationship and on the right platform. So you campaign supports your sales efforts and who knows your sales be simpler at the table.
People talk more about coffee on weblogs and Facebook
Source: OBI4wan
With traditional sales the activity stepped up as the sales process progresses. Marketing department provides for campaigns, content in the form of a good site, white papers and offline events to meet prospects. Sales inmbrieven collects via phone, and network meetings. After the first moment of contact follows the appointment, a follow-up appointment, a product demonstration or explanation of the service, still an appointment and a proposal. And now sales Hunt the prospect to the deal around.
Purchasing no longer needs sales to provide solutions to problems. Purchasing can easily figure this out itself. The information is omnipresent and the degree to which procurement has been professionalised means that the business case has already been made internally before sales even gets a chance. So, before procurement invites commerce to the table, it is already known what the broad outlines of a solution should look like. It is the specifics that can make the difference. Also read the blog Darwin applies like never before by Marco Diks.
Your prospect, your potential customer, know more of your product and that of the League. Your prospect informs in the online network, doing online research and also reads the posts about your service and product and your company.
With Social Sales, you can make better use of your opportunities by analysing different forms of data and by using your connections on your social networks.
Marco and Martijn train sales and sales teams to fill their calendars with qualified leads without traditional cold-calling. We help sales managers, commercial management and marketing to social sales and to apply and manage social business.
