I spoke with a sales person this week that said,”I used LinkedIn with great success to get information about a large company I was targeting.”
As we all know sometimes finding out who to talk with in a large organization can be challenging. Through social media, this sales person found several influencer’s and the decision maker. He also learned about the schools they attended and associations they belong to.
The sales person used this information to find areas of commonality and the pain points in this organizations industry. He then incorporated his new found knowledge into an opening for his call and email messages.
This sales person works for a little-known company yet he gained access to a large organization and he now has a 20K opportunity on the prospects planning table.
I already consider this a success. This seller did his homework. Being seen as an expert so that you can get to the customers planning table is a huge accomplishment.
I’ll keep you posted
How have you succeeded using Social Media?
