What Should Salespeople Be Doing With Social Media

David Brock reminds us that social media is changing the way our customers buy and the way in which we engage our customers.  Before customers even see us for the first time, they have a great deal of information—not necessarily knowledge—about our company, our products, and our competition.  He is often asked, “How should sales professionals be engaging in social media?”

The short answer is, “I’m not sure”—but every sales person must be gaining familiarity and leveraging social media.  Social media and social selling is changing everything we do, the pace varies by industry, but every sales person must get familiar with how the world of engaging customers is changing.

The most powerful way sales people can be using social media is to listen—listen to the market, listen to customers, listen to competition, even listen to their own company…