Social Sales | Leveraging Social CRM for B2B Salespeople

As part of our Social Sales series, last month we defined Social CRM. Now let’s start leveraging this tool in order to close more sales and the best way to get started on that is to get ourselves organized! Salespeople, by and large, are notoriously bad record keepers. As far as that goes, a lot of salespeople flat hate CRM. Their reasons can vary …

“Writing all of this stuff down takes my efforts away from valuable selling time!”
“Hey, I don’t have the time. I’m closing business here!”
“You want me to keep records so that … you can keep track of me?”
“Please tell me how this is going to help me to make more sales.”
“I’d rather eat bugs!”

The fact remains that, unless you are gifted with a photographic memory that includes complete records on each and every one of your contacts including dates, times, activities, and reminders to get back with them … there is zero chance that you are being anywhere near as effective as you could be. I’ll put it another way … YOU ARE LOSING BOTH SALES AND INCOME! Post-it notes and scraps of paper don’t cut it and that is still the case even if you have them in separate contact manila folders.

Any decent CRM will at the very least provide you with the ability to maintain up-do-date contact records including …

Complete contact information (name, company name, address, phone, email, etc.)
Custom fields for your specific information needs
Time/date stamped notes of any activities that have occurred
Tasks and appointments
Reminders to get back in touch
Records of email messages exchanged

All of this information will be there at your fingertips, well-organized, and the chances of misfiling these into the wrong folder (or having them fall out of the folder) are nil. Better yet, in most cases this information can travel with you on your phone, tablet, or laptop for anytime anywhere accessibility. Maybe you would rather pack around 100 or more file folders? Read on at Maximize Social Business

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!