A few weeks ago, I had a conversation with Jen from The Ladders. We share a common investor, so we were just trading notes. She brought up the fact that our lead intelligence was pretty cool.
I pointed her to my post on HubSpot called "How to Use Your Blog as a Sales Tool" which talks about our lead intelligence tool and how I use it.
Then, I had a random thought that most company's inside sales teams are untapped internet marketing workforces. If trained in internet marketing, they could be very powerful forces for a company in the social mediasphere and blogosphere.
Sales professionals should use the web to:
- Attract traffic to their company's website. Generate their own referrals online.
- Assist in lead capture by sending people directly to register for marketing webinars and white papers.
- Nurture prospects that need more education by guiding them towards website-accessible information - helping influencers to get the attention of decision makers. (The phone and figuring out what is important is critical here too.)
But, imagine your 5, 50, 500, 5000 salespeople fully trained in internet marketing best practices, driving traffic to your website from linkedin, the blogosphere, Twitter, etc. Imagine them asssiting with SEO, link building and lead capture. And imagine them using the web to educate engaged prospects.
That's a lot of untapped potential.
Do you know any organizations that are this forward thinking?
Leave a story about how you, as a salesperson, have used social media to engage or nurture a prospect. I might use your story when I talk at the Central New England Sales Summit. Share your story over here if you're interested in potentially attending for free.