In the world of B2B selling…such as selling CRM software to the head of IT at a business…I’ve watched as salespeople will jump through hoops to try to gain access to the decision marker. Whether it’s the VP of technology, a business’ COO or a director, the ability to gain access to the person with the final say is time well spent.
But how can social media play into gaining that access? I think by and large decision makers are more than happy to spend some time with a salesperson as long as it’s time well spent, and especially with those that share their same interests…interests that usually float around similar media circles.
When it comes down to it, if a salesperson has something valuable to offer and believes in building a relationship vs. simply building an account, I think we’ll see the concepts of social CRM start to go a long way towards ending the days of cold calling.