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Social Roots by Andrew Weir, Cindy Gordon

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CHAPTER 10

Social Prospecting

Introduction1

Social prospecting takes the discipline of sales strategies developed over the past one hundred years and utilizes new methods of identifying buying signals to connect with customers in preferred channels of communication. It is traditional outreach, coupled with the power of social media, to evolve how listening and communication can impact the sales process in the context of people.2

Today, sales teams have evolved to be a more dynamic customer-centric team, focusing on sales at many levels of the buying cycle. These diverse interactions from multiple sources increase pressure to connect with future customers as early as possible. The competitive landscape is pervasive with innovative technologies ...

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