Chapter 3Social Media Paralysis

Sales manager Kim watches salesperson Deanna read a profile on LinkedIn, switch to Facebook, then open up another app—one Kim doesn’t recognize. This goes on all day, every day.

Kim reviewed current account and new business revenue goals with Deanna during the interview process. Though the company has a strong lead generation program, she told Deanna she couldn’t depend on it entirely. She would have to engage in prospecting activity to meet her new business goal of 30 percent of quota.

Describing herself as a social media wizard, Deanna assured Kim that new business acquisition wouldn’t be a problem. She described her talent for connecting with hard to reach decision-makers, and proudly presented templates for ...

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