How Sales People Can Get LinkedIn‚ and Put a Face(book) to Their Name

How the social enterprise can benefit from video conferencing tools that instantly connect sales reps and buyers across all social media channels.

Two weeks ago, LinkedIn beat expectations in its first earnings as a public company when it showed a profit. LinkedIn sharing buttons now appear on more than 100,000 websites. This likely explains why the social business site sends more traffic to TechCrunch than Twitter‚ what has been considered the leading community for B2B sharing.

photo by: Aaron Wood

Meanwhile, Twitter just reported another significant funding round from DST Global, and Facebook is going gangbusters to remain the social-selling platform of choice.

Why is all of this important for sales people?

Because it shows buyer-seller conversations are increasingly moving online. Reps who can connect with prospects and establish conversations via social media will lay the groundwork for long-lasting personal relationships.

While it’s easiest to build relationships in face-to-face conversations, the realities of today’s business environment can’t be ignored. In-person sales calls are time-consuming, costly, and often resisted by customers. And even when prospects accept face-to-face meetings, you can be sure they didn’t sit around thinking about you and your company for very long once you left their office.

For that reason, we all know the perfect follow up occurs as quickly as possible so you don’t lose the momentum of a developing relationship. That’s why video conferencing tools are the next best thing to in-person meetings, possible even better, because you can socially connect in-real time as you interact.

Follow-up can start mid-conversation.

Imagine what it would be like to:

  • Instantly access information on your prospects’ hobbies and interests, so you know where to establish common ground
  • See at a glance where your prospects have worked in the past (LinkedIn)
  • Know what they’ve liked recently, from news articles to where they ate dinner last night
  • Friend your prospects on Facebook and follow them on Twitter while you’re talking
  • See their pictures and share videos

With this information, you can tailor your conversations better around your prospects interests and needs to develop better relationships. You’ll be able to communicate your message in a way that’s most likely to be received. And you can friend, follow, and connect on all social media sites, so you’ll carry the momentum of your conversations forward after the meetings are over.

These benefits carry into the future, too. Once you’re connected with prospects online, you have access to their professional networks. You know there’s almost nothing better in selling than a warm lead. Video conferencing tools make warm leads that much easier to come by, especially once your prospects have converted into customers:

Hey Sean, I’m working with Lea over at PGi right now, and she mentioned you’ve been having difficulty getting prospects to commit to a first meeting since your company shifted to an inside sales model. Time to chat this afternoon? I’ll be in my iMeet room between 4-5 pm. Feel free to jump in!)

Video conferencing technology that lets you instantly connect with prospects online. It’s like a virtual Net Promoter Score.

Thanks to Nicholas Carlson, Kevin Eikenberry, Kevin Knebl, Howard Olsen, and Erick Schonfeld for information used in this post.

About PGI

PGi has been a leading global provider of collaboration software and services for over 20 years. PGi's cloud-based software applications empower business users to connect, collaborate and share ideas and information from their desktop, tablet or smartphone, enabling greater productivity in the office or on the go. For more information, visit PGi at

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