Jaidev Lal

PGMB1916

1. How Technology will impact Selling to Individuals?

The technology has changed the way of selling to individuals. From finding the right
prospect to follow up the existing customer & from closing the sales to after-sales
services everything has been becoming simple and easy by which salesperson can
focus on its main job.
Finding the right prospects for your products and services has never been more
targeted. With tools such as LinkedIn’s Lead Accelerator etc. The explosion of social
technology has given rise to many social media platforms for attracting and engaging
new customers, a vital step in getting a customer into the sales funnel. Social media
platforms provide opportunities for companies to “shake hands” with customers,
engaging them in conversations about products and services for valuable insights that

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could lead to a sale. Unlike conventional sales, social media makes it possible to

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shake millions of hands from across the entire world all at once. Salespersons are now

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able to find professionals in specific industries, companies, or job titles and provide

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highly personalized, highly targeted messaging. With this capability, sales
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representatives can send a direct message to a qualified prospect – increasing the
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likelihood of them becoming an opportunity.
Today’s customers are more connected than ever due to social media platforms.
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Statistics show that a majority are turning to peer recommendations and reviews on
social media as part of their product research—in fact, for the average customer, peer
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recommendations carry 10 times the weight of recommendations from salespeople.

Even more revealing is the fact that most buyers have all but completed their sales
journey before ever contacting a seller. Organizations can follow this trail of digital
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breadcrumbs from prospective buyers on social media, and better target potential
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customers at just the right point in the decision-making process.

When someone wants to buy the product or service, providing them with a quote and
an accurate price withing a minute has become possible due to technology. Even
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getting contracts to be signed by another party can sometimes be a daunting thought –

especially if the person who needs to sign can do it from across the world.
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