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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

#S4LSocial: Automation – Time Saver or Turn-Off?

Posted by Kevin Thomas Tully on Jun 10, 2014 9:51:26 AM

Social Selling With TwitterOne of the stated advantages of technology, in general, and social media, in particular, is that it allows sales professionals to become more productive.

Sales tasks that once required days or weeks – making connections, for example – can be distilled to mere hours, or minutes, or seconds through the use of essential social media platforms like LinkedIn and Twitter.

While these Social Selling tools allow sales professionals unprecedented access to potential clients and prospects, the temptation arises to automate the sales process in an effort to become “more efficient.”

After all, there are only a limited number of hours in a work day. Ask any sales manager, and s/he knows that answer: 24. (Insert smile/groan here.)

Automation is often cited by these same sales managers as an effective process to maximize efficiency. But, at what expense?

Sales are a relationship-based transaction. People buy from you. Technology is simply an enabler.

When automation technology depersonalizes the sales process, the buying journey may veer in an unwelcome direction – far away from the sale.

Learn more about the proper way to use automation and social selling during our weekly #S4LSocial Twitter chat, which continues every Wednesday at 12 p.m. ET.

To register and join in the discussion, click here.

5 Questions for #S4LSocial – 12 p.m. ET Wednesday, June 11

Q1: What are the best practices for using automation in Social Selling?

Q2: Do you use automation in Social Selling? How has it been received by buyers? Provide examples.

Q3: What are some of the best tools for automation?

Q4: Share some stories of the automation process gone horribly wrong.

Q5: How can automation improve the Social Selling process?

Kevin Thomas Tully

See you Wednesday at 12 p.m. ET on Twitter at #S4LSocial. For those of you who are new, I moderate the chat and you can find me at @kevinttully.