Editorial & Advertiser Disclosure Global Banking And Finance Review is an independent publisher which offers News, information, Analysis, Opinion, Press Releases, Reviews, Research reports covering various economies, industries, products, services and companies. The content available on globalbankingandfinance.com is sourced by a mixture of different methods which is not limited to content produced and supplied by various staff writers, journalists, freelancers, individuals, organizations, companies, PR agencies Sponsored Posts etc. The information available on this website is purely for educational and informational purposes only. We cannot guarantee the accuracy or applicability of any of the information provided at globalbankingandfinance.com with respect to your individual or personal circumstances. Please seek professional advice from a qualified professional before making any financial decisions. Globalbankingandfinance.com also links to various third party websites and we cannot guarantee the accuracy or applicability of the information provided by third party websites. Links from various articles on our site to third party websites are a mixture of non-sponsored links and sponsored links. Only a very small fraction of the links which point to external websites are affiliate links. Some of the links which you may click on our website may link to various products and services from our partners who may compensate us if you buy a service or product or fill a form or install an app. This will not incur additional cost to you. A very few articles on our website are sponsored posts or paid advertorials. These are marked as sponsored posts at the bottom of each post. For avoidance of any doubts and to make it easier for you to differentiate sponsored or non-sponsored articles or links, you may consider all articles on our site or all links to external websites as sponsored . Please note that some of the services or products which we talk about carry a high level of risk and may not be suitable for everyone. These may be complex services or products and we request the readers to consider this purely from an educational standpoint. The information provided on this website is general in nature. Global Banking & Finance Review expressly disclaims any liability without any limitation which may arise directly or indirectly from the use of such information.

HALF OF SALES REPS VIEW PROSPECTS’ FACEBOOK PROFILES BEFORE MEETINGS

Social media channels have become a crucial part of sales teams’ prep time, according to research from SugarCRM

More than half (53%) of sales reps choose Facebook as their research tool of choice when it comes to preparing for meetings with prospects, according to new research.

The SalesTech Report from CITE Research, on behalf of SugarCRM, reveals that sales employees are increasingly turning to social media channels to help them build a picture of potential clients. It’s a trend happening both sides of the Atlantic, with 60 per cent of the American respondents turning to Facebook, compared to 46 per cent of Brits.

Even more common than Facebook, the more business-focused network LinkedIn tops the list as the preferred platform for meeting preparation (64%), followed by the company website (63%) and Google (61%). A third (34%) are also turning to Twitter to gain insight into their prospects’ likes and interests.

The research highlighted different preferences between age group demographics. Whilst the millennial employees raised on social media (18 – 34 year olds) are more likely to use both Facebook (59%) and Twitter (41%), their older counterparts (55+ years) turn to LinkedIn (76%) and the company website (83%) more frequently.

Using social media has become a part of everyday working life for sales professionals, with 72 per cent spending 30 minutes or more using the channels to research, whilst nearly half (49%) spend at least 45 minutes preparing.

However, while social media and digital technology is helping provide insight, the survey revealed worries around the pressure of keeping customers satisfied in the instantaneous, fast-paced world of social media. Two thirds of businesses (64%) were concerned about customers’ expectations over speed, and 65 per cent expressed reservations about heightened demand for personalisation.

“These new findings prove how intrinsic social media has become to both our personal and professional lives. Consumers are engaging with these channels every day, so it’s only right that the business world keeps pace and stays relevant through their own practices. Of course, there is a fine line between gathering insight and intrusion, so information gathered via social media should be worked into conversations strategically,” said Larry Augustin, CEO, SugarCRM.

“Sales reps need access to the best technology and systems possible to help them aggregate all the information they need on from multiple sources, to ensure they make the best impression from the very start of a relationship. But the time spent manually researching could be used more efficiently, and Relationship Intelligence technology can do this automatically and present all the information in one place. It’s something we’re investing in through our development of Sugar Hint.”

The survey of 400 sales executives in the United States and United Kingdom was conducted to define what the technology stack for a modern sales team looks like.

Methodology

CITE Research, on behalf of SugarCRM, conducted a survey among 400 business professionals, with 200 respondents in the United States and 200 respondents in the United Kingdom.  Respondents were screened to be employed full-time, work in sales or business development and have a job title of director-level or above. All respondents worked at companies with 100 or more employees.

For the complete survey report, please visit: https://files.sugarcrm.com/resources/analyst-reports/2017-SalesTech-Survey-Report.pdf