CRM

Nimble Contacts App – Now on Microsoft Edge

Nimble Contacts App – Now on Microsoft Edge
By August 4, 2017 CRM, Product Updates, Using Nimble

At Nimble, we’re focused on helping Microsoft Windows and Office 365 businesses grow relationships that drive revenue. That’s why we’re proud to announce that we’ve launched our award-winning Nimble Contacts App for the Microsoft Edge browser that delivers instant social business insights on people and companies. Read more ›

5 Stupid Myths About B2B Social Selling

5 Stupid Myths About B2B Social Selling

In the classic movie “Used Cars,” cynical salespeople compete to see who can close a deal the fastest. Using a dollar bill on a fishing line to literally reel in a prospect, Kurt Russell greets one unsuspecting man with the infamous line, “So, can we write it up?” This hard sell approach bemused audiences in 1980 and now it seems like a quaint glimpse of a bygone era.

Today, enlightened marketers realize 90% of decision makers never respond to cold outreach, and as such, they’re dipping their toes into the realm of social selling, which has quickly become a source of myths and misunderstanding.

To help debunk these myths and get brands on the right path, we have created a social selling training program, partnered with Nimble’s founder Jon Ferrara on two recent podcast episodes AND an upcoming webinar on July 31 (click here to register), and addressed five of the most common social selling myths in the post below.

1. It Doesn’t Work for B2B

If you’re new to the notion of social selling, you might falsely conclude that B2B buyers aren’t on social media. The truth is that 75% of B2B buyers now use social channels to research vendors. That means three-quarters of your prospects are checking out your company on LinkedIn, learning more about your culture on Facebook, watching your most interesting videos on YouTube and even tracking your newsworthy content on Twitter.

2. It Isn’t Measurable

Given that roughly 14 people are involved in a B2B buying decision, measuring the impact of any single component of the marketing mix and the sales process is admittedly tough. Despite this hurdle, one study reported 54% of salespeople have tracked their social media usage back to sales, while another study noted salespeople who use social media exceed quota 23% more often than those who don’t. Add in sophisticated Account Based Marketing (ABM) tools, and social’s impact on your prospect’s journey is absolutely measurable.

3. It’s Impossible to Scale

B2B companies with hundreds, if not thousands, of prospects and an army of salespeople fear that social selling simply isn’t scalable. In truth, social selling can scale along with the growth of the sales force, assuming each salesperson is given a finite prospect list. Scaling is also helped by tools like Dynamic Signal’s VoiceStorm to help distribute content, Nimble’s social CRM platform to build prospect lists and DemandBase’s ABM system to track interactions.

4. It Drives Sales Instantly

Only seasoned social selling practitioners know that this relatively new approach is not instantaneous by design. In fact, social selling reflects the new reality that B2B buyers often spend up to nine months researching before they even contact a prospective vendor. Just like any other form of relationship building, social selling takes time, but the good news is that it is time well spent — 73% of salespeople who use social media as part of their sales process outperform their peers.

5. Your Sales Team Doesn’t Need Social Selling Training

If your sales force is predominantly made up of millennials, you might assume these digital natives know the ins and outs of social selling. Wrong again, Pokémon breath! According to one research study, approximately one in four sales reps feel they know how to use social for selling and the results did not vary much by age group. The reality is that given all of the tools and potential time sucks associated with social selling, sales force training is a must regardless of age.

Meet @Nimble at @Microsoft #MSInspire 2017

Meet @Nimble at @Microsoft #MSInspire 2017

The Microsoft Inspire conference takes place this Sunday, July 9th to Thursday, July 13th, in Washington, D.C. and our Nimble Team is excited to attend this year. In the last few months at Nimble, we’ve worked hard to deliver Smarter Social Sales and Marketing relationship management for businesses that run on Office 365/Microsoft cloud. Read more ›

How to Use Nimble to Celebrate Your Customers’ Birthdays

How to Use Nimble to Celebrate Your Customers’ Birthdays

Simple recognition can go a long way in building strong customer loyalty. One of the greatests ways to show your existing customers and new leads that you care is by recognizing them on their birthday. Sending a cheerful birthday email is sure to put the icing on the cake. Read more ›

7 Pro Tips to Building a Sales Funnel

7 Pro Tips to Building a Sales Funnel

The success of a business stands on its sales strategies. Without proper planning, long-term prosperity is hard to maintain. This is where the importance of your sales funnel comes to the front of the line.

Now, what is it? Simply put, a sales funnel or sales process is the planned strategy narrowed and tested by analytical sorting for converting business leads into paying customers. Read more ›

60 People Everyone Should Follow at @Microsoft #MSBuild

60 People Everyone Should Follow at @Microsoft #MSBuild
By May 10, 2017 CRM, Technology

Microsoft Build is jam-packed full of the latest technologies, tips and inspiration. Whether you attend the conference in-person or remotely to learn more about Windows 10, Azure, Office 365, HoloLens or to simply get some advice on how to scale in the cloud, it’s equally important to follow up and nurture relationships with decision makers and the people who influence them. Read more ›