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Dan DeHaan

I'm in an inside sales role and I try to do a quick search on linkedin while I'm talking to a new prospect. It helps me visualize the person as the conversation progresses.

Lattice Engines - Alicia Brayboy

I agree that tapping into social data is key to staying up-to-date on customers and prospects. However, for those sales professionals who are already leveraging social data, the bigger issue is how do they turn that data into social insight?

There is a fine line between getting lost in the deluge of big data and transforming that data into customer insight. Advanced sales teams are taking advantage of technology to solve this problem, thus effectively differentiating themselves without sacrificing productivity. After taking the first leap to social selling, sales pros must upgrade to customer insight in order to truly achieve a breakthrough.


This is not only true for sales but marketing who should be including social behaviors as a part of the ICP (Ideal Customer Profile).

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