Eric Marcy of The Savo Group Discusses Social Selling and LinkedIn Sales Navigator
Eric Marcy is the Director of Sales Enablement and Performance for The SAVO Group – the industry’s leading provider of Sales Enablement solutions. SAVO solutions deliver materials, information, and subject matter expertise to improve sales productivity and sales effectiveness. SAVO is using LinkedIn’s Sales Navigator. Since Eric is a sales leader at a sales enablement tool vendor using advance selling tools, he’s a perfect guest for the Social Selling Superstars podcast. Here are some highlights of the interview:
1. Eric called LinkedIn “the Bible” of sales intelligence saying it is the most accurate contact database for SAVO’s B2B market.
2. SAVO realized that more of its buyers were doing early purchasing research on the social web. They wanted to their sales team to engage earlier in the sales process by participating in those discussions.
3. Referrals are a big part of SAVO’s lead generation process. LinkedIn’s Sales Navigator facilitates salespeople building strong networks to foster referrals.
4. Enterprise salespeople use Sales Navigator to help create the organization chart of enterprise prospects. It is a key part of their strategic account planning. This supports the idea that sales management needs to incorporate Social Selling into its regular discussions in order to create a Social Selling culture.
Hear the entire interview here or via iTunes:[audio:http://supersellingpodcast.com/podcast/EricMarcy.mp3|titles=Eric Marcy]
Building a Social Selling Culture
Mark Fidelman describes how to build a social business in his book. If you are a sales manager or sales executive looking to create a social selling culture, then register for this free, 30-minute webinar.
Who would you like to hear on future interviews? Social Selling tool vendors? Thought leaders? Case studies from real-world practitioners? Let me know.