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Social Media Plays a Role in Lead Generation for Outbound Sales

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May 19, 2014

Social Media Plays a Role in Lead Generation for Outbound Sales

By Tracey E. Schelmetic, TMCnet Contributor

When social media first emerged as a powerful communications tool, many people were confident that it was firmly on the side of personal life, never to become a driver in marketing. After all, social media was just for sharing vacation photos and bragging about your children, right?

Fast-forward a decade or so, and social media has spread like an algae bloom to nearly all parts of our lives. It’s not only still the place where we brag about our children and display pictures of ourselves in Disneyworld, but it’s the place where we go for news or follow our favorite brands or shop for products. It’s the place where we prospect for new jobs, and where we complain about the companies we do business with.

In the business world, increasingly, social media has become the place companies need to be in order to find and serve their customers. Social media sites such as Facebook, Twitter (News - Alert) and others have become essential in the sales process.

"Social media has been the great equalizer in terms of lead generation for small-business owners," Bill Peppler, managing partner of staffing firm Kavaliro, told Business News Daily. "No longer must you be reliant on a sophisticated CRM [customer relationship management] system with thousands of contacts. You can find what you want for free through sites like Twitter, Facebook and LinkedIn (News - Alert)."

By listening to relevant conversations on social media, sales teams can utilize a critical tool to prepare themselves to sell. They can research and identify the best prospects to target their efforts and raise the chances of bringing an individual or a company into the pipeline. By combining CRM with social media monitoring and marketing, outbound sales teams using a dialer can make more relevant contacts with each hour of their precious time.

Dialing solutions such as OPC Marketing’s SpitFire can speed up the outbound dialing process, boosting productivity by as much as 50 percent. Companies that ensure that they are using quality leads – those gathered from social media are an excellent example – in combination with a dialing solution can improve their prospects even further.

Today, inside sales teams and outbound contact centers are looking for every possible edge that delivers real benefits and not just perceived benefits. By using social media wisely and gathering leads that can be automated into an outbound dialing solution, companies can quickly and inexpensively make the most of their outbound sales efforts. 

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