Monitoring IT chiefs online is commonplace for sales deals
“Monitoring IT leaders on social media channels to find out what makes them tick is often key to securing sales, according to Carlos Zamora, vice president of BT Conferencing in North America.
Zamora explained that the practice was widely used and accepted as part of the modern way in which business is done, during an interview with V3 at Dreamforce 2013.
'As we look at how an opportunity is being progressed, we have a number of teams work through a process. This begins with questions like 'Can we win?' 'Is it the type we want?' 'Is our solution the best?' and 'What extras would we need to provide?' Then we map it from the point of contact and find who the decision makers are,’ he said.
‘When you identify your relationship map and plot the influencers, sponsors and contractors involved you then have to find the best way to engage with those individuals. Nowadays this is done in a variety of ways including social media – what they like, what they do, how they think.’
Zamora said the trend is a known and accepted practice within the enterprise space.”
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