Selling Through Social Media to Close More Leads

| MCM staff

Social selling is about recognizing that the buying process is controlled by a better informed and more connected customer. While sales remain a relationship-driven business, the power of “who you know” is trumped by “what you know about who you know.” The new social customer is demanding relevance from sales people, expecting them to know about them, their companies, and their needs before engaging. This has heightened the need for comprehensive sales intelligence that brings together both traditional data and social media. It is imperative that sales professionals leverage the social web to actively listen, engage, and add value to the customer conversation. Your customer expects you to know at least as much about them as they do about you.

How the Customer and Service Rep Relationship is Changing

| Kelsey Cox

With the advent of social media and advancement of mobile technologies, the way customers connect with brands has fundamentally changed over the past couple years. The folks at Avaya have pieced together a visual study they conducted that breaks down a wide range of channels consumers currently use to interact with businesses.

How to Improve B2B Content Marketing

| Jim Tierney

B2B merchants are spending more money and time on content marketing. Find out what this new research shows for B2B companies and their efforts to improve content marketing.

7 Tips to Compete Against Amazon this Holiday Season

| Jim Tierney

Competing against Amazon is a tall order any time of year, but especially during the crush of the all-important holiday season. Here are seven tips for merchants to better compete against Amazon this holiday season.

5 Tips to Prepare for Cyber Monday

| Michael Harvey

Cyber Monday should be one of the best days of the year for retailers and online consumers. The deals are great for the consumers and the revenue is great for the retailers. But when you don

6 Social Media Tips for B2B Merchants

| MCM staff

Social media may be relatively new, especially to the B2B world, but its impact has been incredibly significant in recent years. Here are six things B2B merchants that are looking to get started with social media (or are looking to grow your social media presence) can do.