Utilize social media to gather information and connect with prospects from "summary" of Selling to Big Companies by Jill Konrath
With social media, you can easily find out what's happening in a company. You can learn about their latest products, their current challenges, and their future plans. This information gives you a leg up when you finally get a chance to meet with a key decision maker. When you're looking to connect with a prospect, LinkedIn is one of the best tools available. You can see who knows who, who's connected to whom, and who's following whom. This can help you uncover potential relationships that may open doors for you. In addition to LinkedIn, Twitter can also be a valuable resource. By following a company on Twitter, you can get rea...
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