Summary: Today's podcast answers the question "Should you let your sales team publish content using social media?" I cover 5 reasons sales professionals should not be publishing content on social media and 13 reasons they should be. Here's a brief summary of what is covered: 5 reasons why you should not let your sales team publish content using social media: * You have hired idiots - even if you trained them they would just be motivated idiots. * You have so much profitable business that you couldn’t handle any more * Your product really sucks * Your company and culture really suck * You haven’t or will not equip them with - The rules of engagement and a social media policy - Training in the tools of engagement - Accountability in place – once engaged it’s game on – have a framework support and accountability. 10 reasons why you should let your sales team publish content using social media: * "It’s not marketing it’s talking to customers" - Scott Stratten (http://twitter.com/unmarketing) of UnMarketing (http://unmarketing.com) * It adds to value added frequency * It opens up new channels * It can save time * Load balance your branding * Social CRM (http://search.twitter.com/search?q=%23scrm) is the next big thing – are you cruising or are you road kill (Social CRM Podcast (http://www.closingbigger.net/2009/04/social-crm-the-future-of-sales-and-marketing/)) * Immediate data instead of compiled and stale data * It makes them almost as smart as your customer * You can see the activity * It builds a passive pipeline and makes projections easier "If you're talking to unqualified prospects it's not a sales problem, it's a marketing problem" - Zero Rejection Prospecting (Michael J Durkin (http://www.linkedin.com/in/prospectingcafe) and Norbert Orlewicz) * It builds a fence around the customer * It creates joy * It elevates sales people above pitch artist to trusted advisor
