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Social media a vital sales tool

Sales people on both side of the Atlantic are turning to social media to prepare for meetings and to find out more about their prospects’ likes and interests, claims a new report sponsored by SugarCRM.

The SalesTech Report from CITE Research reveals that when it comes to preparing for meetings most sales people refer to LinkedIn (cited by 64%), followed by company websites (63%), Google (61%), Facebook (53%) and Twitter (34%).

Millennial employees (18-34 year olds) are more likely to use both Facebook (59%) and Twitter (41%), while older employees (55+ years) prefer to use LinkedIn (76%) and a company website (83%).

The report states that social media has become a vital tool for sales professionals, with 72% spending 30 minutes or more on it every day for research purposes. Nearly half (49%) use it for at least 45 minutes a day.

Larry Augustin, CEO of SugarCRM, said: “These findings prove how intrinsic social media has become to both our personal and professional lives. Consumers are engaging with these channels every day, so it’s only right that the business world keeps pace and stays relevant through their own practices. Of course, there is a fne line between gathering insight and intrusion, so information gathered via social media should be worked into conversations strategically.”

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