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Chatter Matters!

Guest post by: Linda Richardson

Article Overview: Will Salesforce.com's Chatter revolutionize and accelerate call preparation, communication, sales coaching, and sharing of knowledge?

Free Download - A Healthy Disregard By Linda Richardson
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Chatter Matters!

I am enamored of all the new technology tools made available through companies such as Salesforce.com. One feature in particular that I think can help revolutionize and accelerate call preparation, communication, sales coaching, and sharing of knowledge is Salesforce.com's Chatter. It's like an internal twitter and for large and small sales organizations it can be a game changer. For example, if a salesperson gets the opportunity to squeeze in a meeting with a prospect or customer between his/her scheduled calls and has little or no time to prepare, aside from using a CRM, social media, etc., or if a customer asks a question in a sales meeting the salesperson can't answer, the salesperson can use "Chatter" by typing in the name of the prospect with a topic or question and the key words will direct the short message to anyone in the organization who has knowledge to share - allowing for an almost instantaneous answer.

But before using Chatter in the Customer's Office consider the following:

Chatter Pros

- Allows for immediate response to the customer.

- Demonstrates a well-oiled sales team and operating sales system.

- Eliminates need to follow-up with a post sales call phone call or email.

- Helps move the sales process forward.

Chatter Cons

- The answer may not be one you wish to share at that time. (But the advantage is only you can read the reply on your Blackberry for example.)

- Removes a reason to follow up and connect with the customer post sales call.

- Puts you in the position of having to explain when no response from your team.

Salespeople often see CRMs as a two-edge sword - Super pain but also super hero as a faster and better way to organize and access information. As they say, there is almost nothing new in the universe but lucky for us creative technology features such as this makes sales research and responsiveness faster and farther reaching. CRMs aren't going away. So embrace the best part and get friendly with all the tools available in your CRM to give you a sharp edge in a tough economy.

To Lean more about Richardson's comprehensive sales training and performance improvement solutions click here

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Home > Sales > Linda Richardson > Chatter Matters >
Article Tags: Linda Richardson, Richardson Company, Sales Training

About the Author: Linda Richardson
RSS for Linda's articles - Visit Linda's website

Linda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web

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Related Forum Posts
Re: HABIT:... The Helper of Entrepreneur Re: HABIT:... The Helper of Entrepreneur - Hi topeyinka, When I read your post, my thoughts were refreshed with the words below: Just for Today...... Just for today......I will choose and display the right attitudes. Just for today......I will determine and act on important priorities. Just for today......I will know and follow healthy guidelines. Just for today......I will communicate with and care for my family. Just for today......I will practice and develop good thinking. Just for today......I will make and keep proper commitments. Just for today......I will earn and properly manage finances. Just for today......I will deepen and live out my faith. Just for today......I will initiate and invest in solid relationships. Just for today......I will plan for and model generosity. Just for today......I will embrace and practice good values. Just for today......I will seek and experience improvements. Just for today......I will will act on these decisions and practice these disciplines, and Then one day .... I will see the compounding results of a day lived well. by John C Maxwell in the book: Today Matters. I hope that helps someone.
Re: HABIT:... The Helper of Entrepreneur Re: HABIT:... The Helper of Entrepreneur - [quote="bmueller47":1xzzk7v2]Hi topeyinka, When I read your post, my thoughts were refreshed with the words below: Just for Today...... Just for today......I will choose and display the right attitudes. Just for today......I will determine and act on important priorities. Just for today......I will know and follow healthy guidelines. Just for today......I will communicate with and care for my family. Just for today......I will practice and develop good thinking. Just for today......I will make and keep proper commitments. Just for today......I will earn and properly manage finances. Just for today......I will deepen and live out my faith. Just for today......I will initiate and invest in solid relationships. Just for today......I will plan for and model generosity. Just for today......I will embrace and practice good values. Just for today......I will seek and experience improvements. Just for today......I will will act on these decisions and practice these disciplines, and Then one day .... I will see the compounding results of a day lived well. by John C Maxwell in the book: Today Matters. I hope that helps someone.[/quote:1xzzk7v2] Thank you for these words. It is already changing me.


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