Social selling

Dow Jones reports the latest release of its Companies & Executives product is designed to help B2B sales and marketing teams take advantage of social selling opportunities to drive sales activity. Dow Jones Companies & Executives Sales is said to keep sales pipelines filled by seeking out events that signal opportunity within a specific industry.

These “triggers” deliver sales and marketing people a steady stream of fresh, warm leads for companies that might be ready to buy. Triggers such as management moves, product launches and other significant events are sent via e-mail, helping salespeople quickly prioritize their best opportunities. Once a sales professional receives a lead, Dow Jones Companies & Executives Sales taps into its social networks to identify warm introductions to target organizations, helping to shorten the sales cycle.

Dow Jones further explains that Companies & Executives Sales includes the ability to:

• create precise target lists by using the extensive company and executive database,
• nurture profitable customer relationships by using news and insight to understand customers' business challenges and engage in more meaningful conversations,
• manage potential risks with breaking news alerts focused on customers and prospects, and
• implement proactive territory management to improve performance of every sales task.