Julio Viskovich discusses how social selling is like poker in many ways.
Poker is a game of psychology and body language where each player carefully observes the other for any signal or tell that they have either a great hand or a sub-par hand. Social selling is no different, and the public social media realm allows you to do this with precision.
Knowing Your Competitors
Build Twitter lists and saved searches in LinkedIn that will help you monitor them. Keep in mind that all Twitter lists involving competitors should be kept private.
LinkedIn Saved Searches
Used saved LinkedIn saved searches to see when a competitor hires or adds an employees that will directly compete for business with you. By flipping your privacy to anonymous browsing you can survey your competitors team and map out their department even going as far as to know who handles what vertical or territory. The People Also Viewed are on the right pane of LinkedIn should allow you to quickly identify others withing their team and department.
Basic Twitter Monitoring
Let’s first look at the basic and easiest way first which is to find your competitive companies twitter handles and see who they’re engaging with and who is having problems with their product. This allows you to identify people who are targets for your product and not happy with their current provider. For this reason it’s also very helpful to find the customer support handles of your competitors and monitor them too.
Advanced Twitter Monitoring
The more advanced way to use twitter for b2b competitive intelligence is to build twitter lists that reflect your competitors sales teams and use this your your advantage. For example, you may want to build separate twitter lists that contain the lead developments team, sales reps, sales engineers, and account managers of your competitors. By monitoring these lists and seeing who they connect and talk with, you can identify new leads and understand exactly where they are in your competitors sales funnel. Have they may just made contact with a lead development rep or have they connected with an account manager in which case you need to thing of a way to oust them away over the contract term.