For sales and marketing professionals, the importance of listening to your market, your buyers, your clients and your competition and concise action steps to get started.

1. EPISODE #6
Concise Action Worksheet
Listening for Signals of Unmet Needs
Listen on LinkedIn
- Pay attention to what is happening in the marketplace
>> join LinkedIn Groups & listen to discussions
- Follow what thought leadership is trending and influencing
>> follow people in your focus area on LinkedIn's Influencer Program
TIP: Use bookmarks to make these reources readily available
Listen on Twitter
- Use a dashboard to manage your listening streams
>> Hootsuite or Tweetdeck
- Listen to your network to see what challenges keep coming up
>> scan your Home view on Twitter
- Pay attention to what your competitors are saying
>> follow #competitorname for your main competitors
- Listen to what people in your target industry are discussing
>> follow #importantkeywords for your industry or space
TIP: Use Twitter's Advanced Search on important keywords
TIP: Use the 'near this place' feature to search your local territory
URL: https://twitter.com/search-advanced
Listen on Forums
- Listen to what issues/challenges keep coming up for clients
>> scan your company customer forums
e.g. IBM Connections Community Forum or your company website
TIP: Use bookmarks to make these reources readily available
Listen on Blogs
- Read through blogs of customers/influencers/partners/competitors
>> this is key source of insight because it's long-form content
TIP: scan comments on blog posts to listen to reactions
Ask People
- If you see someone posting questions or challenges engage them
>> send message on LinkedIn or Twitter to ask how you can help or
share key content that might help them
TIP: Listen for response and continue engagement
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Digital is the fastest, most efficient way, to engage
many people in searching for
a) new opportunities
b) how to better position your solutions
Tip
Block 15min a day to listen and identify opportunities for action
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