The document provides strategies for engaging clients and candidates in B2B selling, highlighting the importance of listening, understanding industry needs, and demonstrating the value of products or services. It also introduces various tools for real-time research to better understand client needs and trends, such as Google Trends, Hootsuite, and SocialMention. Contact information for the authors, Michelle Spellerberg and Leah McKelvey, is included for further inquiries.

1. Real-Time Research:Engaging Candidates and ClientsMichelle SpellerbergSenior Director, Brand Management and Emerging MediaLeah McKelveyMarketing Manager, Staffing & Recruiting Group

2. So, you want more clients?

3. Why is this guy so angry?

5. Make the conversation about them.5 Tips for B2B Selling 1. Listen well. Let your customers talk so you can learn their needs and determine how your products or services can help them. 2. Learn as much as you can about your prospects' industry. You may come up with ideas to help them that they haven't thought of before. 3. Make yourself a part of their team. Demonstrate that you're there to help them increase their bottom line. 4. Emphasize the benefit of your products or services. Show how you can help customers cut costs, increase profits, or beat the competition.5. Follow up. Keep customers coming back by making sure your products or services work well for them. If not, show concern and fix things cheerfully. Source: SCORE “Counselors to America’s Small Business.”

6. How do you learn more about your clients or prospects… without being a stalker?

7. Pixar

8. Pixar Careers Website

9. Not a bad approach…

10. GoogleTrendsGoogleTrendsWhat? Tracks trends in search related to a specific termWhy? Watch for changes that might indicate future need. Trends by region and city could help with recruitment strategy as well.

11. GoogleReaderGoogleReaderWhat? Compiles your main information sources into one placeWhy? Get an update on a certain area when you need it, in one place.

12. socialmentionWhat? Real-time social media search and analysisWhy? Conversations in real-time give you the opportunity to provide candid and unfiltered data.

13. Follow the path to more information…

14. OpenBookWhat? Tool for searching Facebook updatesWhy? There are 500 million people on Facebook – they have candid insight that could help you build your impact statement

15. HootSuiteWhat? Platform to manage your own social media presence – or track topics and trends in real time

16. Why? A compiled source for information can give you more content for your own efforts or tips for making a more informed call when you need itBlogPulseWhat? Scans blogosphere for specific term or phraseWhy? Blogs can provide more content around the company or term in question to complement your research.

17. Following the trail of information…

18. “IT Staffing” in BlogPulse

19. Addict-o-maticWhat? Real-time search of multiple social media sites in one platformWhy? Sometimes you only have a short amount of time to do research before the next cold call

20. More Real-time Social Media Search Toolshttp://www.oneriot.com/http://www.samepoint.com/http://monitorthis.77elements.com/ - http://collecta.com/http://www.scoopler.com/http://topsy.com/http://www.icerocket.com/http://www.leapfish.com/http://thoora.com/http://www.leapfish.comhttp://topsy.com

22. Links to Sites Covered Thus FarWorld of information at your fingertips:http://www.google.com/trends http://www.google.com/reader http://www.socialmention.com/# http://youropenbook.orghttp://www.blogpulse.com/http://hootsuite.com/

23. So what, who cares?

24. STand out in the crowd

25. Contact InformationMichelle SpellerbergSenior Director, Brand Management and Emerging MediaMichelle.spellerberg@personified.com773.527.3630Twitter: @mspellerbergLinkedIn: www.linkedin.com/in/michellespellerbergLeah McKelveyMarketing Manager, Staffing & Recruiting GroupLeah.mckelvey@careerbuilder.com773.527.2444LinkedIn: www.linkedin.com/in/leahmckelvey