As a brand new sales rep for TIBCO, I was responsible for selling more than a dozen products. This was daunting, to say the least. I had to quickly learn what these products do, who knows what about the products, corresponding customer stories, and everything about competitors.
Out of my initial list of target accounts to sign on as new customers, one of them was a hi-tech manufacturer who happened to be in the market for a B2B partner management solution. This prospect had a short selection timeline of 30 days, so I needed to figure out exactly what our technology offered and how it could be positioned to them.
Like most new sales reps, we’re given a few training sessions and then we’re on our own to fill in the rest. Normally, I would spend that time interviewing other account executives on how to ramp up quickly, or sort through some sort of knowledge management system or portal (where documents usually go to die). Instead, I found myself relying on tibbr, TIBCO’s enterprise social network, to immediately find the answers I needed.
When the prospect asked for a customer referral, I found an invaluable reference from another sales rep on tibbr. (continued…)