Socedo: Tom, you run Business Development for leading technology and consulting firm, Blueprint Technologies. What exactly does your job entail?
Tom: My team’s entire mandate is to engage with existing and prospective customers to understand their issues and to identify ways in which we as a company can help them achieve their business objectives. Our approach is to focus on long-term partnership and positive transformation.
Socedo: Great, but how do you really get to understand the needs of prospective customers?
Tom: Really a combination of things. Our first few meetings are always about dialogue and never about transactions. We also prepare a lot before the meeting so we don’t waste anyone’s time. We have deep expertise across a number of industry verticals, combined with thoughtful inquiry around a customer’s specific situation to move the conversation forward.
Socedo: Excellent. Our whole company is based on the concept that Social provides great filters by which organizations can gain a good understanding of customers – current and potential—and create real opportunities via this understanding. Does this resonate with you?
Tom: Absolutely. For us, LinkedIn, Twitter, and other social “places” contain rich information that helps us separate wheat from the chaff and drives velocity. Blueprint is committed to developing a deep understanding of each customer’s opportunities and challenges, and we believe this approach is a significant driver of our track record of customer success.
Socedo: Tom, how do you operationalize this?
Tom: I think we do it fairly well though there is always room for improvement. We believe strongly in “omni-channel” presence of which Social is a component. We take “listening” very seriously and have resources dedicated to the listening side of Marketing. We also have a great connection between Marketing and Sales.
Socedo: Yes, we find that when organizations integrate Marketing and Sales, that Social can act as a turbocharger.
Tom: Agree, fully. We’re glad that we have connections to companies like yours as we attract great people, great customers and partners, and continue to grow.
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