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If the sales training you provide to your sales team does not include guidance regarding social media, consider these facts based on Aberdeen's Social Selling research:

Louis Pasteur’s famous quote, “Chance favors the prepared mind,” was intended to guide a better scientific method, but is equally appropriate to the art and science of professional selling. Preparing field sales representatives, account managers, or even inside reps, for sales calls, represents one of the most challenging tasks faced by sales leaders. All too often, unfortunately, the training provided to sales professionals before they are released into the fray of sales calls focuses too aggressively on the features of their products, rather than on how to effectively prepare to converse with their prospects and customers.