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Social listening is the first step toward building a lasting relationship, but it should also serve to maintain connections throughout the pipeline. After you have listened to your audience, you can start sharing information with relevant insights to position yourself as a thought leader in your field. B2B buyers are 5 times more likely to engage with sales people if they provide insights about their business rather than reaching out cold. Engaging your customers on a personalized level will humanize your brand, which makes it easier for your customers to trust you.

We all know that Linkedin and Twitter is the perfect platform for connecting with potential customers and staying in contact with existing clients.

But you are missing huge opportunities if you are not using social media to listen to your peers and competition – especially the big fish that are making waves in the market.

To stay ahead of the competition, it’s vital to know what they are up to. Think about how useful it would be if you knew about:

  1. New products or services other companies are launching

  2. New people they are recruiting

  3. New clients they are winning

  4. Prospective clients they are targeting

You can unearth all these essential information and a lot more on LinkedIn and Twitter – if you know what you are looking for.

Tell us how you've successfully listened though social in the comments below!