Umberto Milletti, InsideView CEO, recently wrote an insightful article about the specific challenges that sales teams face in a down economy and the benefits that the social Web can bring to the sales process during these times. In an economic climate like we’re in now, people move around, lay-offs happen, and even entire companies disappear.  Therefore it’s imperative for sales teams to know about these updates as soon as possible. Because relevant industry news for your sales team might not make it into a Reuters article or even a niche industry blog, it’s necessary to include resources such as LinkedIn RSS feeds and other useful social Websites into the research process. Umberto outlines a number of particular areas that the social Web and emerging Sales 2.0 applications can facilitate the sales cycle in today’s economy.

You can read the full piece on the Sales and Sales Management Blog. Enjoy!