Chatter is a valuable tool for both internal collaboration and bringing a customer into the conversation.
But there isn't a 'template' for how a sales team can get the most out of Chatter, to be more productive and engage with prospects & partners in a competitively-differentiating way.
BCS was developed as an answer to this problem - it outlines the "collaborative selling funnel", a new way of thinking about the selling stages of a deal, from prospect to close, that's based on the quantity and quality of collaboration using Chatter.
BCS guides a sales rep to make good collaboration decisions, at the right time in the right place, in order to win more business and create long-term customer relationships.
