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AboutThe Selling Power Sales Leadership Blog showcases insights, ideas, advice about issues related to B2B sales and marketing. Posts are written by top-level sales and marketing leaders across all industries. The blog is run by the editors of Selling Power magazine and SellingPower.com. If you're interested in contributing, email firstname.lastname@example.org for details.
Tag Archives: social media
I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This is an excerpt from my interview with Mark Burton, former VP of sales at MySQL (acquired by Sun Microsystems), where he&… Continue reading →
My pet peeve about the annual predictions ritual is that they lack context for action. It’s nice to know that tablets and big data are important — but what should you do about it?
So here’s my attempt at not only forecasting but also to pro… Continue reading →
These tips are taken from Social Media is Getting Tired … Social Business is the New Frontier, by Gerhard Gschwandtner, founder and publisher of Selling Power magazine.
Suggested Social-Media Action Steps for Sales Leaders:
- Change your mind-set from social media (low ROI) to social business (measurable ROI).
- Expand the definition beyond personal selling. Turn your salespeople into digital influencers. Teach them how to listen online, join the right communities, and engage customers in their social-business sphere. Give them sales intelligence tools, such as InsideView for Sales.
- Create your social business strategy before searching for the best technology. Gartner considers Jive, Lithium, and salesforce.com as key players in the market.
- Take a closer look at Social CRM tools. SugarCRM, Nimble, and salesforce.com executives participated in a great panel discussion on the subject. Note how Jon Ferrara (founder of GoldMine) sees the future of Social CRM in this video:
Learn more on November 15, 2011, in Santa Monica at the Sales Strategies in a Social & Mobile World conference. Gschwandtner will be there with many expert speakers, including Anneke Seley (author, Sales 2.0), Jeffrey Hayzlett (former CMO, Kodak), Todd McCormick (PGi), Brett Queener (salesforce.com), and Jon Ferrara (Nimble).
This post is an excerpt from “Sales Success Strategies for a Social & Mobile World,” by Gerhard Gschwandtner.
Since social media is accessible on most mobile devices, real time collaboration is the new rage. A VP of Sales shared the story of driving in a cab to visit a client. He posted a question on Chatter:
“Visiting XYZ in London, any thoughts that I could share to enhance our relationship?”
Within minutes the company’s CFO shared:
“Yes, they owe us $400,000 that’s 60 days overdue.”
The results, the VP was able to eliminate the bottleneck in the company’s payment process. Problem solved.
The social media world is slowly moving in a new direction. Let’s say you are working in a company that employs 600 salespeople. Would you want to follow everybody? No. You’d follow the top ten thought leaders and learn what’s important to them. The big shift: from quantity to quality connections. Social learning companies like Saba.com benefit from this new trend by continually refining social learning tools.
Someone recently told me: “I consider the iPhone as an extension cord to my brain.” Social media has become a second brain for everybody. Why not use it more effectively to serve the community and serve your business?
I’m looking forward to discussing these issues in depth during our next conference on November 14-15 in Santa Monica with plugged-in leaders like Anneke Seley and Jeff Hayzlett. Check out the agenda and reserve your spot now:
Gerhard Gschwandtner is founder and publisher of Selling Power magazine, and is host of the Sales 2.0 Conference series. Follow him on Twitter @gerhard20.