Tag Archives: CRM
An Open Letter to Hoover’s Employees
Many of you joined Hoovers with a mission to change the world, and you did just that in the late 90’s. However, in recent years your parent company has not fostered that original spirit. Consequently, innovation and market leadership have … Continue reading
My Thoughts on All About The Cloud
For those who missed it, a brief recap of the cloud marketing panel this morning at All About the Cloud – I joined Marketo CEO Phil Fernandez, Joe Payne, CEO of Eloqua, and Appirio CMO Narinder Singh, for a discussion … Continue reading
B2Bs need to increase their social intelligence
Social technologies are breeding a new type of savvy marketing pro, tasked with reaching a more fragmented audience of customers, prospects and brand influencers than ever before. While B2C marketers have started to significantly crack the code, established B2B companies … Continue reading
Why Sales Is Still Missing From Social CRM
We’ve all heard the stories about the big deals closed on the golf course or at the steakhouse, but these tales are starting to belong more in episodes of Mad Men than in today’s business environment. Today’s sales professionals operate … Continue reading
How to Use B2B Social Media for More Efficient Lead Qualification
If you’ve read any of my other pieces on Social Media B2B, you’ll know that I live by the Listen, Connect, Engage model. It’s simple and highly effective for leveraging social intelligence to improve sales productivity and customer engagement success. … Continue reading
How to Improve Your B2B Sales Workflow with Social Media
In my last post I defined social intelligence as a new form of intelligence that delivers a much broader view of the prospect. I discussed how in-context access to this intelligence will significantly boost sales productivity, enabling more successful … Continue reading
B2B Social Selling Meets CRM
I recently wrote about how intelligence is different, and much more valuable, than data for the B2B sales professional. I described intelligence as going far beyond the basic facts and figures about companies, and creating a broader view of the … Continue reading
B2B Companies Must Keep Pace with the Customer 2.0
Social media has become the go-to resource for B2B customers – both to share feedback about companies they are doing business, with as well as to monitor discussions about products and services they are considering. The control of a B2B … Continue reading
Converting B2B Sales Data into Social Intelligence
Given the explosive growth in business and social data, it would be natural to assume that B2B sales and marketing professionals have access to a wealth of new information to learn about and engage the savvy, social buyer we call … Continue reading
The Changing Role of the B2B Sales Rep in Social Selling
Gone are the days of mass marketing and generic sales tactics. B2B customers today are savvier, less patient and have higher expectations for personalized communications to drive their purchasing decisions. Spam emails, newsletters and webinar invites are just about as … Continue reading
