Category Archives: Sales Intelligence

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

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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

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Salesforce.com acquires Radian6: Big Data Analytics is the Future in the Enterprise

Last week Microsoft asked me to be on the keynote panel for their Canadian launch of Dynamics CRM 2011 (#CRM2011TO). Marcel LeBrun, the CEO of Radian6, had a last-minute conflict for this event, which took place yesterday in Toronto, and … Continue reading

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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

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Social Selling Throughout The B2B Sales Cycle

The impact of social media on brand monitoring, customer service and marketing is a hot topic these days, but there has been less discussion about one of the biggest areas of social media impact: B2B sales. The opportunity to capitalize … Continue reading

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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

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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

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