Category Archives: Social Selling

Using social media as a tool to find new opportunities and engage with customer 2.0

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

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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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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

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