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

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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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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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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

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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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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

Posted in B2B Sales, Customer 2.0, Sales Intelligence, Social CRM, Social Selling | Tagged , , , , , , , , , , , , , , , , , , | 2 Comments