2012 starts with the completion of my engagements with Teambox and Synup. I am excited to finally have the time to complete the eBook on actionable social business intelligence.

I am extremely excited about how the new plan is coming about and wanted to share a couple of items with you today.

1. You can pre-register for the e-book at http://actionsbi.com.  Bookmark the site after signing up. It will become a blog and a whitepaper repository in all things related to Social Sales and actionSBI.

2. Here is the presentation from our talk at Dreamforce 2011.  http://www.slideshare.net/Salesforce/the-social-sales-revolution If you want to learn more about what we presented, feel free to contact me.

A little teaser; here is an excerpt from the eBook:

Social Business Intelligence (SBI) is the organization of data collected from social networks and web 2.0 utlities. It involves pulling status updates, reviews, tweets, QnA and blog posts/comments that relate to a certain subject or product.

The challenge is not in collecting the data as most networks or their 3rd party application partners will let you collect what you want and store it in a database or data file. The challenges are first knowing what to download, teaching your sales team to properly manage this data and using it to increase sales.

The shift sales people need to make with SBI is that they do not have time to wait for the number crunchers to analyze and make suggestions. SBI happens in real time and if acted upon can mean immediate sales spikes. SBI works from triggers where people or groups of people have started  discussing a problem that an offering solves. It is in the now. It allows sales people to interact both at the right time and the right way.Sales people are not used to managing business intelligence. This is usually the chore of an analyst or administrator who then shares their lessons with managers and executives. This is because most business intelligence is derived from internal barometers that allow us to learn where they find sales success and what methods have worked. It commonly studies wins and losses along with other indicators based on experiences and historical data.

So what is actionable SBI?

It is the alert that you need to get into the social networking mix and the information you need to be relevant to the conversation.

Happy 2012 everyone and get ready to hear from me bunches.


Well they call it the social enterprise and it is a tomayto-tomahto kind of thing in my book. Teambox has been talking about the hybrid of productivity tools and best practices in social networking for a couple years now and with the big push this year at Dreamforce, Salesforce is taking their billions and putting it on a bet they call the Social Enterprise.

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IDC reports on areas of sales productivity:

  1. Metrics and reporting – Track them over time
  2. Talent management
  3. Sales enablement – not more info to the rep but less. The most relevant.
  4. Sales methodology
  5. Sales management

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Speaker Jeanne Glass, Senior Director, Sales Operations, Education & Training, Fair Isaac

Benchmarking being discussed….yes! Miller Heiman did a sales benchmarking analysis for them.

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Image representing Salesforce as depicted in C...
Image via CrunchBase


Brett is opening the floor with some jokes and working his way towards sharing about the future of sales technology.

Spiel about the economy as many others lead with. Unique point is that it is leading to whether or not we should buy technology in sales. Thew up a quote from Gartner that stated in a down economy sales application software may be a good buy.

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How does Pelin Wood Thorogood speaks on creating a culture of measurement.

  1. Must be thoroughout the sales and marketing cycle.
  2. Marketing – What are the metrics for campaigns performance
  3. Sales – What are the pipeline performance metrics
  4. Adoption rates? Continue reading »

Dr. Judy Evelyn-Flick discusses slaes process. Here is a snapshot of her presentation, good stuff but you should get her book.

What is sales 2.0 about?

The benefit of Sales 2.0 – What is driving sales change? Continue reading »

A focus on getting slaes and marketing to work together

Sales and marketing behaviours often are a conflict. Continue reading »

Some great data for benchmarking and anlysis.

Talked about getting beyond the lead and into the meat of the sales.

Top priorities for Sales Leaders:

  1. Enhance and increase Lead Generation 71% of these have frozen or reduced budgets and 84% have higher revenue goals

Instead, how do you generate opportunities.

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Just met another blogger over at http://leadsloth.com,  Jep who will also be live blogging on the conference. I am sitting with him and a sales rep from Gartner who is ironically not writing about the conference.

It is obvious that there are some of the greatest mind in modern selling in this room. The kick-off begins:

David from Genius pitches his new Sales 2.0 for dummies book and thanks us for coming (it is free).

Plugs Gerhart from Selling Power one of the initiators of Sales 2.0. He asks us to stand up and put a hand over our eye, be right back.

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