Sales Evangelist

Actionable Social Business Intelligence (actionSBI) – The free eBook is coming

#DF11, Brilliant, CRM-SFA, Dreamforce, Sales 2.0, Sales Process, Sales Training, Social Business Intelligence, Social Selling, startup sales mentor, Web 2.0 No Responses »

Jan 112012

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 3^rd 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.

Dreamforce is all about the Procial Network

Brilliant, Building a sales plan, LinkedIn Answers, Sales 2.0, Sales Evangelist, Sales Process, Sales Training, SalesForce.com, Social Business Intelligence, Social Selling, startup sales mentor No Responses »

Aug 292011

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.

New site, new blogs, new focus, all should be expected from a seller of the new

Sales 2.0, sales training 10 Responses »

Feb 262010

Focusing on helping sale people was what got me into blogging in the first place. This was a transcendental moment as it helped further my career and understanding of Sales 2.0 technology and practice. Being a Web 2.0 aficionado, it was only fitting that I took to the many new concept and tools that made for best practices in modern day selling. Continue reading »

Sales 2.0 starts does not start with technology

Messaging, Sales 2.0, sales rant, Web 2.0 4 Responses »

Feb 242010

Its been a while since I have gone on Millerianesque rant. Frankly, I was not sure there was another one in me. Well, I was wrong. See, I am sick and tired of people thinking that all you have to do is throw some slick new tools into the mix and VIOLA you have a Sales 2.0 strategy.

Why focus on utilizing web awareness and strategic email delivery i.e. forms of Sales 2.0

Sales 2.0 3 Responses »

Feb 072010

Yes, it is a damn long title! And it should be; why? Because, there is this mystery shrouding Sales 2.0 that just needs to go away. This is not Merlin in a secret chamber alchemy, it is simply progression of systems and implementation designed to enable sales teams to have real time access to the immediate actions of potential buyers.

See, whether you want to accept it or not, the business world is driven by the buyer. Today’s buyer is empowered through the ability to search the internet in ways never before fathomed. They can research and educate themselves without your marketing, sales, or customer service team’s assistance. That said, they are on an island, and while they prefer it, it is not always the soundest place for them to reside.

And we are back online! 2010, Sales 2.0, and beyond…

Sales 2.0, Sales Evangelist 10 Responses »

Feb 012010

After six months in the trenches, a hiatus that has included massive personal and professional change, I am glad to say we are back blogging in full force.

2010 will prove to be a challenging year for sales teams and startups alike. With that in mind the focus this year will be on boot strapping and grass roots effectiveness. A heavy focus will be placed on Sales 2.0 tools and how they can aid in your growth as a sales professional, a sales leader, a mentor, or a starting business. Additionally, the consultancy will be rolling out a new Sales 2.0 conversion program for organizations that want to initiate a sales team using modernized best practices, or retool an existing one for the 21st century.

Sales 2.0: A quick announcement on Landslide

Landslide, Sales 2.0, Selling Activities 1 Response »

Apr 122009

Sales Training on Selling Activities

#Sales20 If you read this blog on the regular than two things are clear. I am firm believer in Workstyle Management. And my favorite tool for sales process management in Landslide.

Training sales people to focus on selling activities is much easier when your tools support your endeavors.

Now Landlside has take things further with their new blog. Here is their tagline:

“A forum, often serious, sometimes frivolous, to share thoughts, ideas and comments about everything related to sales – skills, techniques, work styles, quirks and technologies.”

The Landslide Blog can be found at http://blog.landslide.com/

Sales 2.0 Tech Reviews From The Show – The Lead Sources In All Their Glory

Sales 2.0, Web 2.0 3 Responses »

Apr 012009

Since tonight on the Sales Training show Sales Evangelist TV I will start the journey into sourcing and generating leads, I thought it wise to post about it. One of the hottest spots in Sales 2.0 is the new world of online lead sourcing. This is not a new thing, as Hoovers and DNB have been around for many years. What is new is the manner in which data is provided, cleansed, confirmed, and improved upon.
The new tools in the industry are making lief much easier for the modern seller. Here are some that were at the show or came to me to show me there goods right after.

Sales 2.0 Tech Reviews from the Show – Ribbit, this is just cool!

Sales 2.0, Sales Evangelist, Web 2.0 2 Responses »

Mar 302009

I am a madman twirling his mustache when it comes to voice to text web 2.0 tools. If you read the blog you know of my fondness of Jott, Evernote, and the now deceased IwantSandy. Well the trump card has been dealt for all SalesForce.com users and it is the voice to text service Ribbit.

See any voice mail you leave yourself, and calls from prospects and clients to your cell, automatically get added to Salesforce.
Continue reading »

Sales 2.0 – Tech Reviews from the show, Genius has added the silver bullet

Messaging, Sales 2.0, Sales Process 2 Responses »

Mar 272009

“With Genius Marketing we are able to easily and instantly connect with our most valuable customers and offer them important services during the economic downturn. It’s paying off for both BT and our customers.” – Russell Cartwright | Manager of BT Business Sales Enablement

You know how much I love starting a message with a customer quote. This one is no different as Genius provided me with this gem and I am happy to share. If you are a long time reader you know I love the Genius suite of products and have talked about them fondly. If you are new, please read more about how they empower sales messaging via email. Click on that sentence back there to read.

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