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.

KG

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.

Continue reading »

Sales Training on Selling Activities

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/

“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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#sales20 Wonder why I am throwing up the pound sales twenty? It is because if you want to follow the Sales 2.0 conversation on twitter, that is the secret search phrase.

Wonder why I am starting my tech reviews from the show with LucidEra? Well, it is not because it was my favorite tool from the conference, although it is close. It is not because they were new and I have not known about them for a while. It is not because there is some tie in to the Sales Evangelist.  No it is because I am a huge fan of Business Intelligence. Might be why McManus Software, a Business Objects application developer is one of my clients. Business Intelligence is the key to surviving economic swings and maintaining stability in a crisis. Business Intelligence is quite possibly the one competitive advantage empowered organizations have left to understand what it will take to stay agile. Continue reading »

Let’s start this post with a flat out appreciation of the gents at newScale for sitting down and sharing some great information with me. David Satterwhite, their VP of Sales and Mark Hamilton,their VP of Marketing are an amazing duo. I have to say that in my 15 years watching sales and marketing executives interact, I have never seen a pair that worked so well together. Frankly, at newScale you may be challenged to figure out where Marketing stops and Sales begins. At newScale it may be that they are one continuous cycle.

So first, a bit about them from their site (I will paraphrase for the sake of keeping our SEO up) Continue reading »

#sales20

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

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

Continue reading »

Sales 2.0 Conference
Image by schnaars via Flickr

The Sales 2.0 conference has made a wise move in giving me a media pass. I will be tweeting and live blogging like a maniac, sharing the latest and greatest in sales technology and ideology.

If you are interested in particular subjects or particular sessions, and want my opinion, drop me a line or leave a comment. I will make as many as possible and report freely throughout the day. Once I return the compilation of my findings will go out in my newsletter. Be sure to sign up over there to the right if you are not only on my list.

If you are planning on attending, let me know, I will buy you lunch, or maybe a post event drink.

From their site:

“When times are tough, the organizations that keep moving forward are those which deploy the right strategy and use the right tools to win more sales. Sales 2.0 technologies help forward-looking sales organizations improve lead management, accelerate the sales process, improve sales effectiveness, decrease costs, and enhance the customer experience.

Attend the Sales 2.0 Conference on March 4-5, and learn how to deploy Sales 2.0 to accelerate your sales in 2009. You will gain insights from VPs of Sales who have successfully implemented Sales 2.0 technologies in their sales organization.

Agenda topics include:

  • How to Accelerate Sales in a 2.0 World
  • Sales Lead Management 2.0
  • Customer Engagement Strategies
  • Analytics and Compensation Management
  • Accelerating Productivity – New Sales 2.0 Tools
  • The Foundation of a Sales 2.0 Business

Benefit from eye-opening presentations, candid conversations, and collaborative sessions all focused on helping you create your own Sales 2.0 success strategy. You will walk away with practical ideas that your sales team will benefit from immediately.”

The reg link: http://www.sales20conf.com/2009/

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