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 Conference: CSO Insights gets 10 minutes

Sales 2.0 No Responses »

Mar 042009

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:

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.

Sales 2.0 Conference: The kick off continues

Sales 2.0 No Responses »

Mar 042009

Had to get this in:

A gentleman from Forrester jumped in and presented about the role of the researcher and analyst.

What is Sales?

A set of acitivites?

The people involved?

A proffession?

The top line of the income statement?

The answer to all is yes. Everyone in an enterprise sees this differently. Uses an example of door to door selling as the old way. Paradigms in sales are always moving us to more agile methods of selling (my interpretation).

Check out the video interview at startupslive.tv

Sales Evangelist, sales training, startup sales mentor 1 Response »

Feb 262009

Awesome video chat with Dennis Lankes over at http://startupslive.tv. He has my big mug on the home page, you have to check it out. I need a better online pic, anyone know a good photographer in the bay area?

Anyways if you get there after I am off the home page, here is the deep link:

Startups no matter what your business – sales are a part of it

Going to the Sales 2.0 Conference as a media guest – I love blogging

Sales 2.0, Sales Evangelist, Sales Process 4 Responses »

Feb 262009

: 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/

Web 2.0 and Sales 2.0 – Salesconx wants to help small businesses and startups

Salesconx, Web 2.0 6 Responses »

Jun 262008

I found a company that has a new idea. The site is called Salesconx and they are trying to build a new way of lead exchange. Like many new ideas, it is debatable if it will work, but I like the reasons why they are trying to get things going. What’s more is I have worked out with them a program. If you sign up for free, they will give you $25 to test it out. How can you lose, just go to my special page at http://www.salesconx.com/startupsalesmentor.php?reff=1043

Here are the basics:

1. Salesconx Inc, provides technology and services to support an online marketplace for business referrals. Launched in September of 2007, Salesconx serves as a platform for qualified introductions and pay-for-performance deal generation. Salesconx helps businesses and selling professionals across the country drive more business by allowing them to add more clients and customers in a broad range of industries and disciplines. These selling experts who have relationships with decision-makers across numerous industries include financial services, banking, computer services, real estate and marketing services.

2. Salesconx is an actively growing community of marketers, sales professionals and small business owners utilizing online networking to drive qualified leads and sales to their businesses via introductions and referrals. Thousands of businesses across North America are already using Salesconx to fulfill their lead generation, appointment setting and revenue goals.

3. What we are trying to accomplish : We are trying to help the 24 million small businesses in the US drive more revenue through qualified lead generation and “deal generation” by leveraging the 17 million sales professionals in the US. Most of the Internet has been about disintermediating sales people from the selling process – Salesconx is about incorporating sales professionals and turning them into conduits of leads and opportunities. It is our objective to displace a percentage of the $90 billion being spent in the US on marketing and give that money to our network of sales professionals.

Pretty cool stuff and if it is executed properly a great benefit to small businesses, startups, and their potential customers.