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Tag: sales (Page 1 of 2)

Happy Valentines! Digital tip of the week –– Organize your Twitter stream by creating lists

When you follow a high number of profiles on Twitter, it is sometimes difficult to get to know the important and useful tweets in between the “noise” of your timeline. Twitter Lists come in handy to keep up with the best tweets from the people you follow and cut the noise in your stream. You can have different categories of lists eg “customers”, “partners” etc to help you sort the content and you can make your lists public or private. Plus, lists are a form of appreciation on Twitter, a gesture of gratitude. And you might get listed back too.

Learn how to create Twitter lists here.

Girl with a blog in 2014!

I have been reading all the 2014 trends for social!   One thing I found interesting was the number of articles that included blogging coming back — I just share a few here!

The blog is back!

•Changes in the Google algorithm this year and the growth in Flipboard and mobile curation services are promoting renewed interest in the blogging medium.
And from Social Media Today,
 Blogging Will Remain The #1 Way To Generate New Business
Creating great content on a regular basis and driving traffic back to your site is going to remain the number #1 way to generate new leads. This means as a small business, if you don’t have a blog yet, it’s time to start one.
From Europe Trend report:
Blogging Rocks!
The blog content will be top of mind again in 2014.  Companies who do not blog will be left behind!

Here are 4 reasons you need to blog:

  • Drive traffic to your website
  • Increase your SEO!
  • Position your brand as an industry leader and showcase your POV!
  • Develop better customer relationships

Jingle Bells, Social Sells!

Happy Holidays and Merry Christmas!!!

I love social selling, and the impact it has on business.   Social selling is shown to drive measurable results.   The Best Reps are not just present in Social Media, they position themselves as credible and influential sources in customer networks.

In a recent joint study conducted by WetPaint and the Altimeter Group of the top 100 brands engaged in social media, a significant correlation was drawn between a brands depth of social media engagement and revenue growth. Companies that scored the highest marks for social media activity, on average had increases in revenue growth of 18% over the last 12 months, while social media laggards saw revenues drop 6% over the same period.

Tell me your experiences!

Friday Social Tip: Spend Time on Your Influencers – The 4-1-1

Spend time on your influencers!

I think this is one of the best social media tips I ever discovered.

First, a definition of an nfluencer.  An influencer is someone who influences the rest of the clients and potential clients online and offline, usually about 15% to 20% of your followers or fans!

I discovered this concept in a book by Andrew Davis, author of Brandscaping,  The 4-1-1 (for your informtion!) is a way to show value and care to your social influencers.

This concept says that if you communicate 6 things socially, 4 of those 6, or 67% should be showcasing content from your influencers.   The other items you should be showcasing are your Point of View or Subject Matter Expertise .  The other could be something that is more sales oriented.

Complements of Joe Pulizzi here is a great visual of what this concept is!


The Social Sales Team – Knowledge accidents and all!

The Social Sales Team

A good sales team should rarely meet each other.  It should, instead, be out meeting customers.  It should be working out what your customers want and be maximizing the return for your organization.    The problem comes because sales teams have voracious appetites for ideas, comments, case studies, pricing, presentation, market intelligence and so forth.  They are generally very poor at following a process and providing forms to fill out and records to keep gets in the way of the sales process.  In addition to this, much of what a sales team relies on is experience amongst the members of the team.

The knowledge accidents that occur when they bump into each other in the corridor or at lunch are extremely valuable and efficient to exchange information and catch important snippets.  So how do you keep their appetites satisfied, but maximize their time in front of customers?

Make them Mobile

Give them the technology they need to keep in touch easily with the places they need to go to help them in their job.  This might be an iPad with a 3G card, or a Mi-Fi device or similar which lets them connect to the office and access your systems.

Collaboration Hubs for Clients

In your social intranet, create communities focused on each of your major customers.  Use Wikis, Forums, Activities, Ideation Blogs and all the other tools you need to share everything you have about that customer which would help your sellers.  Consider organizing the material around opportunities (perhaps pulled from your CRM system) using tags.  That way you can easily find everything about a particular opportunity whilst keeping the structure fluid so that it’s easy to re-use information.  For more information on this, please see

Give them some Power Tools

Provide them a social network to interface with other sellers.   Teach them how to use the outside social tools .   Did you know the most productive sellers in IBM leverage social in their sales process?

One of the best techniques the Sales Team can deploy is to use an informal blog. This lets them express their thoughts, experiences and opinions about the work they’re doing with the customer account without the need for the structure of more formal meeting minutes.  It’s in the blog that the seeds of the knowledge accident tree are sown.  It’s where short narratives about what’s going on can be captured and stored for the benefit of the rest of the team.

Remember that by putting mobile technology, which is connected to your system in the hands of your sellers, they will be more inclined to participate.  If it’s made easy, and they are rewarded for doing so, they will do it.

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