I recently wrote about how intelligence is different, and much more valuable, than data for the B2B sales professional. I described intelligence as going far beyond the basic facts and figures about companies, and creating a broader view of the prospect, which incorporates recent business events, social conversations and social relationships. In other words, social [...]
Tuesday, August 10, 2010
Business is getting more and more social. Understanding how social it’s becoming is a challenge to many B2B marketers. Where do you go to find out if your prospects and customers are on social networks? If so, which ones? It’s now possible to append your B2B customer and prospect databases with social media addresses and other [...]
Tuesday, April 20, 2010
The common disconnect between B2B sales and marketing teams has recently been amplified by the emergence of social media. When it comes to B2B social media efforts, salespeople often have very little exposure and experience with both professional and personal usage of social sites and new media. As this blog post points out, the two segments [...]
Monday, March 1, 2010
After covering BlackBerry apps for B2B marketers and PR professionals, this week we’re taking a look at BlackBerry apps that facilitate B2B sales. B2B salesmen and women are constantly traveling, and their nomadic lifestyles demand mobile support. In the field, even a laptop can be cumbersome, so it’s important to have sales solutions that fit in [...]
Monday, January 25, 2010
Many B2B companies understand the idea of the sales funnel and track their leads using a CRM system like Salesforce.com or a module integrated into their ERP system, but they are not using the same organized process to handle customer service. According to a May 2009 study, only 40% of companies stated that their employees [...]
Thursday, December 10, 2009
Yesterday when logging in to Facebook, users were greeted with a box stating that their privacy settings were going to be updated. The first paragraph is directed towards users and implies that Facebook is making things easier to manage with both a reduced set of controls and the ability to control individual posts and updates. But [...]
Wednesday, December 9, 2009
A lot of talk is happening around the importance of mobile in the future of B2B sales and marketing. The future is great of course, but today I wanted to share some mobile applications that are available today. We all know that it is critical that B2B sales teams have the tools and information they [...]
Monday, November 9, 2009
Mike Schneider recently presented about Social CRM at the recent Social Media Business Forum Event in Durham, NC. At the event Jeff did an interview with Mike about Social CRM and its impact on B2B companies. We heard from many of you that you would like to see Mike actual presentation. Here it is! Below [...]
Thursday, September 10, 2009
Salesforce.com the maker of the popular web-based CRM system recently announced the support and integration of Twitter into its platform via its Force.com App exchange. Salesforce previously had already supported integration with Facebook and is moving fast to integrate with data from the social web. What does this announcement mean for the future of social [...]
Thursday, July 2, 2009
“Relationships” is the one word we all hear when talking to B2B sales driven organizations. To the sales team and executives relationships are critical to closing a sale. For this reason most companies use some type of Customer Relationship Management (CRM) software. CRM software allows organizations to have dynamic records of their customers complete with [...]
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Monday, October 11, 2010
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