csrollyson + 2sbs + sales   49

This is not selling! Stop Annoying Me on LinkedIn - Alice Heiman, LLC
[comment]Useful example of #bad #manners on #LinkedIn: @aliceheiman fights impersonal "selling" #kudos
linkedin  2016  q2  pointofview  example  sales  busdev  csrblogcomment  relationship  customer  experience  b2b  software  development  services  2csra  2execguide  2snr  2sbs 
may 2016 by csrollyson
Blog-Socially Savvy
Firm guides clients in using #SocialMedia for sales, other business outcomes
social  business  employee  sales  advocacy  vendor  professional  services  firm  blog  marketing  2sbs 
december 2015 by csrollyson
Social Digital Transformation | Crimson Hexagon
#Socialbusiness post cites examples and outcomes but isn't digital transformation
Q2  2015  digital  transformation  social  business  media  intelligence  human  resources  recruiting  customer  service  sales  collaboration  2sbs 
november 2015 by csrollyson
Expand Customer Listening with Your Customer's Unaided Feedback - Customer Bliss
How to get full-spectrum #customer #experience feedback—and use it to create real change #kudos #cx
customer  experience  organization  howto  social  media  call  center  pointofview  q3  2015  sales  marketing  2cdo  2cco  2csra  2sbs 
october 2015 by csrollyson
5 Strategies for Driving Sales With Thought Leadership | Entrepreneur.com
USEFUL how-to post on infusing thought leadership w marketing #automation + process context #kudos
busdev  technology  process  thought  leadership  howto  blog  content  sales  b2b  lead  attribution  website  software  marketing  2sbs 
august 2014 by csrollyson
The Five Levels of Customer Focus | Trusted Advisor
USEFUL: B2B sales maturity model based on amount of trust in the relationship; suggests business results of more trust #kudos
customer  client  b2b  prospect  tactics  framework  hierarchy  trust  sales  business  development  analysis  2sbs  2cdo  2csra 
january 2014 by csrollyson
5 Answers Every CEO Should Want to Know | Chief Customer Officer 2.0
Good albeit 20th century thinking on measuring retention & growth: doesn't address #customer #experience or outcomes
customer  provider  brand  b2b  metrics  management  retention  measurement  sales  business  development  Q4  2013  service  2cdo  2csra  2sbs 
december 2013 by csrollyson
Why do Companies with Great Customer Service Succeed? - Infographic
Some useful numbers re: #customer expectations of #service via email twitter facebook forum: incl. costs of bad #experience #fb
customer  service  usa  global  metrics  statistics  2013  analysis  social  media  marketing  sales  spend  brand  survey  facebook  twitter  forum  email  CDO  digital  2csra  2csrollyson  2sbs 
december 2013 by csrollyson
The End of Solution Sales - Harvard Business Review
Extensive citations of Conference Board research on B2B sales environment
b2b  sales  management  research  2blog  strategy  2sbs  cycle  client  procurement  analysis 
june 2012 by csrollyson
B2B Social Business Case Study: Jefferson Financial - YouTube
How a financial services firm energized its channel using #socialbusiness + direct sales - & grabbed market share during recession
social  business  casestudy  b2b  2sbs  insurance  twitter  facebook  youtube  sales  kentucky  publicrelations  advisor  brand  channel  marketing  b2b2c  Financialservices  Platform 
may 2012 by csrollyson
How Your Online Surrogate Should Sell — S. Anthony Iannarino
Very simple but good guidance for adding value w your online presence
strategy  online  ecosystem  marketing  client  valueprop  howto  B2B  Sales  2sbs 
april 2012 by csrollyson
How You Are Causing Your Own Urgent Problems — S. Anthony Iannarino
Art of Management: why observing/evaluating one's (own or team) execution, & questioning "urgency" is key; proactive v reactive
b2b  sales  business  development  management  productivity  2sbs  priority 
march 2012 by csrollyson
Don’t Suck At Meetings [Infographic]
Terse infographic summarizes what we already know: sales/marketing meetings very wasteful; how to improve
2sbs  sales  b2b  business  development  meeting  productivity  statistics  presentation  engagement  cost  followup  infographic 
march 2012 by csrollyson
More sales leads stem from websites, not social media (survey) | ZDNet
ZDNet reports on "research" that finds that websites provide 7 times more sales leads than "social media" but the writer doesn't appreciate the self-irony in the second paragraph: "A company’s corporate website was found to be the top source of new sales leads online — second only to personal referrals.." As B2B continues to adopt social business, more word of mouth, i.e. personal referrals, happens online. Another reason I'm calling out this post is that it misinforms readers by treating "sales leads" as a homogeneous category. Our clients don't care about general adoption; what's more relevant is adoption by their prospects. This post treats all leads as the same, so it's really the equivalent of informational fast food. To end on a dour note, misinformation can work to your advantage because your rivals may read it and believe while you can see through it, invest and pull ahead.
b2b  sales  2sbs  notabene  website  social  business  media  referral  comparison  q3  2011  debunk 
march 2012 by csrollyson
How Do You Know It’s Time to Fire a Salesperson? — S. Anthony Iannarino
Excellent analysis how to assess whether to fire a salesperson; emphasizes leadership, coaching, integrity
sales  b2b  management  2sbs  fire  analysis  integrity  leadership  philosophy  coach  culture 
march 2012 by csrollyson
Seth's Blog: Why lie?
Insightful read, but bigger issue is lack of trust between sales & client: w trust comes open communication
b2b  sales  2sbs  prospect  client  lie  insight  trust  2blog 
march 2012 by csrollyson
Guest Article: Strategic Questions Will Uncover Strategic Opportunities, by Andy Rudin « Sales and Sales Management Blog
Shows relevance of diagnostic questions during pre-engagement & provides good list; also relevant to social business strategy
2sbs  csrblogcomment  Sales  Diagnostic  Questions  Process  Methodology  B2B  strategy 
march 2012 by csrollyson
Twitter and LinkedIn: Small Biz's Best Growth Tools - Forbes
CASEstudy: Financial services firm grows at competitors' expense by using LinkedIn, Twitter & legacy communications. Notice that Jefferson, an investments firm, engaged its channel (financial advisors), using LinkedIn, YouTube, Twitter and legacy marcom. Their momentum enabled them to maintain their pricing while competitors felt compelled to lower theirs. Another powerful lesson is, during "downturns," don't follow the herd and cut sales and marketing investments, especially when you can use social business to magnify impact as Jefferson did. Well done! #li
linkedin  twitter  casestudy  2010  2011  marketing  B2B  social  network  business  sales  fund  kentucky  employment  mayor  services  2sbs  notabene  Financialservices 
february 2012 by csrollyson
Strike Out or Home Run: The Risks/Rewards of Authenticity | Meetings Improved.
Reflecting on "expertise" v. "trust" in developing client relationship during project kickoff Thx @charleshgreen
csrblogcomment  sales  b2b  reputation  consulting  transparency  honesty  trust  credibility  client  launch  project  sport  2sbs 
february 2012 by csrollyson
Motion First - First Insights
Nice riff on true leadership: not trying to be popular
trust  authenticity  sales  2sbs  politics  leadership  philosophy  popularity 
february 2012 by csrollyson
B2B Marketing – The Unspoken Questions | Dawn Westerberg Consulting
Short riff & nice client focus: fear often behind client's "inability" to make decisions
b2b  sales  2sbs  fear  objection  insight  client 
february 2012 by csrollyson
SalesNet - Case Study - The Importance Of Client Maintenance And A Strong Sales Story
Opportunistic conversion by quick thinking; although social media not involved, the communication rhythm similar
b2b  sales  2sbs  casestudy  UK  university  power  electric  photo  education  higher 
february 2012 by csrollyson
Killer Communication Strategy « Sales and Sales Management Blog
The dark side of communication misuse by B2B sales: take the client view and be more aware Thx @paul_mccord
sales  b2b  business  social  development  practice  client  csrblogcomment  irony  communication  email  telephone  2sbs 
february 2012 by csrollyson
Why Value Propositions Are Overrated | Trusted Advisor
RARE insight into prof. services & B2B sales conundrum: discomfort w relationship; over-reliance on rationality Thx @charleshgreen #li
services  sales  b2b  insight  exceptional  tool  analysis  trust  relationship  csrblogcomment  2blog  social  business  2sbs 
february 2012 by csrollyson
Intimacy: If You Can't Say the I-Word, You Have the I-Problem | Trusted Advisor
ASTUTE analysis of the business, esp. professional services, to shy away from empathy, thereby curtailing trust
b2b  sales  trust  relationship  services  intimacy  empathy  analysis  credibility  reliability  2sbs  Financialservices 
february 2012 by csrollyson
Wants or Needs? Dylan and the Stones on Sales | Trusted Advisor
Simple post on the relationship between client wants and needs—how to use your understanding to connect better
b2b  sales  psychology  humor  analysis  tactics  news  2sbs 
february 2012 by csrollyson
Why ‘Sales Team’ is not an Oxymoron! | THE SOCIAL CMO Blog
Arguing—perhaps too unilaterally—for hiring sales team players over lone wolves; i'd say it depends on firm culture
sales  pointofview  team  b2b  news  2sbs 
february 2012 by csrollyson
Realizing Value from Social Networks: A Life Cycle Model | The Global Human Capital Journal
My first social network relationship development model measures quantitatively how your social actions in online social networks are performing
relationship  development  model  social  business  network  commitment  action  b2b  measurement  strategy  boothmktg12  sales  2sbs 
february 2012 by csrollyson
2012 B2B Marketing Social Business Opportunities « Social Business Services
Customer-driven disruption is bearing down on B2B marketing and B2B sales: here's how to use it to your advantage
b2b  marketing  sales  social  business  disruption  boothmktg12  enterprise  brand  transformation  client  customer  howto  2sbs 
february 2012 by csrollyson
4 Ways Marketers Can Drive Revenue--And Prove It | Fast Company
Brief post on how today's B2B prospect is changing the game: calls for tighter sales/marketing integration
B2B  sales  marketing  disruption  transformation  evolution  social  business  media  internet  2012  q1  integration  news  boothmktg12  2sbs 
january 2012 by csrollyson
Lead Generation Deathmatch: Trade Shows v. B2B App... - Community for Sales, Marketing and Recruiting Professionals - The Corner at Data.com contacts
Robust discussion that is always relevant to B2B sales and marketing professionals, and a frequent source of discord. @stingray, by playing the contrarian (respectfully) increased the value of the discussion considerably, so others chimed in. Well done!
tradeshow  b2b  sales  marketing  path12  valueprop  lead  news  boothmktg12  2sbs  2sds  discussion  bullsi2 
december 2011 by csrollyson
Web2andSalesProcessManagement
Brief paper makes good points about social networks' promise to impact on busdev
Web2.0  Sales  Business  Development  B2B  Research  2009  Collaboration  CRM  2sbs 
march 2009 by csrollyson

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