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"Social media, then, can help you become a better B2B sales professional, even helping improve sales. Understand how to use social media to your advantage in the highly competitive sales industry."

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"As the marketing power of social media grows, it no longer makes sense to treat it as an experiment. Here’s how senior leaders can harness social media to shape consumer decision making in predictable ways."

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"Yesterday I was part of an excellent discussion on why customers are mad as hell. This Focus.com Round Table was moderated by Josiane Feigon featuring Koka Sexton, Matt Heinz and Rebecca Morgan.

Current customers are angry because the environment has changed. People expect timely help and especially when they are in a buying cycle or already customers.

Rebecca Morgan pointed out that people are already irritated with the economy, their jobs and any number of other external forces that add stress to their lives. Having a bad experience with a company or a sales person just gives them an outlet."

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"Social media and social technologies are beginning to erode the potency of the old stack but as yet they don’t make up a new stack, one that will transform enterprises because it is coherent and because there is a clear implementation path.

So, we talk a lot about social but as yet we don’t have a social system for the enterprise. We don’t have a social stack in the way that the last generation of CEOs had a Wintel stack – not yet anyway, but it is close to hand."

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"During his keynote presentation today, Oracle CEO Larry Ellison announced Oracle Social Network, an enterprise collaboration and social networking tool for business."

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"Ask any sales leader how selling has changed in the past decade, and you'll hear a lot of answers but only one recurring theme: It's a lot harder. Yet even in these difficult times, every sales organization has a few stellar performers. Who are these people? How can we bottle their magic?"

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"Salesforce’s Marc Benioff continued his now-epic stream of social business thought leadership at this week’s Dreamforce 2011 in San Francisco. The messaging was certainly world class and the slew of announcements this week will address many of the shortcomings or feature gaps in its social software product line. But is a company whose roots are in sales automation and cloud-based SaaS the right firm to take organizations fully into the social world of the 21st century?"

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"Yesterday Ben Horowitz published a solid post "When Employees Misinterpret Management," which should have been titled "When Management Misdirects Employees."

He gives three examples, the most fun of which is him trying to get his sales team at Opsware -- the company he and Marc Andreessen famously rode through the bust to a huge, huge win -- to not cram all their sales into the quarter's last week."

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"
The sales force automation (SFA) software market is growing rapidly, with companies such as Salesforce.com becoming dominant players in the enterprise software space. And yet, adoption of these systems is notoriously low. Recently, there has been research in the field of gamification for using game mechanics to solve business problems. So, what if you could apply gaming mechanics to SFA software to increase adoption by the sales force?"

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"Social CRM, he said, is a philosophy and a business strategy, supported by a technology platform, business rules, workflow, processes and social characteristics. It is designed to engage the customer in a collaborative conversation in order to provide mutually beneficial value in a trusted and transparent business environment. "

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"What that means for IBM in 2011 is that this year they’ve decided to fully embrace social business - and to not only eat their own dogfood but to breed their own dogs. That’s the level of their commitment. (BTW, IBMer Jen Okimoto, whose tweets are her own saw me tweet this and returned a nicer image -”Prefer to think of it as we drink our own wine, and we’re creating/mentoring our own vintners and wine lovers.” You’re all welcome to invent your own imagery here. Heh. Heh.). Their level of commitment is astounding and potentially game changing.

Why?

Because a $100 billion company is driving all their resources into transforming their company into a social business. They aren’t just selling it, they’re doing it and evangelizing it and marshalling whatever they have to so that it will be globally hugged.

"

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"En France, un nombre important de cadres n'envisage pas encore d'utiliser les réseaux sociaux pour vendre et communiquer. S'ils le font, cela doit être pour créer un esprit d'appartenance à leur marque. "

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"At the Enterprise 2.0 conference last month, I spoke on a panel about measuring the ROI of E2.0 from an HR perspective. After listening to questions from the audience, I realized that community mangers are looking for more detailed guide of how to measure the benefits of E2.0 software. Calculating ROI can be a daunting and overwhelming task, but given advanced analytics it is definitely possible. I would suggest starting small, selecting one area to focus on and then building upon that. "

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"Le différentiel en termes de résultats obtenus est éloquent : entre 25 et 30% d'économies de coûts pour ceux qui suivent la séquence dans l'ordre décrit plus haut"

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"What is surprising to me is how infrequently the conversation turns to wringing additional incremental sales out of social media by focusing on social handraisers."

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"How successful can a B2B business be using social media? Fairly successful, at least in the case of IBM. We recently chatted with Ed Linde II, whose team is responsible for building Web assets to support the IBM.com sales channel and organic Web visitors, about IBM’s social media efforts and successes. He spoke about their Listening for Leads program, which he says has “uncovered millions of dollars worth of sales leads” so far, and is expected grow even more"

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"Social CRM sets the stage (or assumes) that HR, Sales and Marketing are now everyone's job. However, social CRM when built with workflows - needs organizational structures and processes to enable it. And I am not merely talking about policy. The questions that need to be answered are:"

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"Here are several tips for building and managing a buyer-centric sales process."

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"Conduire une transformation nécessitant un changement de comportement de la part des acteurs est tâche délicate. Cela requiert de la part du management un engagement tout particulier autour des 5 domaines d'intervention suivants :"

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