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Converting B2B Sales Data into Social Intelligence
Given the explosive growth in business and social data, it would be natural to assume that B2B sales and marketing professionals have access to a wealth of new information to learn about and engage...
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B2B Companies Must Keep Pace with the Customer 2.0
Social media has become the go-to resource for B2B customers – both to share feedback about companies they are doing business, with as well as to monitor discussions about products and services they...
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B2B Social Selling Meets CRM
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...
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How to Improve Your B2B Sales Workflow with Social Media
In my last post I defined social intelligence as a new form of intelligence that delivers a much broader view of the prospect. I discussed how in-context access to this intelligence will...
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Social Selling Throughout The B2B Sales Cycle
The impact of social media on brand monitoring, customer service and marketing is a hot topic these days, but there has been less discussion about one of the biggest areas of social media impact: B2B...
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How to Use B2B Social Media for More Efficient Lead Qualification
If you’ve read any of my other pieces on Social Media B2B, you’ll know that I live by the Listen, Connect, Engage model. It’s simple and highly effective for leveraging social intelligence to improve...
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Salesforce.com acquires Radian6: Big Data Analytics is the Future in the...
Last week Microsoft asked me to be on the keynote panel for their Canadian launch of Dynamics CRM 2011 (#CRM2011TO). Marcel LeBrun, the CEO of Radian6, had a last-minute conflict for this event, which...
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Why Sales Is Still Missing From Social CRM
We’ve all heard the stories about the big deals closed on the golf course or at the steakhouse, but these tales are starting to belong more in episodes of Mad Men than in today’s business environment....
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B2Bs need to increase their social intelligence
Social technologies are breeding a new type of savvy marketing pro, tasked with reaching a more fragmented audience of customers, prospects and brand influencers than ever before. While B2C marketers...
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An Open Letter to Hoover’s Employees
Many of you joined Hoovers with a mission to change the world, and you did just that in the late 90’s. However, in recent years your parent company has not fostered that original spirit. Consequently,...
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