With spend on social media channels expected to increase to a 20.9 percent share of marketing budgets in the next five years, according to a recent CMO Survey, the big question is if that spend investment is translating into an increase in overall business performance? The answer appears to be not so much. In a C-Suite Study conducted by IBM, they reported that almost half of … [Read more...] about The Disconnect Between Social Media Spend and Business Impact
When it comes to social media, probably 4 in 5 people you meet these days are experts. A quick Internet search reveals there are 310 million "social media" experts with 166 million grabbing the "social selling" expert moniker. That's a lot of experts. The problem, as I see it, is that "social media" is so big, so broad and so misunderstood that it is tough to pinpoint what … [Read more...] about Expert: Leader, Follower or Copycat?
At the first of the year, I talked about what I believe lies ahead for the profession of selling. At least in 2014. More of the same dismal sales results we've seen for years can be expected IF teams simply do what they've always done. Optimistically, I'd like to believe that sales leaders will step up to radically change how their sales organizations operate. Having … [Read more...] about Go Beyond Social Selling
For important reasons, today’s post is longer than normal, and I hope you will take time to read through to the end. Your comments are also appreciated! Since today is SocialTech Tuesday, it seems appropriate to jump into a controversy that has ignited a firestorm of angry discussion among LinkedIn members. Many people are incensed over a new LinkedIn policy introduced (very … [Read more...] about SocialTech Tuesday: Have You Been SWAM'd?
The promise of CRM systems is that when sales organizations implement them, revenue will increase, right? My own experience as a corporate sales manager when CRM systems were first being rolled out told me that nothing could be farther from the truth. But by now, you might be thinking that things have changed. Well, not so much. I just finished reading a white paper from CSO … [Read more...] about CRM Won't Solve Your Revenue Problem