Social Selling: An Old Dog With New Tricks

Posted by Ashish Vazirani on Fri, Mar 13, 2015

I have written and presented on the topic of social selling, but my voice is just one among many and it seems that often these voices are not in harmony. I find that many people often confuse social selling with social media, thinking it is a relatively new phenomenon. But the truth is social selling is as old as the concept of sales itself. The fundamentals of effective selling remain the same. Empathy, relationship building, active listening, providing insight and reinforcing value are essential. New collaboration platforms and virtual communities haven’t changed the rules of engagement, but they have changed the tools of engagement. Social media channels are merely another way for salespeople to exhibit these behaviors. B2B sales coach, speaker and author S. Anthony Iannarino, thoughtfully reminds us, “It’s never good to overpromise and under deliver. But that is what social selling has done. It has been offered as the panacea to all the problems that ail sales organizations, and in doing so, the case has been greatly overstated.” If selling hasn’t changed, what selling skills should we emphasize that will be enhanced by the new social media?


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How Channel Partners Should Invest MDF To Accelerate Profitable Growth

Posted by John DeSarbo on Thu, Feb 05, 2015

In this second article of a two part series, ZS Principal John DeSarbo and Semdrive Executive Vice President of Sales Darren Yetzer discuss how channel partners can better manage their MDF spend and its impact. "How Channel Partners Should Invest MDF To Accelerate Profitable Growth” was originally published by Channel Marketer Report on December 2, 2014.


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Multi-Threaded Sales with Social Media: Three Ways to Get Started

Posted by Ashish Vazirani on Thu, Jan 16, 2014

I recently heard Joseph Pine speak about his book The Experience Economy, in which he suggests there is a hierarchy of economic value: commodities, goods, services and experience.


In a business-to-business environment, the idea of experience may be synonymous with solutions: the combination of products and services that addresses a customer’s business needs in a way that is engaging and allows the customer to achieve their business goals.


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Social Intelligence: Three Steps to Implementing a Socially Enabled Business via Big Data

Posted by Bhargav Mantha on Fri, Jun 28, 2013

Social-media technologies have fundamentally shifted the way people engage with one another and organizations. Social channels such as Facebook and Twitter have sparked an explosion of business-to-consumer and consumer-to-business interactions, in turn changing consumers' behavior and expectations about how they interact and transact with commercial enterprises.


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