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23/12/2009 12:47:28
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NeilWarren
Posts 645
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If you'd like a catch up, first, about where a year's worth of evolution in this rapidly changing area has come from, have a look at this thread...
Sales 2.0 - Too Early to be Useful?
And/or if you'd like a glimpse into the future, to see how all this is panning out, and might be crucial to your continued success, I thought this 20 minute slide presentation summary, from one of our American cousins, was very helpful...
SocialMediaB2B.com - B2B Lead Generation Presentation by Kipp Bodnar
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24/12/2009 14:54:25
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NeilWarren
Posts 645
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If you're a statistics fan, you might also find this Stateside analysis of smaller company perceptions and experiences of online/social media worth interesting...
http://www.emarketer.com/Article.aspx?R=1007436
...given that it has "Lead Generation" at the top with 16% "very" and 34% "somewhat" beneficial.
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27/12/2009 17:20:49
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NeilWarren
Posts 645
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The other interesting thought I’ve just had about this is…
“Where are the B2B online sales figures?”
I’m almost getting familiar now with reading stuff about what percentage of retail or B2C business is being conducted online. And the stats (not to mention facts) of that dramatic shift are clearly the stuff that drives (forces, even) the vast majority of our retailers to have an online strategy, of one sort or another.
But what about B2B? The indicators above are probably as much as we know (and even then only in the USA) about who is doing how much business, with what amount of online involvement. But what would happen if you happened to be able to find out that, in your B2B industry or activity sector, 2% of “business actually completed or instigated” had a “very significant” online component in 2002, compared to 20% last year, and forecast to be 40% by 2012?
Or does anyone know of such analyses?
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06/01/2010 11:08:16
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RichardNolan
Posts 68
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The most interesting statistic I have right now is that just 20% of the Sales Direction Database (UK’s top sales managers/directors) that we have tested so far appear to be active on LinkedIn! I think this says two things:
1. There’s a long way to go
2. The opportunities are infinite
It seems to me that most B2B organisations are still using traditional sales strategies and think social media is just a fad or doesn’t relate to their business; but they’re wrong. What amazes me is that it doesn’t take much to put all this to the test. You no longer require huge marketing budgets to be effective, but can achieve impressive results by investing some time and effort in an intelligent way. For example, most people surprise (and convince) themselves on the results they achieve by spending just 20 minutes a day on LinkedIn.
Don’t forget, to achieve the best results this has to carried out in an intelligent way. If you’re an experienced sales professional, then you already know the key do’s and don’ts; you’ll just need to be pointed in the right direction.
You can find out more here: Cold Calling vs. Warm Calling
Due to all the snow, my three face-to-face meetings have been cancelled today (reminding me that I must implement our webinar technology), so will be spending my time prospecting on LinkedIn, which isn’t affected by the weather (or traffic jams for that matter)!
I believe by this time next year Neil will have some very compelling statistics along with enviable case histories.
Why not consider being one of Neil’s case histories yourself? There’s a great opportunity for your organisation to take ownership of your industry segment or niche on LinkedIn right now and, what’s more, discussing it with me now on 020 8755 4866 won’t cost you a penny.
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06/01/2010 18:21:36
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NeilWarren
Posts 645
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Yes these are truly fascinating snippets we're uncovering here Richard - where even that 20% looks like a massive percentage surge over the last 12 months.
And thanks for the link/plug but, if I could just update that, we're now - The Sales Direction Database - Part of 2N Media Ltd.
Mind you, also worth noting that the nearly 100,000 viewings we've had for the previous Newar Data version happened in about 9 months. Anyone else getting their white papers and company brochures read at the rate of 10,000 a month? It's all going on at the speed of light folks!
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20/02/2010 15:34:49
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NeilWarren
Posts 645
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Never mind "Too Early to be Useful", check out...
Paul Castain - Sales Playbook! - Sales 2.0 is Virtually Useless!
And I've learned more from this maestro, who runs a 700 person US sales team, than just about anyone else as far as integrating selling, real sales people, and networks/groups and so on goes.
He never pulls his punches though, so be warned!
(Thank you Paul)
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26/02/2010 09:29:52
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NeilWarren
Posts 645
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My son was also telling me that we're all going to be hearing a lot more of the word "integration" as these changes pan out.
Which would appear to be the case if the likes of Mark Patron (we’ve known him for a decade or two here at ModernSelling/Sales Direction!), interviewed at the recent Technology for Marketing & Advertising Exhibition (not “Selling” guys?!), are anything to go by…
http://econsultancy.com/blog/5484-email-isn-t-dying-it-s-just-turning-into-social-media-glue
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22/03/2010 15:35:56
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NeilWarren
Posts 645
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In fact, at the risk of overloading everyone - I really do believe that Robert Keitch of the Direct Marketing Association is spot on here, in telling us that we should really be considering the TOTAL package of integrated sales & marketing activity, online AND offline...
ModernSelling.com - Robert Keitch - DMA - Has Digital Killed Traditional Direct Marketing?
...which is precisely what we're offering now for all those who wish to access the UK Sales Profession (or more precisely its leaders).
So please give me a shout if you want to know more.
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03/05/2010 17:53:39
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alex grachev
Posts 6
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While it is a selfless self promotion, I think this link can be educational for many as I almost guarantee, at least 90% of the forum readers are not aware about PPD advertising model:
http://ideamamaadnetwork.com/why-us-3/cpc-cpl-cpa-cpd-advertising/
http://ideamamaadnetwork.com/our-technologies/crm-demo-pay-per-deal-advertising-technologies/
If links have to be removed then just google "Pay Per Deal advertising"
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28/08/2010 17:18:08
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NeilWarren
Posts 645
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Here's another 4 very useful tips and insights from Stu Schmidt, VP of Cisco WebEx...
All Business - Interview with Stu Schmidt Vice President of Cisco WebEx (4 x 2min video clips)
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31/08/2010 15:00:07
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RichardNolan
Posts 68
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Stu Schmidt's comments are excellent and well worth a view (who remembers the DEC Vax?).
I have just completed a short cartoon animation myself, which show what can be achieved on a very low budget: Online Marketing Manager - The Video
Which is linked to my 'personal brand' (which I'm working on): Online Marketing Manager
All feedback very much appreciated.
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