Welcome!

Weblogic Authors: Yeshim Deniz, Elizabeth White, Michael Meiner, Michael Bushong, Avi Rosenthal

Related Topics: Weblogic, Microservices Expo, Agile Computing

Weblogic: Blog Feed Post

eBook: The Art of Social Sales

New eBook with contributions from some truly insightful sales leaders help us understand just what "social selling" means

Social Commerce on Ulitzer

The Customer Collective has released a new eBook with contributions from some truly insightful sales leaders to help us understand just what "social selling" means in today's marketplace.

Although we all know that our buyers have changed, business is moving so swiftly these days that its hard to know just how we need to adapt to keep pace...and keep selling. This eBook shares some great perspectives on what's required...and what's working.

As a preview, I decided to pick some of my favorite insights from a few of the featured experts - but this is just a taste. You really should go download the eBook. It's good stuff!

Paul Greenberg, President of The 56 Group and author of CRM at the Speed of Light has been one of my favorite people to follow for a long time. His turns of phrase often spark light bulb moments for me.

"...it's no longer good enough for a sales person to have a great relationship with an individual. The customer or prospect is expecting the entire company to be a 'person like me.'"

"And this must be the case throughout not just the transactions, but all interactions, regardless of whether it's an in-person visit, a website visit, an email marketing campaign, or a mobile text message. Doesn't matter. The "company like me" is what makes or breaks the successful sale."

Anneke Seley, CEO of PhoneWorks and author of Sales 2.0, is someone I've gotten to know personally this year. She's doing some revealing work into how the execution of selling is shifting to address our buyers' growing social appetites. She showcases two case studies in her article. Take a look at one outcome:

Dan, the Regional Director of Sales at a sales productivity technology company "claims 80% of his qualified leads now come from referrals, social networking and social media, which he considers technologies that enable communication with his personal referral network."

Jay Dunn, VP of Marketing for Lane Bryant, discusses how to build market value through social networks. He offers up an interesting take on how to apply value to the followers of your followers. He calls this Dunn's Equation:

"Annual Value X Network = Network Value"

The example he uses is if there's an annual purchase value [$50] and your customer has 5 followers that share similar interests in your products, then the network value is $300. It's an interesting premise and one I'm mulling around for B2B demand generation - maybe related to cost per qualified lead. Hmm.

Jouko Ahvenainen, a co-founder of Xtract, the world first social network analytics company, and Grow VC, the first global peer-to-peer micro-funding service for startups. Among other things, he talks about Social Intelligence and targeting Alpha users.

Social Intelligence: better understanding consumer preferences and peer-to-peer networks and influence so companies can help people find offers that are relevant to them.

Alpha Users: the most influential customers within a social network - the ones who can spread the word and market/sell for you.

The articles written by these experts (and others) go into a lot more detail about successful sales strategies in today's social world. Go download the eBook: The Art of Social Sales, today. [registration is required - but worth it]

Read the original blog entry...

More Stories By Ardath Albee

Ardath Albee, CEO & B2B Marketing Strategist of her firm Marketing Interactions, helps companies with complex sales increase and quantify marketing effectiveness by developing and executing interactive eMarketing strategies driven by compelling content.

Her book, eMarketing Strategies for the Complex Sale, was published by McGraw-Hill.

Her articles and blog posts have been used for university ezines, published in CRM Today, Selling Power, Rain Today and Enterprise CRM News. Marketing Profs has incorporated her blog posts into a number of their "Get to The Point" newsletters.

IoT & Smart Cities Stories
After years of investments and acquisitions, CloudBlue was created with the goal of building the world's only hyperscale digital platform with an increasingly infinite ecosystem and proven go-to-market services. The result? An unmatched platform that helps customers streamline cloud operations, save time and money, and revolutionize their businesses overnight. Today, the platform operates in more than 45 countries and powers more than 200 of the world's largest cloud marketplaces, managing mo...
When Enterprises started adopting Hadoop-based Big Data environments over the last ten years, they were mainly on-premise deployments. Organizations would spin up and manage large Hadoop clusters, where they would funnel exabytes or petabytes of unstructured data.However, over the last few years the economics of maintaining this enormous infrastructure compared with the elastic scalability of viable cloud options has changed this equation. The growth of cloud storage, cloud-managed big data e...
Your applications have evolved, your computing needs are changing, and your servers have become more and more dense. But your data center hasn't changed so you can't get the benefits of cheaper, better, smaller, faster... until now. Colovore is Silicon Valley's premier provider of high-density colocation solutions that are a perfect fit for companies operating modern, high-performance hardware. No other Bay Area colo provider can match our density, operating efficiency, and ease of scalability.
ScaleMP is the leader in virtualization for in-memory high-end computing, providing higher performance and lower total cost of ownership as compared with traditional shared-memory systems. The company's innovative Versatile SMP (vSMP) architecture aggregates multiple x86 systems into a single virtual x86 system, delivering an industry-standard, high-end shared-memory computer. Using software to replace custom hardware and components, ScaleMP offers a new, revolutionary computing paradigm. vSMP F...
At CloudEXPO Silicon Valley, June 24-26, 2019, Digital Transformation (DX) is a major focus with expanded DevOpsSUMMIT and FinTechEXPO programs within the DXWorldEXPO agenda. Successful transformation requires a laser focus on being data-driven and on using all the tools available that enable transformation if they plan to survive over the long term. A total of 88% of Fortune 500 companies from a generation ago are now out of business. Only 12% still survive. Similar percentages are found throug...
At CloudEXPO Silicon Valley, June 24-26, 2019, Digital Transformation (DX) is a major focus with expanded DevOpsSUMMIT and FinTechEXPO programs within the DXWorldEXPO agenda. Successful transformation requires a laser focus on being data-driven and on using all the tools available that enable transformation if they plan to survive over the long term. A total of 88% of Fortune 500 companies from a generation ago are now out of business. Only 12% still survive. Similar percentages are found throug...
As you know, enterprise IT conversation over the past year have often centered upon the open-source Kubernetes container orchestration system. In fact, Kubernetes has emerged as the key technology -- and even primary platform -- of cloud migrations for a wide variety of organizations. Kubernetes is critical to forward-looking enterprises that continue to push their IT infrastructures toward maximum functionality, scalability, and flexibility. As they do so, IT professionals are also embr...
At CloudEXPO Silicon Valley, June 24-26, 2019, Digital Transformation (DX) is a major focus with expanded DevOpsSUMMIT and FinTechEXPO programs within the DXWorldEXPO agenda. Successful transformation requires a laser focus on being data-driven and on using all the tools available that enable transformation if they plan to survive over the long term. A total of 88% of Fortune 500 companies from a generation ago are now out of business. Only 12% still survive. Similar percentages are found throug...
As you know, enterprise IT conversation over the past year have often centered upon the open-source Kubernetes container orchestration system. In fact, Kubernetes has emerged as the key technology -- and even primary platform -- of cloud migrations for a wide variety of organizations. Kubernetes is critical to forward-looking enterprises that continue to push their IT infrastructures toward maximum functionality, scalability, and flexibility. As they do so, IT professionals are also embr...
The platform combines the strengths of Singtel's extensive, intelligent network capabilities with Microsoft's cloud expertise to create a unique solution that sets new standards for IoT applications," said Mr Diomedes Kastanis, Head of IoT at Singtel. "Our solution provides speed, transparency and flexibility, paving the way for a more pervasive use of IoT to accelerate enterprises' digitalisation efforts. AI-powered intelligent connectivity over Microsoft Azure will be the fastest connected pat...