Image via Wikipedia.   The key lies in how well you and your organization are responding to the most transformative changes in B2B buying we’ve seen in several decades at least.   By doing so, a B2B organization can learn about the potential interactions social buyers desire that make up the entire social experience.   B2B buyers, via the social experience, do actually want more personal engagement with an organization – not less!    This is a profound transformation for many B2B organizations to get their heads around.  MORE >>

Image via Wikipedia.   It really is an ongoing almost never ending process of staying on top of the challenges you have and knowing what’s out there." Non-Linear Thinking : the Social Buyer appears to not be thinking conventionally with respect to a methodical stage-by-stage buying process or buying stages.    New platforms such as Jive are influencing the way organizations work and migrate towards being a social business.  From a B2B market view, the new social buyer ecosystem continues to undergo a rapid evolution.  MORE >>

Image via Wikipedia. Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations.    For the past thirty to forty years, sales have focused on relationship building, methodology, and processes.  On Amazon, over 1,500 titles in sales process and over 500 titles in sales process management are listed in their book category.    Sales management has become defined primarily by implementing and enforcing methodology and processes.  MORE >>

Calling all Balanced Scorecard practitioners and strategy executives, here is a Strategy Map to guide the Social Media / Social Business initiatives within your organizations. For those who are curious, a Strategy Map is "a diagram that is used to document the primary strategic goals being pursued by an organization or management team. It is an element of the documentation associated with the Balanced Scorecard, and in particular, is characteristic of the second generation of Balanced Scorecard designs. See the rest of the Wikipedia entry for more information. MORE >>

Image via Wikipedia.   They come from two plus years of doing qualitative interviews with buyers on behalf of three Fortune 50 organizations.    In addition, we know from the people who survey sales trends, such as Sirius Decision , CSO Insights , and McKinsey , today’s buyers get through nearly 70-80% of the buying process BEFORE they engage with sales people.    Many B2B companies still manage from these very same sales processes without regard to the entire buyer experience.    Yes, I know, get over it!  MORE >>