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Why Social Media Doesn't Work [PowerViews LIVE Highlights]

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On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? Marketing organizations today are using social media for business purposes—more now than ever before. It’s everywhere!” This is true.

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PowerViews with Koka Sexton: How to Leverage Social Media

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Leveraging social media is a familiar tactic for individuals. Companies have been a bit slower than individuals in realizing the power of social media. That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. An evangelist for social selling — and a U.S. What is Social Selling?

Power Opinions - Experts Select Top Three Social Media Tools

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We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). Social Listening, Content Management, Social Advertising—advertising in social?

Social media ROI sucks! (Or, you can prove anything if you send out a survey)

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Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. And even with concerns over social metrics, the rise of content marketing has rushed in to boost social’s street cred.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. social media. Look for.

Follow the Money: The Primary Responsibility for CMOs

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Social Media ROI: Managing and Measuring Social Media Efforts in Your Organization by Olivier Blanchard. Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine. Its purpose is to follow the money trail to get to the root cause of an issue. Your duties are: Establish the Brand.

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The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

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Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. About the hosts: Paul Gillin is a veteran technology journalist and a thought leader in new media. He is the author or co-author of five books, including Social Marketing to the Business Customer(2011), the first book devoted entirely to B2B social media marketing.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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If you find they don’t use social media very much you can be a little more traditional in your approach. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. This time the QB ran it in for the touchdown. Period. Reheat.

Q&A With Dave Stein and Steve Andersen

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ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. The co-authors recently shared some insights with me about their goals for the book and its readers. Q. How did the two of you decide to collaborate on this book? A. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

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B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. social media. Look for.

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

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They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique. Here is the entirety of our discussion, and below are some highlights. agree. percent were quality.

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The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

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Hired a social media marketer. In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Treating the symptoms of poor revenue performance is not going to make it better. Added an SDR team.

Is Anyone Leading Lead Management?

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Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Direct Marketing Agency. Digital Agencies. Telemarketing Sales.

The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

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The webinar was called, "The Future of Social Media." Which is relevant when you''re selling social media management software. Think about who uses social media management software? But, who wants to watch a webinar on the "Future of Social Media"? Just about anybody curious in the social media industry. Here''s a better webinar title to attract higher quality inbound leads, "How to Get 3X More Social Reach with Your Brand.". You know when you get excited about new inbound leads. Both good and bad trends. However.

Lead Generation Lies That are Wreaking Havoc with Your Sales

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Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level. Social is a huge door opener and a great way to participate in conversations that would otherwise never exist. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. Hogwash! Period.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. social media. Look for.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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That kind of video can be shared on social media, generating buzz about your company. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Here is the full video of our discussions and below are some highlights. Sales is Getting Scientific. Sales Tools to Leverage LinkedIn.

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PowerViews with Jamie Turner: Mobile Marketing Leads the Way

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He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. Social and mobile are nothing to be intimidated by.

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Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

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Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? If so, you should probably be doing a lot of social selling. Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel. agree. By Dan McDade

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PowerViews with Ruth Stevens: The Science (not the art) of Marketing

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Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. The amount of data available to marketers today can be overwhelming. Ruth has held high level marketing positions at Time Warner, IBM and Ziff Davis. Here is the full video of our entire chat and below that, some highlights. Stay Tuned.

PowerViews with Tony Zambito: Buyer Predictability

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Tony feels that, due to social media collaboration, even the standard labels for the players are becoming a bit outdated. My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Understand the Buyer''s Backstory. Study Lead Behavior. You''ll be far more successful in generating leads.

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

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Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship. Move Toward Customer Retention. Stay Tuned.

PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

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They’re on social media so that you don’t always have to be. There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. Has one of your prospects changed jobs? More than 9,000 professionals are using SalesLoft today.

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

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Do you know how media fragmentation works and how to engage consumers across multiple channels and devices? Via Social Media Examiner. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Via OpenView Labs. Enjoy!

PowerViews with Jill Rowley: Social Employees Should Connect and Amplify

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In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen. Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. She’s Down with OPC.

Best of PowerViews: Are You Tenacious About Sales Follow Up?

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For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Click to start video at this point —When asked about marketing automation and if he felt we were returning to a one-to-many marketing approach, Jamie expressed that with the increased use of marketing automation, even on the social front, it has become somewhat depersonalized. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to. Enjoy! Today''s Featured Guests.

PowerViews with Anthony Iannarino: Changing Business Models

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What About Little Data and Social Media? He likens it to using social media like a bullhorn to try to communicate with a mass of people all at once instead of doing it the right way and cultivating the intimate relationships that buyers are looking for. My guest today is Anthony Iannarino, President and CSO for SOLUTIONS Staffing. Anthony agreed with this wholeheartedly.

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Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

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Among the capabilities Weber Shandwick will market via MediaCo are native advertising and digital media buying. Everyone at a company has a role to play in a brand's social media marketing efforts, since you never know whose network will turn out to have a profitable contact in it, executives from Salesforce.com, Cisco Systems and Xerox said at South by Southwest Interactive.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

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The hybrid salesperson will emerge, and they will be technically, culturally, socially, and skillfully diverse and astute. It is expected that 85% of buyer-seller interactions will happen online through social media and video. Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. Or just go with inside sales?

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Best of PowerViews: Exciting Future for Inside Sales Experts

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It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Michael Brenner, SAP, Social Selling & Personal Branding. Click to start video at this point —As we look forward at the remainder of the year and into the next, Michael recommends talking to your sales team about social selling. LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. Below are some highlights from recent interviews. Enjoy!

PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps

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They’re social. Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads. Joining me today is Josiane Feigon, President of TeleSmart. TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. Passion.

Good Reads for B2B Sales - Cold Calling Revisited

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The Force Multiplier Effect of Social Media for Professional Sellers. SPI''s Solution Selling blog encourages sales pros to embrace social media and take advantage of its multiplier effect. Social media helps sellers develop a professional persona on a number of ubiquitous communications platforms and disseminate information about their company’s products and services.

3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now)

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Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of Off the Hook Marketing: How to make social media sell and a social sales training speaker. Custom media publishers already know this approach works (outside of LinkedIn). Today's guest blogger is Jeff Molander. In 2008 LinkedIn introduced Groups and for years now B2B marketers have been tortured by inappropriate, low-value comments and linking—people trying to promote "their thing." Sometimes those people are us! As it turns out a lot.

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Successful Content Marketing Plans Do 1 Thing Really Well

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Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. Surprisingly, the key to success is coming from creative thinking about what I already know works, getting my target market to take action and moving them off of social media. As social media expert, Jay Baer says your business is not in the “publishing business” but rather in the “action business.”. Attract the Bees.

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PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

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They then they use social media to check what other contacts have done about those issues. I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. think our readers really like that.

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PowerViews with Jonathan Farrington: Stay Focused

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The Role of Marketing Automation & Social Media. Click to start video at this point —Asked whether marketing automation and social media should be within the realm of marketing only, Jonathan affirms their value for sales. He is based in London and Paris. Unfortunately, due to connection issues in London we were unable to get Jonathan’s side on video.).

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Should Marketing Be Held to the Same Quota Standards as Sales?

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Yes, the web and social media provide metrics and, that enables marketing to show results, ROI and possibly gain value with regard to the marketing mix that use these media. Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. You can connect with Andy on LinkedIn or via email. Make the process connect.

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PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

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2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. He cites the work of Nick Panayi, Director of Global Brand and Digital Marketing at the large consulting firm, CSC, and how he has created a culture of content marketing: sharing, lead nurturing, and a highly interactive site that’s hugely social and building content on a by-the-second basis. It’s funny.

Is It Really B2B, Or Something Different All Together?

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Jason Falls is an author, speaker and CEO of Social Media Explorer. He is also co-author of the book No Bullshit Social Media: The All-Business, No-Hype Guide To Social Media Marketing , available on Amazon and in bookstores everywhere. Then consider the world of social media with its Twitter accounts, Facebook pages and YouTube videos. Sales.

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PowerViews with Bob Kelly: Redesigning Sales Process Basics

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2013 Changes: Social Media, Mobile, Analytics & Productivity. Among the trends he sees in sales organizations in 2013: Greater adoption of social media. He notes that social media and mobile technology are related and are of particular interest in terms of management practice, adding, “Those are really changing the way managers are interacting with salespeople.”.