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


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 ROI PowerViews Social Media

PowerViews with Koka Sexton: How to Leverage Social Media


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.

Trending Sources

Power Opinions - Experts Select Top Three Social Media Tools


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


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.

Insights on Outbound Conference in Atlanta


Laura Madison – Laura explained: “As a conversion & social selling specialist, I have educated thousands of dealerships, and salespeople on how to get REAL results converting business from the telephone, internet, and social media to the showroom. Over the past six years, I have developed a fierce social media presence rooted in generating sales, and have created an online instructional course on the topic of social selling.

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


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.

Follow the Money: The Primary Responsibility for CMOs


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.

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


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.

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


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.

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Q&A With Dave Stein and Steve Andersen


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.

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


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.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?


Dave Kurlan - “Lately there has been a lot of talk about the ‘power’ of inbound marketing and the importance of being extremely active with social media and this idea that cold calling is dead etc. Should your company be all in on inbound marketing. Short answer: no. Here are three reasons why: Senior executives are 2.5 times more likely to respond to a quality outbound effort than are more junior executives. Don’t wait for them to contact you.

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


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.".

Lead Generation Lies That are Wreaking Havoc with Your Sales


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.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays


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.

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PowerViews with Jamie Turner: Mobile Marketing Leads the Way


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. There are also real measureable ways to track social growth and trends now.

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


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.

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Is Anyone Leading Lead Management?


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.

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


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.

PowerViews with Tony Zambito: Buyer Predictability


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.

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


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.

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


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.

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


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.

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


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.

PowerViews with Jill Rowley: Social Employees Should Connect and Amplify


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. At Oracle she heads up social selling evangelism and enablement.

PowerViews with Anthony Iannarino: Changing Business Models


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.

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


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.

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


Among the capabilities Weber Shandwick will market via MediaCo are native advertising and digital media buying. Online content in the sales and marketing industries is dynamic and constantly changing.

Best of PowerViews: Exciting Future for Inside Sales Experts


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.

PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps


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.

Good Reads for B2B Sales - Cold Calling Revisited


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.

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


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.

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Successful Content Marketing Plans Do 1 Thing Really Well


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. Today's guest blogger is Jeff Molander.

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


They then they use social media to check what other contacts have done about those issues.

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PowerViews with Jonathan Farrington: Stay Focused


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.

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PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software


2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. Social Media: Table Stakes and the Challenges Linking to ROI. My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus.

Is It Really B2B, Or Something Different All Together?


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.

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


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.

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PowerViews with Bob Kelly: Redesigning Sales Process Basics


2013 Changes: Social Media, Mobile, Analytics & Productivity. Among the trends he sees in sales organizations in 2013: Greater adoption of social media. Social Media: Balancing Benefits with Loss of Management Control.

PowerViews with Dave Munn: The Transformed Marketing Organization


Social media integration. Social Media: The Rise of the Social Buyer in the Complex Sale. Dave says social media has a very important role, and it’s growing. Out of that group, about 70% to 75% said social media was useful or very useful.