Need to have sales info

One of the common things said about sales intelligence is that it's a nice to have, not a need to have. But I wanted to argue that with the table below using salesperson A and salesperson B (creative names I'm sure you'll agree).

The term 'how's business?' will probably lose yours

Have you ever bumped into an old acquittance in the street who you maybe haven't seen for a few years or so and receive the unanswerable question 'well, what you been up to?' Hopefully, unless it's been somewhat of a write off 730 days, you'll have been up to much more than can fit into a hurried sentence. This question always seems very lazy to me, a sign that the person in question doesn't really care what you've 'been up to.' If they did, they would've made contact, or at least been asking around about you so, they knew roughly what was going on.

Myths about online sales intelligence uncovered - Part 2

Following on from last week's attempts to demystify common beliefs about online sales intelligence, part 2 looks at further concerns and misconceptions:

"I don't have time to insert another process into my daily routine"

The idea of integrating online sales intelligence into your routine is to reduce the time it takes to scour the Internet for relevant content each day, not increase. If you're a sales professional on the road, or one who spends a lot of time on the phone, getting a timely morning email or a quick summary from a personalised dashboard can be hugely time saving, rather than having to head out onto the World wide web to find out what a customer's doing. It means more knowledge in a considerably reduced period of time, meaning you can abandon your searching days and concentrate on the sale.

Myths about online sales intelligence uncovered - Part 1

With online sales intelligence becoming more and more sought after, I thought I'd compile a list of regular beliefs, oppositions and questions and reveal the truth, much like one of those rogue magicians who covers their face and shows the audience where the rabbits are really hiding in the hat. Here is online sales intelligence - The truth:

Don't forget the journalists

I've written many times about the importance of not getting too obsessed with the 'social' side of news online, as there is still a vast amount of sales intelligence which can be drawn from the more traditional online sources, as it were. Recently there has been a lot of buzz around social investment and to be honest, much like a broken record, I thought I'd try and emphasis the point once more (because who doesn't like listening to a broken record repeating itself?...)

Social Media listening seemingly catching on

Was alerted to a really interesting article in Information Week last Friday which hinted that companies had begun taking a more 'watch from distance' approach to social media, rather than leaping in and creating their own content. In a survey incorporating 114 executives across 10 countries, 97% of those questioned used Linkedin in 2010 compared to the 33% using Twitter (down 7% on 2009). More notably Facebook usage had dropped from 51% to 20% in one year.

Sales intelligence or social CRM? Call it what you will, it's all just relationships

One of my favourite scenes of cinema has to be the moment in Airplane II, when a worked up William Shatner completely loses the plot over hundreds of flashing warning lights and 'mystery' control units beeping away around him. It's a moment of utter brilliance where Shatner pokes fun at his own sci-fi past and suggests that everything running his control tower is far more complicated than it really needs to be.

A big role to play in sales intelligence

Bold statement alert: The increasingly referenced role of Chief Listening Officer within large organisations could well be THE breakthrough for companies getting to grips with online, social sales intelligence. The CLO seems to popping up more and more in the opening months of 2011 and as a landmark position, it's importance can not be underestimated in the current content heavy climate. Kodak and Dell have been the front runners thus far but if other companies aren't looking to follow suit then I will quite happily take advice from a dated phrase and offer to eat my hat.

Data hangs around - Timing doesn't

If you're in sales, or sales intelligence what do you consider to be more important; a huge heap of knowledge syphoned from lots and lots of data, or calling at exactly the right time? This is an important question in today's market as two trains of thought appear to forming about the best way to tackle the vasts amount of information on the web and turn it into valuable sales insight. It's data v timing and both corners would claim to have a considerable amount of support.

The art of knowing something at exactly the right time

Someone recently alerted me to a Guardian blog talking about how the way we speed read things on the Internet has made us all more stupid with much shorter attention spans. Or something like that anyway, I was just skimming it and got distracted by something else...

Have your processes grown stale?

We've all been there haven't we? That stage where we become perfectly comfortable in routine and close our minds to any other way of thinking. It almost becomes a bit like a superstition. I am not superstitious by nature but it pains me to admit I once went through a spell where I wouldn't walk onto a football pitch without listening to Chumbawamba's 'I get knocked down.' For some reason that went over the head of all therapy groups attended, I truly believed I couldn't possibly kick a football until I'd been graced by the presence of such an outrageously ghastly song.

New year sales - Are you ready?

What is it about new year that makes us all intent on changing our ways? It is just another turn of the clock, another old month turning into a new one, yet people become obsessed in the early weeks of January to give things up and start new past times. Every office is slightly more awkward as the tension from cigarette quitters or chocolate avoiders begins to take it's toll. By February, the resolutions more often than not find themselves on the same heap as unwanted Christmas presents and leftover holiday food, well and truly binned and forgotten about.

11 New year's resolutions for companies wanting to make the most of web listening

The world and his wife seem to be making lists about about their web predictions for 2011 (a sign that many see the increasing importance of SEO work as the number 1 priority perhaps...). I'm also trying to come up with some personal new years resolutions currently, so I can at least have something to talk about with friends over the holidays, even if I know full well that I'll never give up chocolate or consider going for a twice-weekly run!

So, wanting to get involved in the party, I've compiled a list of 11 things companies should look at doing in the new year, if they haven't already done so, to make sure they're getting the most value from information readily available on the web. Of course, if I had my corporate face on, number one would always be talk to Artesian...But seeing as it's the season of giving, I'll try and steer clear of any bias:

Our new Sales Intelligence and SM monitoring gazettes

For the observant among you on a Friday afternoon (well done to the both of you) this will already be old news but for those who spend the majority of Friday dreaming of Saturday this is for you.

Times they are a changing

Two things I'd like to share today. Number one being the latest Tech Media invest 100 from the Guardian which I'm pleased to say recognised us again (see here). It's really encouraging to see so many companies succeeding in web space and to make it two years running is a real honour for us.

Salesforce Chatter going mobile

If you're not mobile these days you're not a lot and it's great to see Salesforce's chatter becoming available on the move (see article here)Keeping updated with colleagues no matter where you are is becoming easier and easier and their is simply no excuse for no longer being in the loop.

Why a fuzzy search just won't work

A journalist is a funny creature. I know this because technically I've been one and I know exactly what they're thinking. A couple of tips about journalists:

Building a history of sales intelligence

Sometimes a deal may not go quite according to plan. Any salesperson reading that will be hitting their hand against their forehead sarcastically uttering 'well duh!'. Rarely will the pipeline unfold exactly how you planned it and sometimes it's your versatility and ability to maneuver around tricky situations which make or break a contract.

Automate sales intelligence....because it's hard enough just to keep up with the diagram!

There's not a great deal I need to say about the above. Other than the fact it's pretty amazing. If you can find me a human eye that can keep up with that level of content I will pull away their mask and show Robocop like mechanics behind his facade.

"Empathy is what sales is all about"

I saw a great quote from a local tradesmen in the paper this morning criticising cold calling and praising the 'personal aspect of sales'. This tradesman is a very knowledgeable, successful local businessman who has built up such a reputation, he recently ran for parliament, gaining a significant number of votes for an independent candidate.