Is this what your sales guy looks like?
Reputation of sales people has rapidly decliened over the past few year. 20 years ago the sales teams were celebrated heroes in almost all businesses in the western world. Highly skilled and well trained sales people brought a lot of business which was responsible to drive the growth of the respective company. In the 70’s and 80’s the sales teams learned a lot of new techniques such as reference selling, solution selling, they learned to be a facilitator between customer and the experts inside the company they work for. They were wining and dining their clients, and learned to please the customer no matter what. What a great situation and pleasure to buy. But that was going to change: Continue reading “Reputation of sales people continue to decline”
Sales is undergoing the most massive changes since many decades. Compare it to the change from Hawkers tray to selling in tie and suit. Or the transition from horse drawn carriages to taxis. Yet 90% of the experienced sales people will deny that change.
Here is a process we introduced about 2 years ago with good success after lots of learning:
A healthy mid market is part of the secret sauce for a well oiled economy. In Germany, one of the most stable economies in the world, 99% of all businesses are mid market companies, mostly privately owned and employing 70% of all people. Also in the US the mid market is about 99% of all businesses but employs only 16% of all people. Growing that US mid market is probably the most significant improvement to the US economy.
A pan European social media initiative is created to strengthen the mid market even further with a clear objective: Continue reading “Growing the mid market – improving the US economy”
Rule #1 Connections
If you hate to read about people walking their dog, eating pizza or making you rich in 3 weeks:
You are connected with, or are following the wrong people.
What you read is who you connected with
Rule #2 Time Management
If you are not sure how much time you should spend in social networks? Don’t spend any time at all.
Invest time in your most relevant contacts. If they happen to be in the social web – be where they are.
Invest time in relevant people not platforms
While this is from 2009 it tells an interesting story about how a CEO pretends that Social Media changed the face of Comcast.
Sadly Comcast could never got to a point where the positive front end was igniting more change in the back end of the company. A pattern we see in many very early engaged companies who never actually introduced a comprehensive social media strategy and stood kind of still at the experimentation level.
In retrospect, it’s no surprise that Frank Eliason left the company. Still today Comcast is considered unethical and have unacceptable business practices by charging more than originally proposed, not terminating accounts as agreed and so forth. Social Media would be of no help to such a company at all – it only uncovers the issues in a broader public. But even that makes no difference in a monopoly. Consumers have no alternative.
I ordered a Comcast connection for the forth time since we terminated contracts for our yacht during the winter time.
Today May 29, 2012 it took over 60 Minutes to complete an order for a $29 Internet Connection including a person online processing this order manually. An unparalleled example of inefficiency and unacceptable business practices. Continue reading “Comcast CEO about company culture change”
We blogged about this project before and I thought I give an update. For those who don’t know: The European Commission in Brussels initiated a program called “Digital Agenda Europe” and within this initiative 8 focus groups of which one is Social Media. Based on the overarching goal of a program called “Europe 2020″ we created the following objective for a Social Media Strategy proposal which we will present to the EU Commission June 21 in Brussels.
Stimulate small and medium size businesses and innovative start-ups across the EU leveraging social media to create a sustainable growth, additional jobs and being able to compete in a global market. Specifically we want to double the number of businesses, actively engaged in social media who created new jobs, year over year till 2016
Companies are legal bodies – nothing but an entry in a register. Companies can’t use social media, but their teams can. Companies can’t create a better customer experience, but their teams can. Companies don’t ignore the changes in our society but executives may do.
This is not about semantics – it is about addressing people not walls of bricks and mortar behind teams and managers are hiding.
I believe if we change the way we address companies, the teams and managers would feel much more responsible for what is going on behind those walls. Today I can hide and say “Well, it’s how this ‘company’ works”. But if instead of the company wasting energy and polluting the air – we address the team that “the team is wasting energy and polluting the air”, woooh what a difference. If instead of the accusing a company providing a bad customer experience, we accuse the team providing a bad customer experience – again aaaarrrrrg – that maybe ME :(
1) I wonder what we could do to make that shift in the way we communicate?
2) What would be a good approach to introduce that?
3) How could we explain the benefits? – without having an epic story like this ;)
Thanks for any thoughts
How can you build a trusted network without spending hours and hours each day? How is it possible that some high ranking executives from Billion Dollar companies spend time in the social web while somebody working in the trenches cannot? Why chose other executives with equally big organizations to not participate at all – still wondering why they are just not as successful? How can people out of the blue just raise up the trust ladder and grow an enormous follower-ship all of a sudden? Today it looks like this is just a random pattern with no structure and all coincidental. But it is absolutely not. In this PART 1 I will talk about some fundamentals of Social Media Time Management.
Social Media is NOT a technology play
I guess you all rationalized that Social Media projects are typically difficult to close and painful to execute if executives are not well aware of the impact of Social Media to their business. The single biggest problem is that most executives do not speak your language.
Getting your or your client’s executives to understand Social Media has become for many the single biggest obstacle. Even if you have a good story, they may not trust you – but they may trust the Social Media Academy. SMACAD is trusted by executives from ADP, Dell, Salesforcce.com, SAP and many others. Based on our own experience dealing with world class executives, we created this brand new executive program: “Social Media Business Essentials” for executives and top executive consultants http://bit.ly/smacadsmbe $395 incl. certificate Continue reading “How to get executives fully comprehend Social Media?”