Category Archives: #B2BSales

How (not) to present Social Enterprise Concepts to your Boss

Your company is stuck in old ways of thinking—old tools, old processes, old top-down control, etc. You want to introduce social enterprise concepts to help your company better collaborate internally and communicate with its customers. You see the changes from the consumer web coming into the business realm and you know you can help your company stay relevant in this new world. Maybe you’ve even put some time on the calendar to make your case. But where to begin?

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This Writer’s 2012 New Years Blogging Resolutions

Picture of shampaige

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I’ve begun to feel a convergence lately—of tools and motivation, of desire and actual potentials toward reality, of wherewithal and professional and personal need, of hubris and humility. I ain’t all that good at this social media thing—and I need to be. And so I’ve determined to more directly invoke my editorial calendar and focus on the task at hand: writing productivity. Continue reading

Social Business

@dhinchcliffe on “The Path to Co-Creating a Social Business: The Early Adoption Phase”

I love this piece by Dion Hinchcliffe. He’s required reading. The descriptions of each strategy are concise, authoritative, and linked. I do not see here, though, a concept I’ve been thinking a lot about lately: specifically the use of internal social efforts as a breeding ground for external habits. I believe that by growing a social culture internally, you can prepare your employees to participate more effectively in the social world on behalf of your company — thus extending social R&D, marketing, sales, service, and general brand management into the social space. Continue reading

Social Selling

Rick Mathieson 2-parter SAP interim CMO Jonathan Becher on poor CMO Twitter repping, “Death of Digital”, and solomo strategy


Audio capture’s a bit choppy and doesn’t mention Becher’s blog ( for better or worse or better. Good content, though, about a huge enterprise player’s efforts to stay relevant in a dynamic marketspace.

Social Selling

Providing writing support to sales reps IS sales enablement

Gerhard Gschwandtner talks with Deborah Dumaine of Better Communications about the importance of good writing for sales success. The usual suspects are all here:

  • Don’t make it all about your company
  • Use a style that matches the recipient
  • Don’t use texting language
  • Don’t make grammar mistakes
  • Spell check
  • Proofread before you click send

As a professional communicator attached to sales teams, I see this all the time–in proposals, in letters, on LinkedIn.

The temptation is often to write these reps off as either wholly incompetent or else so narcissistic as to believe their smile or their product will seal the deal for them.

In the complex world of competitive bids, even the greenest of salespeople understands the old saw about buyers “looking for reasons to NOT deal with you.” Your logo’s the wrong color/font, your proposal’s too long/short, your handshake’s too firm/dead-fishy.

“Why,” I would ask myself, “would anybody allow this writing to leave the firewall bound for a prospective paying customer?”

Today, however, I’ve seen too many reps who don’t know subject from predicate actually succeed quarter over quarter, despite their indigent deliverables. And why? Bright smiles. Strong offerings. Just-right handshakes. And a driving determination to serve the customer despite the hurdles and hoop-jumping of a longer cycle.

Writing, to these grinders, isn’t everything.

Now if you know me, and are familiar with my writing elsewhere on this blog, you’ll understand where I’m headed here. Sales support, enablement, administration, operations (pick your title) must be more than CRM expertise and conference calls with revrec (though these too are important).

A well-maintained and usable library of sales scripts and templates, mapped to the sales workflow, integrated into corporate applications, and trained trained trained. This is the task of enterprise sales support. This is a critical component of an effective sales operations program.

We should expect a minimal level of writing skill from our sales professionals in the field. But we shoot ourselves in the foot withholding tools to help them write better, faster, and more consistently.

Social Selling

Forrester’s Santucci on the updated sales enablement definition — and why it’s important

Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system.


Social Selling

Joe Galvin’s Sales Enablement Blueprint

Sharon Little’s notes from a recent SalesCraft event featuring Joe Galvin of Sirius Decisions via The Savo Group blog. Details the specific target areas of a 1.0 program (leadership, communications, technology, onboarding, methodology, etc.) versus a 2.0 one (specialization, line management buy-in, content strategy, mobility, video, etc.). Well worth further exploration.