Posted by Michael Damphousse on Mon, Jun 14, 2010 @ 12:02
Today at Enterprise 2.0 in Boston, Jive Software is rolling out a new agenda for social business that is worth a close look.
We all wake up on Mondays to a mountain of data, feeds, and emails. It's great to know that our best buddies "like" your latest blog article and left a comment that they miss you while they are surfing or mountain biking through your facebook fan page, or that the company we are following on LinkedIn just hired a VP of Demand Gen (nice lead for me), and that Chris Brogan just launched ManOnTheGo.com, which a colleague in sales recommends by retweeting a link from @chrisbrogan. That said, you still have hundreds of Google Reader articles to scan, a few new sales enablement presentations to review before publishing them to Slideshare, and two meetings to approve in the Appointment Setting queue...
I can go on, but you get the picture. In the enterprise, we are flooded with internal and external data -- nuggets of information that we find valuable or our colleagues find valuable and that we need to know in order to do a stellar job. Roll all these feeds, files, emails, tweets, micro-blogs, discussions, and public buzz into a cockpit-like environment and you have Jive What Matters, an enterprise class portal into this sea of social information that keeps us operating in real time.
My domain expertise is B2B Marketing and Sales, especially Demand Gen. Here are some use case scenarios I see for the b2b executive:
- Competition - Aggregate feeds from multiple buzz sources. Follow keywords and specific phrases that can point you to competitive intelligence.
- Opportunities - Work sales opportunities in a team mode. Follow everything about that opportunity. "Like" the feeds from the key account manager, feed in key words from the opportunity such as company name or project name, follow the status and feed updates from key decision makers in the social sphere.
- Sales Enablement - Monitor sales and marketing asset libraries. Know when files change, are upgraded, or need collaboration. Create/follow discussions focused on use case scenarios or sales tips.
- Reporting - Create feeds from certain reports that trigger when large opportunites change status, or when a company KPI changes.
- Follow Colleagues - That applications engineer from Calgary that you met last year with all the great opinions on how to demo software, follow that guy -- he's a wealth of knowledge.
- Data - Most data sources (Jigsaw, LinkedIn, etc.) allow you to create RSS feeds on specific searches. Set some up for your best prospect titles, when a new record is created with "demand gen" or "marketing operations", and funnel that feed to your data analyst for addition to your nurturing/lead queue.
- Industry Leaders - Stay abreast of the emerging thoughts and trends in the industry. Subscribe to the best in Lead Nurturing, Lead Generation, and B2B Marketing.
- Your Team - What better way to follow the activity of your team and key contributors. Follow their feeds and know what they are up to, or what makes them tick. Do the same for the execs above you.
- Buzz - Follow industry trends, keywords of interest. Take advantage of Jives Chatter Filter [play on words?] and Jive Genius. The two help filter and recommend only the best and relevant data for your needs.
- Social Graph - Visually see how your prospects are connected in the social network. Stunning representations. Make that first call a warm call by knowing who they know.
- What Matters - The Chatter Filter and Jive Genius look like promising tools that can reduce the amount of non-relevant noise coming in.
What other B2B Marketing and Sales Demand Gen use case thoughts can you find? I'm off to their launch event in Boston for some great Jive Talkin.
Posted by Michael Damphousse on Thu, May 06, 2010 @ 10:57 AM
American Association of Inside Sales Professionals has their national Leadership Summit May 11-12 in Minneapolis. The speakers include fantastic cast of sales/marketing leaders, with me doing my part. Topics range from inside sales strategies, increasing performance, compensation models, hiring and managing to Sales 2.0. If it's Inside Sales related, it's a topic.
For those of you that can't be there live, you can follow the action on twitter with hashtag #ls10.
If you do attend, and are a follower of @damphoux, track me down and say "Hello".
Posted by Michael Damphousse on Fri, Apr 09, 2010 @ 01:13
Next week I'll be speaking at Chris Brogan's New Marketing Experience in San Francisco. In a recent post, @chrisbrogan talks about the event:
"One thing that’s different with my events than with other events: Every sponsor and exhibitor and speaker is someone we think has something to offer you .... We appreciate their voice in our experiences. Thus, time spent with them is also time spent learning new marketing the way we see it ... it’s a 1-day event. There’s no fluff. It’s packed with info. We can hang out."
My highlight of the week is the Hang Out part. That's all the discussion, debate, learning and putting faces to all the "social" B2B marketing community faces I've met online -- as well as meeting new ones.
Some recommendations to those of you attending, and even to those that aren't, on how to get the most out of a live event:
- Announce that you are attending. Post it on Facebook, LinkedIn, Twitter and any other place your status resides.
- Live tweet or live blog from the event and include the Hashtag in all posts. Share your take-aways.
- Mingle, mix, get to know some new tweeps. Don't spend the breaks in the lobby on your cell phone.
- Collect business cards. If you get one without a Twitter address on it, ask for it and write it down. When you get home, or during quiet time at the event, send LinkedIn invites.
- Don't cluster. You already know the people you know. Unless you are using the connection to get an introduction to someone new, move on. Meet new people.
Bonus:
- Be there virtually. If you aren't at the event, follow it on Twitter and the live blogs (links will be on Twitter). Follow the hashtag. Or better yet, make a last minute decision and REGISTER HERE with a 50% Discount Code GREEN50.
@damphoux: So a shout out to all the attendees next week -- find my icon in the crowd and come say "hello".
Speakers List on Twitter: http://twitter.com/#/list/damphoux/ims-speakers
Posted by Mike Damphousse on Tue, Feb 17, 2009 @ 09:22 AM
Back in the fall I attended Selling Power's Sales 2.0 conference. It was so informative and interactive for sales execs and marketing execs that Green Leads decided we wanted to sponsor the conference (March 4,5 in San Francisco). This time with a twist. Selling Power's publisher and Sales 2.0 co-host, Gerhard Gschwandtner has agreed to have Green Leads provide live twitter coverage from the event.
First, for those that aren't yet aware of Twitter (all 5 of you) - Twitter 101 : Twitter is a is a social networking and micro-blogging service that allows its users to send and read other users' updates (known as tweets), which are text-based posts of up to 140 characters in length. Here's an example of a recent tweet I posted:
@damphoux: landing page tip to @siriusdecisions, put excerpt or something valuable landing/reg page. Entice visitors http://bit.ly/8UYgk
On to events...
What is a live twitter broadcast from a conference or event?
The glory of twitter is that you can tweet about anything, from anywhere, and everyone can find it and read it. Tweeting a live conference provides benefits to both the attendees and to those that couldn't make it by allowing communications to and from the event. The key is finding a way to sort out the event-relevant tweets from the live twitter feed. You could just search on the words Sales 2.0 or all tweets by me on that day, but the efficient way to follow a topic is to use a #hashtag. This is the simple technique of putting a hash character in front of a keyword that everyone tweeting about puts in their tweets. This allows twitter search, RSS feeds, twitter clients such as tweetdeck, etc, to follow the discussion. In the case of the Sales 2.0 conference, we'll be using the hashtag #sales20. An example of using a #hashtag:
damphoux:@dcardiel22, @genius_parker, see you at #sales20.
Looking forward to Marketing Panel w/ Salesforce CMO http://tinyurl.com/sales20
What are the some of the things you can do to make tweeting a live event successful?
(since the event hasn't occurred yet, the examples below are just that...examples)
- Link Link Link. Always provide relevant twitter addresses and URL links so followers can link and learn more. Such as:
damphoux: http://bit.ly/ancUk @mvolpe from @hubspot responds - Inbound vs Outbound Marketing #sales20
- Share a speaker's quote. If a speaker at the conference says something brilliant, controversial, or even ridiculous, tweet it.
- Tweet some key ideas or stats. If someone makes a statement with a great soundbite of stats, such as something on my favorite topic, appointment setting programs, tweet it
damphoux: 40% of introductory sales meetings set with appointment setting programs result in follow-on sales pipeline activity #sales20
- Attendees can comment to each other while at the event. Side chats on presentations. Requests for information. Calls to others to meet after hours for a drink. Gerhard is actually going to field questions from tweeterland:
"We just got a question from twitter. Laura Ramos from Forrester wants to know what the panel thinks about social media marketing as it pertains to sales 2.0?"
- Rant and Rave, which stimulates conversation:
damphoux: was just talking with @garthm from @jigsawtweets and he and I both loved the presentation from @milesaustin #sales20
damphoux: my wife Linda just convinced me that I need to skip the cheesecake in the lobby #sales20
- Be prepared - Personally, since I'm tasked with being the official broadcaster for the #sales20 event, I'm going to have a side text file with prepared links and twitter names of the speakers. I can quickly copy and paste bios, etc.
- Show it off - If you can accommodate the AV, have the conference organizer display the live twitter feed on a screen at the front of the conference room. This gives the whole audience the ability to participate in the twitter experience.
- Have a backup - We'll have 3 Green Leads folks at the event, so if I need a bio-break or to go talk with a prospect about our new meetings 2.0 offer, One Click Meetings for Salesforce.com, one of them can back me up and tweet in my place.
- Inspire exchange - Don't just post, ask questions. Stir up a conversation amongst both attendees and remote tweeps viewing the event.
I definitely recommend the conference for both Sales execs and Marketing execs that support sales. If you find the topic interesting, follow the conference on twitter using hashtag #sales20, or come attend live. You can get a 50% off pass on our site. Come register.