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Social Seller Journey: Engaging Today’s Digital B-to-B Buyer

This is the seventh post in a series based on a ZS social selling survey of 125 sales leaders.By Brandon Mills, Manager, ZS Associates As has been well documented through recent research, social media is changing the way that B-to-B customers buy: 75% of B-to-B buyers are influenced by social media, according to Frost & Sullivan; 74% of B-to-B buyers conduct more than half of their research online before buying, Forrester Research has reported; and 57%...
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Social Collaboration: Impact Through Teamwork

Social collaboration refers to boosting internal best-practice sharing, deal collaboration and the dissemination of content through digital channels. It’s an integral part of working as a team in today’s workplace and can be used to augment other social selling practices, which my colleagues and I have written about in our series, “Six Building Blocks of Social Selling.” Social collaboration can be used throughout the sales process and take the form of internal intranets, online sharing tools...
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Olivier Choron
Great piece John and some very nice stats/ survey answers! Social collaboration indeed brings effectiveness and it's interesting ... Read More
Wednesday, 30 March 2016 4:04 PM
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How Your 5th-Grade Geography Quiz Informs Sales Force Design

By Ryan Madsen I recently helped a high-tech client revamp its North American sales territories. At the start of the project, while looking at a map of the United States, I recalled a quiz from 5th grade for which I had to memorize all 50 states and write their names on a blank map. Then it clicked: Geography matters. Even in an increasingly digital ecosystem, the geography of a sales territory influences the effectiveness of the...
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What Channel Leaders Can Learn From FanDuel and DraftKings: Be a Shark

Introducing the Sharks If you’ve seen any of the combined 25,000-plus FanDuel and DraftKings commercials that aired in September (only 214 hours of airtime), you have been introduced to some of the sharks of daily fantasy sports (DFS) gambling. On FanDuel, Scott H. let us know that he has won $2.1 million on a mere $35 invested. That’s an ROI of 6,000,000%. Or there is David Gomes, who was a $1 million winner on DraftKings. Not...
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Customers Need Partners, Too

I read a fascinating article in The New York Times titled “Adviser Guides Obama Into the Google Age.” While I was shocked to learn that the government still partly operates its technology with floppy disks—that’s right, the old 5.25-inch and 3.5-inch floppy disks—I was not surprised to see the importance and clout of the White House’s technology advisor. The ubiquity and nonstop evolution of technology leaves many companies struggling to learn and effectively use the tools...
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