The New Social Media (Wars)

I’ve been involved in a number of posts on The Customer Collective where there have been some personal attacks by a few social media zealots against some of us that have a more balanced view of the capabilities and tools required for effective B2B selling going forward in this new(est) economy.   Jonathan Farrington1, Dave Brock, [...]

My 2009 Word of The Year, So Far

One of my most-used words these days is “scrutinize.”  Merriam-Webster says it means “to examine closely and minutely.”
At ESR, we find ourselves using the word fairly often:

VPs have been asking us about how to determine which sales reps to keep and which to redeploy.  In this current economic situation some of what salesreps depended on [...]

Sales 2.0: Does It Enable Effective Selling Or Is It Yet Another Decoy?

As ESR continues to work with our clients, observe salespeople and research sales effectiveness, we’re frustrated and concerned with the increasing hype around Sales 2.0.
Is Sales 2.0 real?  Yes.  Are Sales 2.0 applications actually helping salespeople to win business? Yes.  There is no question about that.  But we believe in numbers significantly less than some [...]

Social Media In B2B Sales: Is The Time Right?

There have been some interesting conversations taking place on The Customer Collective on the subject of the adoption of social media and the changes required in approach and skills for B2B salespeople.  If you’re interested in a little entertainment—snarking, social media-style—I would suggest looking at these two posts and more important the comment thread that [...]

This Social Media Thing

I’ve been using LinkedIn for years.  Been writing about it and recommending it as well.  I’ve introduced some out-of-work sales leaders to some of my contacts, did some informal research, got connected to old contacts.  It’s a very useful tool for business.
During this past holiday, I decided to spend some time on Facebook and Twitter.  [...]