Archive for March, 2012

It’s nice to see dawning recognition that social business needs some structure and planning to produce business value, and this post from SocialMouths offers a quick treatment. It presents 5-part approach to generating leads: start with strategy, conduct due diligence, connect content to prime stakeholders, connect social media to marketing, and involve the sales team. [...] [...]

The post Quick How-to: Generating Leads from Social Media appeared first on Christopher S. Rollyson and Associates.

In The Ironic Truth About Sincerity, Seth Godin juxtaposes sincerity and performance, and he comments on how they influence trust. It’s a nice riff that gets one thinking, so here I’ll do a deeper dive into how these two elements of trust work together to facilitate or sabotage B2B relationships and sales.

I’ll also link [...]

The post The Impact of Trust, Relationship and Human OS on B2B Sales appeared first on Christopher S. Rollyson and Associates.

ZDNet reports on “research” that finds that websites provide 7 times more sales leads than “social media.” Unfortunately, the writer doesn’t appreciate the self-irony in the second paragraph: “A company’s corporate website was found to be the top source of new sales leads online — second only to personal referrals..”

As B2B continues to adopt [...]

The post Which Produces More Sales Leads: Websites or Social Media? appeared first on Christopher S. Rollyson and Associates.

In Why Lie?, Seth Godin points out that prospects of (B2B) salespeople often lie because they do not want their decisions to be questioned by salespeople: “… when we announce that we’ve made the decision to hire someone else, or when we tell the pitching entrepreneur we don’t like her business model, or when we [...]

The post The Cost of the Trust Gap—On Seth Godin’s “Why Lie?” appeared first on Christopher S. Rollyson and Associates.