Opinion, observation and the occasional polemic on analytics, social, big data and social crm

Is Cold Calling Dead? More Importantly Who Gets to Kill it?

July 7, 2014

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Is Cold Calling Dead? Cold calling is dead, at least as we know it, according to Forbes contributor Ken Krogue. Wait a minute, perhaps not. Matt Heinz, President of Heinz Marketing, blogger and author, holds the contrary view in his post If you think Cold Calling is Dead, You are Doing it Wrong. As it happens, for […]

The Business Buyer Manifesto

May 1, 2014

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As our own business grows, I find myself more frequently in the role of a business buyer. It is a stark reminder of why we do what we do at Artesian. CC Bloom Syndrome A meeting with a potential supplier, only a few days ago, was a classic example of what will now be forever […]

Big Data Indescribably Large

February 16, 2014

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Lost for words I have been the first to be overly critical of those that define big data solely by size and (absence of) structure. That being said, it is inescapable that data volumes have reached an inflection point. In an article for the Wall Street Journal, Andrew McAfee makes a pretty startling observation. Data has […]

The future of CRM is here. What it is might surprise you.

February 3, 2014

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The future of selling I often post on the impetus for social selling; why sellers need to adapt to the changing world of the social buyer. I am not alone of course. It is the subject of any number of books including the New Handshake (Joan C Curtis, Barbara Giamanco) , eSelling (Sean Mcpheat) and is […]

Intending (not resolving) to Simplify my Life in the Cloud

January 11, 2014

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HNY14 I am not much of a resolutionist. I don’t judge those that  resolve to improve significantly annually on January 1st but permanent personal change, for me, comes from small but frequent adjustment. Out of (minor) Disaster The latest set of changes came about as a result of a determined thief ‘having it away’ with my […]

Social Selling: Why 2014 is the Right Time

January 2, 2014

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Social Success According to a 2012 study from the Aberdeen Group, those that have adopted a social approach to selling are achieving far betters results than those that have not. Look at quota attainment, customer rentention even forecast accuracy and social sellers come out on top. As we enter another New Year, social sellers are proving to be more successful. […]

Selling Trust: Social Selling in the Insurance Industry

November 18, 2013

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Selling Trust   When I was asked to speak on social selling to a group that comprised senior executives from the insurance industry recently, the immediate and obvious subject was trust. After all, It is difficult to think of an industry more dependent on trust. With this in mind, I reached out to my network for ideas and I was directed towards three great reference points. Firstly […]

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