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

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 […]

Death of a (Maverick) Salesman

October 28, 2013

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‘The only thing you got in this world is what you can sell and the funny thing is you are a salesman and you don’t know that’, Arthur Miller, Death of a Salesman, 1949 Sellers Beware In Daniel Pink’s To Sell is Human, Pink suggests that buyers and sellers have moved from caveat emptor to  caveat venditor.  Sellers are […]

Social Selling: Is it Really New?

October 7, 2013

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Social Selling in the 60′s I find myself speaking a lot on the subject of Social Selling but whilst the technology, the media and platforms are new, much of what we mean by Social Selling is not new at all. As a living and breathing example of this let me refer you to businessman Harvey […]

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