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LinkedIn Taking a Cue from Twitter?

May 8, 2013 By Barbara Giamanco Leave a Comment

Interesting that LinkedIn is becoming more Twitter like every day. They are now rolling out the Mentions feature, which is a nifty way to engage people in viewing and contributing their comments to your updates. Think @barbaragiamanco on Twitter and now you can do something similar on LinkedIn.

The feature also lets you mention companies and when you do your message is then linked to their LinkedIn company page from your update or comment.

Here’s how it works:

Go to your homepage share box to post your update or click “comment” on someone else’s update.
Type “@” and then begin typing a name in the box. You’ll then see a list of potential people or companies you can mention.
Click a name you want from the list and continue typing your message.

Note: LinkedIn members outside your network can also be mentioned if they’ve commented on the same update.

After you select someone from the list and finish your update, that person will receive an email that lets them know that you’ve mentioned them. The name will also be linked to a profile or Company Page from your update.

Maria mentioned me in her Status Update, and I received an email notification. Not only is it clear she is giving me visibility with her network of connections, but I have the opportunity to respond and thank her for doing so.

LinkedIn has certainly progressed since back in the day. As one of the first 1 million members using LinkedIn – number 874,098 to be exact, much has changed. In case you weren’t aware of it, LinkedIn celebrated its 10^th anniversary on Cinco de Mayo (that’s May 5 for you gringo’s). In 10 years’ time, I’ve seen the platform evolve into a powerhouse sales tool. From the beginning, I believed that if LinkedIn could help someone secure that next career gig by harnessing the power of their LinkedIn network, it seemed obvious that the same principle would apply to sales.

Check out the new Mentions feature and keep me posted on how it is improving the engagement in your LinkedIn network. And remember that this feature is just the next in a wave of more to come. In an upcoming post, I’ll write about what’s coming with Contacts. You will be wowed!

P.S. Ask me how I know my LinkedIn member number. Do you know yours?

Social Media Does Impact Revenue!

March 28, 2013 By Barbara Giamanco 8 Comments

Social Media and Sales Quota” report is now available and packed with great highlights about how sales people use social media to sell.

When working with sales organizations in the business-to-business (B2B), space we are constantly asked if using social media as part of the sales process actually generates a measurable return.

Jim Keenan of A Sales Guy Consulting and I decided to find out if social selling truly impacted sales. With all the hype that surrounds social media and the term “social selling”, we wanted to know if social made a difference where it mattered…in quota.
With that in mind, we conducted a random, anonymous survey to find out what sales people had to say.

Our “Social Media and Sales Quota” survey report is packed with great highlights about how sales people use social media to sell.

You will discover that 78.3% of our survey respondents do use social media in their selling process and that 72.6% of sales people using social media outperformed their sales peers in 2012!

Here are just a few of our key findings…

Quota attainment and sales performance. In 2012, 72.6% of sales people using social media as part of their sales process outperformed their sales peers and exceeded quota 23% more often.
There is a direct correlation between closed deals and social media usage. Sales leaders want to know where the Return-on-Investment (ROI) is if their sales people spend time on social media sites. 54% of our survey respondents have tracked their social media usage back to closed deals.
The time investment in using social media to sell. A common concern among sales leaders is that their sales people will spend more time on social media sites then they will actually spend selling. It turns out that their concern is unwarranted. 50.1% of sales people told us that their time spent using social media ranged from less than 5% to up to 10%.
The report includes other eye openings insights and clearly shows that those sales people using social media significantly outperform their peers when it comes to achieving/exceeding quota and closing deals!

Help Us Get the Word Out!

Sample Text:
FREE Social Media and Sales Quota Survey Report. Find out how savvy sales people use social media to achieve quota and close deals! Get the results from our 2013 survey.

CRM Won’t Solve Your Revenue Problem

June 7, 2012 By Barbara Giamanco Leave a Comment

I just finished reading a white paper from CSO Insights and as a part of their 2012 Sales Performance Optimization report they asked companies to share the top three benefits that they’ve experienced as a result of making the investment in a CRM system. Out of a list of ten benefits (I didn’t count “other”), guess what…

Increasing revenues shows up #7 on the list
Improved win rates is #8
Shortened sales cycles rolls in at #10

Given that sales executives we talk to tell us that their top three priorities are:

Increasing revenue
Improving win rates
Shortening the length of time it takes to close a deal

Uh….

It seems there is a pretty big disconnect. While the top three benefits cited: improved rep/manager communication, improved forecast accuracy and reduced administrative burden on salespeople are all important, clearly CRM systems don’t close deals.

The whitepaper goes on to talk about the importance of sales learning to leverage social media, especially tools like LinkedIn and Twitter, but we find it surprising at how many sales leaders and their salespeople still resist.

In early May, I responded to the question, “What will it take to make social media a serious business tool?” on Focus.com. In my post, I shared eight reasons why adoption is slower than it should be.

Technology is merely an enabler and as the CSO Insights study has shown that CRM systems may improve internal efficiencies, but they don’t do much in terms of driving revenue. Isn’t it time to look to another approach?

CRM Won't Solve Your Revenue Problem

June 7, 2012 By Barbara Giamanco Leave a Comment

The promise of CRM systems is that when sales organizations implement them, revenue will increase, right? My own experience as a corporate sales manager when CRM systems were first being rolled out told me that nothing could be farther from the truth. But by now, you might be thinking that things have changed. Well, not so much.
I just finished reading a white paper from CSO Insights and as a part of their 2012 Sales Performance Optimization report they asked companies to share the top three benefits that they’ve experienced as a result of making the investment in a CRM system. Out of a list of ten benefits (I didn’t count “other”), guess what…

Increasing revenues shows up #7 on the list
Improved win rates is #8
Shortened sales cycles rolls in at #10

Given that sales executives we talk to tell us that their top three priorities are:

Increasing revenue
Improving win rates
Shortening the length of time it takes to close a deal

Uh….
It seems there is a pretty big disconnect. While the top three benefits cited: improved rep/manager communication, improved forecast accuracy and reduced administrative burden on salespeople are all important, clearly CRM systems don’t close deals.
The whitepaper goes on to talk about the importance of sales learning to leverage social media, especially tools like LinkedIn and Twitter, but we find it surprising at how many sales leaders and their salespeople still resist.
In early May, I responded to the question, “What will it take to make social media a serious business tool?” on Focus.com. In my post, I shared eight reasons why adoption is slower than it should be.
Technology is merely an enabler and as the CSO Insights study has shown that CRM systems may improve internal efficiencies, but they don’t do much in terms of driving revenue. Isn’t it time to look to another approach?

4 Obvious Prospecting Tips for Your Twitter Profile

November 13, 2011 By Barbara Giamanco Leave a Comment

Yesterday I shared how sales professionals can optimize their LinkedIn profiles to become more “connectable” with prospects. Today I’ll share my tips for optimizing your Twitter profile so that it’s easy for people to get in touch with you. Remember: Buyers are impatient. The more barriers you put up, the more likely they are to move on to your competition.

Here are four changes you can make right now to your Twitter profile to capitalize on prospecting opportunities:

1) Add your phone number to your profile headline.

Some people might disagree with me on this one. The concern I’ve heard most often is that in doing so people leave themselves open to be stalked by salespeople with something to sell. Thinking as the salesperson that I am, I want you–my future customer–to call me if that’s your preference. Besides, you can use a service that lets you easily monitor incoming phone calls. I use Google Voice.

2) Arrange to have an email sent to you from Twitter whenever someone sends you a direct message (DM) on Twitter.

I don’t converse via DM often, so I find this particularly helpful in responding to people who choose to use DM to communicate. Heaven forbid that someone I’m connected to has an interest in purchasing my services and decides to use DM to reach me, but I don’t see the message for days or weeks.

3) Arrange to have an email sent to you from Twitter whenever you get a mention or an @reply in a Tweet.

It is likely that you’ll see the message more quickly via email and then you can quickly respond online or by reaching out to the individual directly.

4) Have an email notification sent to your inbox or your mobile device whenever you get a new Twitter follower.

Schedule time into your day to check out the profiles of people choosing to follow you. You never know when that might turn into a sales lead!

By the way, on November 15, I will present “Sales Meets Social: Identifying and Reaching High-Profile Prospects: at the Sales Strategies in a Social & Mobile World Conference. Perhaps I’ll see you there?

An Author’s Plan for Social Media

June 2, 2010 By Barbara Giamanco Leave a Comment

Writing the book is one thing, but how you will market and sell your masterpiece is another. The following is a guest post from top blogger and best selling author, Chris Brogan

Read on to learn how Chris suggests you prepare for your book launch utilizing the power of social media.

Set up a URL for the book, and/or maybe one for your name. Need help finding a URL? I use Ajaxwhois.com for simple effort in searching.
Set up a blog. If you want it free and super fast, WordPress or Tumblr. I’d recommend getting hosting like Bloghost.me.
On the blog, write about interesting things that pertain to the book, but don’t just promote the book over and over again. In fact, blow people away by promoting their blogs and their books, if they’re related a bit.
Start an email newsletter. It’s amazing how much MORE responsive email lists are than any other online medium.
Have a blog post that’s a list of all the places one might buy your book. I did this for both Trust Agents and Social Media 101.
Make any really important links trackable with a URL shortener. I know exactly how many people click my links.
Start listening for your name, your book’s name. ( Covered in this post about building blocks.)
Consider recording a video trailer for your book. Here’s one from Scott Sigler (YouTube), for his horror thriller, Contagious. And here’s one from Dallas Clayton for his Awesome Book. (Thanks Naomi for pointing this out).
Build a Facebook fan page for the book or for bonus points, build one around the topic the book covers, and only lightly promote the book via the page.
Join Twitter under your name, not your book’s name, and use Twitter Search to find people who talk about the subjects your book covers.
When people talk about your book, good or bad, thank them with a reply. Connect to people frequently. It’s amazing how many authors I rave about on Twitter and how few actually respond. Mind you, the BIGGEST authors always respond (paradox?)
Use Google Blogsearch and Alltop to find the people who’d likely write about the subject matter your book covers. Get commenting on their blog posts but NOT mentioning your book. Get to know them. Leave USEFUL comments, with no blatant URL back to your book.
Work with your publisher for a blogger outreach project. See if you can do a giveaway project with a few bloggers (here’s a book giveaway project I did for Donald Miller’s A Million Miles in a Thousand Years book).
Offer to write guest posts on blogs that make sense as places where potential buyers might be. Do everything you can to make the post match the content of the person’s site and not your goals. But do link to your book.
Ask around for radio or TV contacts via the social web and LinkedIn. You never know.
Come up with interesting reasons to get people to buy bulk orders. If you’re a speaker, waive your fee (or part of it) in exchange for sales of hundreds of books. (And spread those purchases around to more than one bookselling company.) In those giveaways, do something to promote links back to your site and/or your post. Giveaways are one time: Google Juice is much longer lasting.
Whenever someone writes a review on their blog, thank them with a comment, and maybe 1 tweet, but don’t drown them in tweets pointing people to the review. It just never comes off as useful.
Ask gently for Amazon and other distribution site reviews. They certainly do help the buying process. And don’t ask often.
Do everything you can to be gracious and thankful to your readers. Your audience is so much more important than you in this equation, as there are more of them than there are of you.
Start showing up at face to face events, where it makes sense, including tweetups. If there’s not a local tweetup, start one.
And with all things, treat people like you’d want them to treat your parents (provided you had a great relationship with at least one of them).

You might have found other ways to be successful with various online and social media tools. By all means, please share with us here. What’s your experience been with promoting your work using the social web?

Chris Brogan is the New York Times bestselling author of the NEW book, Social Media 101. He is president of New Marketing Labs, LLC, and blogs at [chrisbrogan.com].

An Author's Plan for Social Media

June 2, 2010 By Barbara Giamanco Leave a Comment

If you’ve written a book (like I have with co-author, Joan Curtis), congratulations, because you’ve crossed a major hurdle. Now that I’ve gone through the process myself, I truly understand why writing a book can seem like such a daunting proposition. But, you’ve done it. Now what?
Writing the book is one thing, but how you will market and sell your masterpiece is another. The following is a guest post from top blogger and best selling author, Chris Brogan
Read on to learn how Chris suggests you prepare for your book launch utilizing the power of social media.

Set up a URL for the book, and/or maybe one for your name. Need help finding a URL? I use Ajaxwhois.com for simple effort in searching.
Set up a blog. If you want it free and super fast, WordPress or Tumblr. I’d recommend getting hosting like Bloghost.me.
On the blog, write about interesting things that pertain to the book, but don’t just promote the book over and over again. In fact, blow people away by promoting their blogs and their books, if they’re related a bit.
Start an email newsletter. It’s amazing how much MORE responsive email lists are than any other online medium.
Have a blog post that’s a list of all the places one might buy your book. I did this for both Trust Agents and Social Media 101.
Make any really important links trackable with a URL shortener. I know exactly how many people click my links.
Start listening for your name, your book’s name. ( Covered in this post about building blocks.)
Consider recording a video trailer for your book. Here’s one from Scott Sigler (YouTube), for his horror thriller, Contagious. And here’s one from Dallas Clayton for his Awesome Book. (Thanks Naomi for pointing this out).
Build a Facebook fan page for the book or for bonus points, build one around the topic the book covers, and only lightly promote the book via the page.
Join Twitter under your name, not your book’s name, and use Twitter Search to find people who talk about the subjects your book covers.
When people talk about your book, good or bad, thank them with a reply. Connect to people frequently. It’s amazing how many authors I rave about on Twitter and how few actually respond. Mind you, the BIGGEST authors always respond (paradox?)
Use Google Blogsearch and Alltop to find the people who’d likely write about the subject matter your book covers. Get commenting on their blog posts but NOT mentioning your book. Get to know them. Leave USEFUL comments, with no blatant URL back to your book.
Work with your publisher for a blogger outreach project. See if you can do a giveaway project with a few bloggers (here’s a book giveaway project I did for Donald Miller’s A Million Miles in a Thousand Years book).
Offer to write guest posts on blogs that make sense as places where potential buyers might be. Do everything you can to make the post match the content of the person’s site and not your goals. But do link to your book.
Ask around for radio or TV contacts via the social web and LinkedIn. You never know.
Come up with interesting reasons to get people to buy bulk orders. If you’re a speaker, waive your fee (or part of it) in exchange for sales of hundreds of books. (And spread those purchases around to more than one bookselling company.) In those giveaways, do something to promote links back to your site and/or your post. Giveaways are one time: Google Juice is much longer lasting.
Whenever someone writes a review on their blog, thank them with a comment, and maybe 1 tweet, but don’t drown them in tweets pointing people to the review. It just never comes off as useful.
Ask gently for Amazon and other distribution site reviews. They certainly do help the buying process. And don’t ask often.
Do everything you can to be gracious and thankful to your readers. Your audience is so much more important than you in this equation, as there are more of them than there are of you.
Start showing up at face to face events, where it makes sense, including tweetups. If there’s not a local tweetup, start one.
And with all things, treat people like you’d want them to treat your parents (provided you had a great relationship with at least one of them).

This sounds like a lot of steps. It is. But this is how people are finding success. Should this be the publicist’s job? Not even a little bit. The publicist has his or her own methodology. The author will always be the best advocate for his or her own work. Never put your marketing success in the hands of someone else. Always bring your best efforts into the mix and you’ll find your best reward on your time and effort.
You might have found other ways to be successful with various online and social media tools. By all means, please share with us here. What’s your experience been with promoting your work using the social web?
Chris Brogan is the New York Times bestselling author of the NEW book, Social Media 101. He is president of New Marketing Labs, LLC, and blogs at [chrisbrogan.com].

Don’t DM Me Like You Know Me

September 18, 2009 By Barbara Giamanco 5 Comments

Twitter as a twool (as cool tech dude, Guy Kawasaki called it) has so much potential. So much more than the average – I’m just getting started with social media types or social media naysayers – realize. More than just a never ending stream of “hey, I’m headed to Starbucks for my daily dose of caffeine” type messages, Twitter gives its community of users the ability to network, share information, recommend others and search out content that is relevant to them.

I had the opportunity to demonstrate Twitter’s power in an “off the cuff” sort of way during a business meeting yesterday…at Brio in Buckhead. Yes, I know it’s crazy, but I do eat lunch. So we were talking about Twitter and I simply asked…what executive level are you trying to reach in corporations to talk with about your services? Sales VP was the answer. Without any real thought or tweaking, I whipped open Twitteriffic on my iPhone and simply typed Sales VP Atlanta. And wouldn’t you know that a major corporation in Atlanta had just placed a hiring notice for that exact position within their company. You’re saying to yourself, Barb is that really so interesting? You bet. It just so happened that this particular company is EXACTLY who my lunch guest had been trying to penetrate to not only discuss services, but because she works for a major placement firm, she knew that several of her clients fit the bill for the position. She was stunned! It didn’t occur to her to use Twitter as an alternative mechanism to traditional job boards.

The story I just shared is why I love Twitter. It is more than dribble about where people are eating breakfast. There is power and potential beyond what many people realize.

Now for the story of why I don’t like Twitter! Or maybe I should say that it is the users without a clue who leave a bad taste in my mouth.

I wasn’t with Twitter from the beginning, but I’m told by those in the know that it used to be totally about building relationships. There was a genuineness about wanting to get to know the people who wanted to follow you.

By the time I came on the scene, there was definitely a divide between the camp of people (like me) who think you use the tool to build visibility, credibility and relationships without spamming the network and those people who think there is nothing wrong with spitting out one tweet after another that is merely a sleazy sales pitch.

And now we have the abusive use of the direct message feature aka DM. It is used to SPAM people who have decided to follow what you have to say. It works like this…I decide to follow Johnny, because he seems sort of cool and his tweets are interesting. Minutes after I click the “follow” button, I receive in my Twitter inbox a direct message that is “automated” and says something like…”hey, thanks for the follow…check out or buy or sign up for my whatever…” It is all about what they have to sell without any thought as to whether I’m their buyer or not. Slinging hash on the wall basically.

Look at the picture I’ve included with my post…these are some of the messages sitting in my inbox right now. First it is…”now follow me on Facebook”. Then it’s “cool affiliate program”. Next comes “wanna make some moola?” And my personal favorite, “I just added you to my Mafia family, you should join.” Sure, I’ll get right on that.

Do you really think any of these people care about getting to know Barb? No way. I cannot stand this practice so much that the 35 people who’ve done it to me recently are now being booted from my network.

Sales people (and anyone who sells a product or service) take note. This is NOT what buyers want. In fact, they are tired of being inundated with this sort of garbage. It is what gives social media sites like Twitter a bad name. Some of us truly do want to create value and develop relationships that ultimately lead to sales. In my opinion, these DM tactics are used by people either ignorant about the impression they are creating about themselves, or they are so desperate to make a sale that they don’t care.

I’m curious, what do you think?

4 Obvious Prospecting Tips for Your Twitter Profile

By the way, on November 15, I will present “Sales Meets Social: Identifying and Reaching High-Profile Prospects: at the Sales Strategies in a Social & Mobile World Conference. Perhaps I’ll see you there?

Don’t DM Me Like You Know Me

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