ErinMoloney.com

Forbes reports: 78% Of Salespeople Using Social Media Outsell Their Peers

noreply@blogger.com (Erin Moloney) — Tue, 21 May 2013 15:43:00 +0000

Great article on social selling by @MarkFidelman

Key Takeaways

The most interesting finding was that in 2012, 78.6% of sales people using social media to sell out performed those who weren’t using social media.
When it came to exceeding sales quota (exceeding quota by more than 10%), social media users were 23% more successful than their non-social media peers.
Over half of the respondents (54%) who used social media tracked their social media usage back to at least one closed deal.
Over 40% said they’ve closed between two and five deals as a result of social media
More than 10% of the respondents said; “Yes, It directly contributes to my closes.”
50.1% of sales people who report using social media state that they spend less than 10% of their selling time using social media. That’s decent ROI.
The top social selling sites were, in order, Linkedin, Twitter,Facebook , Blogging, Google +, other.

“Linkedin, Twitter, Facebook, Foursquare, Google Plus, a blog, etc. are no longer nice to haves, they are salesperson must haves.”

"Selling through social channels (social selling) is the closest thing to being a fly on the wall in..."

noreply@blogger.com (Erin Moloney) — Tue, 21 May 2013 14:38:00 +0000

“

Selling through social channels (social selling) is the closest thing to being a fly on the wall in your customers, prospects and competitor’s world. Using Twitter, LinkedIn, Facebook, and other social media – supplies information that is almost impossible to obtain through traditional means. A lead today can be someone complaining on Twitter that their current vendor is driving them crazy. It can be a question in a LinkedIn group. It can be a unassuming comment on a Facebook page. Today, leads are far more than a call from a friend, a business card from an event or a chance encounter on a flight.

The phrase; “Go where you customers are.” has always been true and now it’s truer than ever. Your customers and prospects use social media.

”

- Study: 78% Of Salespeople Using Social Media Outsell Their Peers - Forbes

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Federal court will today hear a case that could determine whether Facebook "likes" count as protected speech.

noreply@blogger.com (Erin Moloney) — Thu, 16 May 2013 17:38:00 +0000

Federal court will today hear a case that could determine whether Facebook "likes" count as protected speech.

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"Execs are working with faculty to determine areas in data analysis, ad tech and other digital arenas..."

noreply@blogger.com (Erin Moloney) — Thu, 16 May 2013 15:38:00 +0000

““Execs are working with faculty to determine areas in data analysis, ad tech and other digital arenas in which ad industry execs of tomorrow will need competence.””

- Corporate-Driven Data Projects Find Home in Academia | DataWorks - Advertising Age

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Cap'n Crunch capitalizes on the Ryan Gosling cereal meme with this clever little Vine - via @adage

noreply@blogger.com (Erin Moloney) — Wed, 15 May 2013 17:08:00 +0000

Cap'n Crunch capitalizes on the Ryan Gosling cereal meme with this clever little Vine - via @adage

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University of Missouri St. Louis Goes Digital with Marketing Courses

noreply@blogger.com (Erin Moloney) — Tue, 14 May 2013 22:15:00 +0000

"In 2013, the ultra-connected customer base will grow at a staggering pace, destabilizing marketing as you've come to know it."

- Forrester Research

Based on Forrester Research, by 2016, advertisers will spend as much on interactive marketing as they do on television advertising today. Investment in search marketing, display advertising, email marketing, mobile marketing, and social media will near $77 billion and represent 35% of all advertising, as interactive channels gain legitimacy in the marketing mix.

The demand for digital marketing in our education system is self-evident.
This week, I met with +Perry Drake +Nick Gilham and +Derek Mabie to discuss the digital media marketing courses we'll be offering as part of a new push by the University of Missouri Saint Louis to educate their students on digital media aspects of marketing. This includes:

Digital Media Marketing Certificate Program which has several types of classes in it. For example, my Social Media Marketing course is 3 days in June and is just $749.
New undergraduate level courses in social media and digital marketing
New graduate level courses in social media and digital marketing. For example, I will be teaching graduate level social media marketing on Tuesday nights, starting this September.
Creation of the UMSL Digital Media Marketing Advisory Board, boasting an incredibly talented group of local and national digital media professionals who will advise the university on these programs and will help instructors to ensure the curriculum is extremely valuable. The list includes +Steve Bauer +Matthew Coble +Todd Budin +Nick Gilham +Raymond Gobberg +Justin Lopinot +Arni Maack +Derek Mabie +Erin Moloney +Ed Reggi +Mark Sanders

Read the full press release below, and if you are interested in the social media marketing course I am teaching, you can learn more and register here.

UMSL Announces Digital Media Marketing Courses from Erin Moloney

Social Media Marketing (21 hours)

June 14, 15, 22, 2013 | 9:00-5:00 PM | Register | Inquire

Instructor: Erin Moloney

Social networks are becoming an integral part of the marketing mix. On these platforms, brands can engage with prospects and consumers on many levels. In this course you will learn how to create a brand presence on these social networks, understand the differences between earned and paid media, the various tools (free and paid) used to listen and engage with consumers, how to manage healthy communities, crisis management, rules of engagement for high profile individuals and corporations, the importance of transparency, the various ways engagement is measured, the value of a Facebook like, and how to calculate return on investment. Social networks discussed will include Facebook, Twitter, Tumblr, Instagram, LinkedIn, WordPress, etc. Tools used and discussed will include Netbase (our partner), HootSuite, TweetDeck, Technorati, etc. Real life case studies will be discussed throughout this course.

Prerequisite: If less than an associate’s degree and less than two years of marketing experience, your resume must be submitted.

Foundational Elements of Marketing Analytics Success

noreply@blogger.com (Erin Moloney) — Tue, 14 May 2013 17:25:00 +0000

Foundational Elements of Marketing Analytics Success:

CMOs know that increasing their investment in analytics is a key to…

Driving the competitiveness of their business in the marketplace

Ensuring the ongoing relevance of their department within the organization

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"In today’s business climate, people are very hesitant to grant their trust to any big..."

noreply@blogger.com (Erin Moloney) — Tue, 14 May 2013 16:38:00 +0000

“In today’s business climate, people are very hesitant to grant their trust to any big organization…Smart organizations are recognizing that trend, and looking at how they can build their reputation – and thus trust – with the people that matter most to them.”

- Why I Drank the Reputation Management Kool-Aid | Standing Partnership

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Why CMO Tenure Has Doubled - via @adage

noreply@blogger.com (Erin Moloney) — Wed, 08 May 2013 18:38:00 +0000

Why CMO Tenure Has Doubled - via @adage:

The increased complexity of the job has made CMOs more fulfilled, challenged and respected, resulting in a big shift in how long they stick around.

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People Seek Authenticity Even if They Can't Easily Define It - by @simonsinek

noreply@blogger.com (Erin Moloney) — Tue, 07 May 2013 21:11:00 +0000

People Seek Authenticity Even if They Can't Easily Define It - by @simonsinek:

The reason companies like Southwest Airlines, Apple and Whole Foods have loyal followings is because they tell us what they believe.

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A Facebook Fan Is Worth $174, Researcher Says, for Consumer Brands

noreply@blogger.com (Erin Moloney) — Mon, 06 May 2013 17:25:00 +0000

A Facebook Fan Is Worth $174, Researcher Says, for Consumer Brands:

A Facebook fan is worth $174 to a brand, up 28% since 2010, according to Syncapse, a social media marketing firm.

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"In the world of B2B sales and marketing these days, it’s just as important for an executive or..."

noreply@blogger.com (Erin Moloney) — Thu, 02 May 2013 17:09:00 +0000

“In the world of B2B sales and marketing these days, it’s just as important for an executive or salesperson to have a solid reputation online as it is offline.”

- How to Protect Your Online Reputation and Close the Deal | ClickZ

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Three Top Marketers With Agency Backgrounds Reveal Why They Switched SidesStrategy - Advertising Age

noreply@blogger.com (Erin Moloney) — Wed, 01 May 2013 17:53:00 +0000

Three Top Marketers With Agency Backgrounds Reveal Why They Switched SidesStrategy - Advertising Age:

the thing we like about working on the client side is that you can advocate, encourage and sell through amazing work in ways you just would not have been able to do on the agency side.

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What the Launch of Social.com Shows Us : Enterprise Irregulars

noreply@blogger.com (Erin Moloney) — Thu, 25 Apr 2013 17:38:00 +0000

What the Launch of Social.com Shows Us : Enterprise Irregulars:

This week Salesforce announced the launch of Social.com – a social advertising solution that brings the power of Radian6 (R6) and Buddy Media (BM) together

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"More than 60% of Fortune 100 companies use IBM’s solutions for social business."

noreply@blogger.com (Erin Moloney) — Mon, 22 Apr 2013 21:38:00 +0000

“More than 60% of Fortune 100 companies use IBM’s solutions for social business.”

- IBM named #1 in social software for the 4th year in a row by IDC | Perficient IBM Blog

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Tips for Creating a Social Media Policy

noreply@blogger.com (Erin Moloney) — Thu, 18 Apr 2013 02:38:00 +0000

Tips for Creating a Social Media Policy

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(via How to Optimize Your Business Blog [Checklist] | Unbounce)

noreply@blogger.com (Erin Moloney) — Fri, 12 Apr 2013 17:38:00 +0000

(via How to Optimize Your Business Blog [Checklist] | Unbounce)

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CMOs Using Social Data to Flex Their Muscle

noreply@blogger.com (Erin Moloney) — Wed, 10 Apr 2013 16:53:00 +0000

CMOs Using Social Data to Flex Their Muscle:

the signs are everywhere that the CMO’s position is increasing in importance

in 2006 the average CMO tenure was just 23.2 months, whereas by 2012 CMOs generally have tenure of 43 months.

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LinkedIn Is Preferred By Executives

noreply@blogger.com (Erin Moloney) — Wed, 10 Apr 2013 16:53:00 +0000

LinkedIn Is Preferred By Executives:

LinkedIn remains the top social media site for business executives (directors and above), according to a recent survey conducted by DHR International and Modern Survey. While LinkedIn holds on to this top billing, executives indicated that Twitter (27%) and Facebook (44%) were sites that they use often.

Despite the increased awareness and “noise” about Twitter and blogs, very few executives consider them to be their preferred social media vehicle.

The executives also indicated that they would use social media more if:

- If it were helpful to their business—90%
- If they were actively looking for a new career opportunity—86%
- If the items learned were consistently high value—85%
- If they thought it was a better use of their time 80%
- If they better understood the benefits ~60%
- If they had a better experience with the tools ~50%

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5 specific ways salespeople can use LinkedIn

noreply@blogger.com (Erin Moloney) — Mon, 08 Apr 2013 16:38:00 +0000

5 specific ways salespeople can use LinkedIn:

Great article. Here is my summary:

5 specific ways salespeople can use LinkedIn

Find out who they should contact in order to secure customer meetings; use LinkedIn to ensure they were contacting the right person but make first contact via email

Find out more about people they will meet prior to customer meetings: where they have worked in the past and who they might know in common

Research their competition: monitor a prospective customer’s connections to find out which competitors and salespeople are working on the account.

Join groups to keep in touch with colleagues they worked with in the past, follow companies of interest, and to improve industry related knowledge or sales-skills.

Keep existing customers informed about their company’s offerings; use LinkedIn to send short messages that contained links to press releases, white papers, analyst reports, product announcements, and company produced videos

How they should not use LinkedIn in sales:

making an unsolicited initial customer contact directly through a LinkedIn invitation

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For Driving Engagement, B2B Marketers Put a Premium on Content

noreply@blogger.com (Erin Moloney) — Mon, 08 Apr 2013 14:38:00 +0000

For Driving Engagement, B2B Marketers Put a Premium on Content:

A survey by content curation software provider Curata found that engagement was the most frequently cited objective of content marketing among US B2B marketers.

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The 7 Biggest Misconceptions of Successful B2B Marketing

noreply@blogger.com (Erin Moloney) — Fri, 05 Apr 2013 17:38:00 +0000

The 7 Biggest Misconceptions of Successful B2B Marketing:

Branding isn’t as important in B2B as it is in B2C

Last-click measurement provides an accurate picture of where your marketing dollars are working

Getting in front of the right company makes for successful B2B marketing

All B2B targeting is all created equally

Display advertising doesn’t drive leads

Business marketers need to stick to delivering a message to businesspeople within a business environment

Businesspeople always want personalized marketing

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What is "thought leadership" really?

noreply@blogger.com (Erin Moloney) — Thu, 04 Apr 2013 19:23:00 +0000

What is "thought leadership" really?:

When successful, it engages buyers in an exchange of ideas that delivers value to both sides — buyers and sellers — while positioning your firm as a trusted source of great information. And the market, not your marketing department, tells you when your stuff reaches true thought leading status.

via Tumblr http://erinmoloney.tumblr.com/post/47123536883 B2B, Social Media

CMOs beat CIOs in digital marketing turf war - via @Forbes

noreply@blogger.com (Erin Moloney) — Wed, 03 Apr 2013 15:23:00 +0000

CMOs beat CIOs in digital marketing turf war - via @Forbes:

“The era of the CMO is now here,”

more software sales are being driven by marketing and IT spending is no longer restricted to IT departments of a company

most marketers are under intense pressure to show tangible returns on the money they spend.

nearly two-thirds of CMOs expect return on marketing investment to be the primary measure of their effectiveness by 2015

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Integration, Content and Analytics Drive #B2B Digital Marketing Success

noreply@blogger.com (Erin Moloney) — Tue, 02 Apr 2013 15:23:00 +0000

Integration, Content and Analytics Drive #B2B Digital Marketing Success:

57% of the buying process is complete before a B2B buyer ever contacts a salesperson

The smartest companies dedicate a greater portion of their marketing budgets to improving their fundamental understanding of effectiveness, interactivity, and causality across marketing programs.

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