Our April 16 Free Biznology Webinar is called “Attack of the Customers: Why Critics Attack Brands Online and How to Avoid Becoming a Victim.” The Webinar, presented by Paul Gillin, will cover how to respond to criticism of your brand on social media sites, such as Facebook and Twitter, in a world where such attacks can go viral within hours.
BigStockPhoto image by kentoh
B2B must evolve to meet clients’ changing needs
Client work for B2B and B2C organizations has me reviewing thousands of conversations in social venues every month, and it’s becoming increasingly obvious that much of Sales and Marketing as we know them is significantly out of alignment with B2B clients. They are much smarter now and want a new style of relationship with their business partners (erstwhile “vendors,” “providers”). Social business is permeating client networks throughout the economy and changing client behavior and expectations.
This has created a rare opportunity for B2B sales and marketing people who understand and respond ahead of the market. Here I’ll do a deeper dive into how legacy Sales and Marketing functions will evolve, using social business as a lever.
Reexamining B2B Sales and Marketing
Marketing assumes it’s not economically feasible to have large-scale one-on-one client conversations. Sales assumes it must rely on one-on-one prospecting to drive value. Both assumptions are increasingly false.
Two examples of misalignment: One of Marketing’s underlying assumptions is that it is not economically feasible to have large-scale one-on-one client conversations, so marketing must achieve scale through secondary research (and remain isolated from the client). One of Sales’ key assumptions is that it must rely on primary one-on-one prospect/client/customer communications to drive value. Both of these are increasingly false, so I’ll drill down on them before offering practical recommendations for how Sales And Marketing can explore social business at a new level.
As head of marketing for several B2B firms with direct sales forces since the 1980s, I have worked with my fellow execs in Sales, Operations, Finance & IT to drive the top line. As a management consultant, I have advised clients in adopting numerous disruptive technologies that have confronted enterprise functions with change. These experiences lead me to believe that social business will transform B2B Sales And Marketing during the next 5-10 years. Moreover, organizations that begin the transformation process earlier will profit at the expense of laggards because social business will improve enterprises’ communications and collaborations with clients by an order of magnitude.
B2B Marketing usually refers to several practices that vary with the type of business, but the end game is to define/control message and produce leads that are worked by Sales:
•Defining the firm’s brand, strategy, value proposition and “message”; this includes managing how various brand elements are used (elevator pitches, logos, colors)
•Designing and running outbound “campaigns” via email marketing, snailmail
•Attracting/capturing inbound leads via rich media, SEO, SEM, thought leadership
•Conducting database management (CRM..)
•Producing “collateral” (websites, brochures, templates for use by Sales)
•Managing the firm’s participation in conferences and trade shows
•(often) Managing the firm’s channel and strategic alliances
•All of these practices are grounded in scaled group communications; i.e. Marketing communicates with researched demographics, not individuals because they usually have no relationships with individual prospects.
B2B Sales/Business Development is a contact sport that usually refers to a direct sales force, which is sometimes supported by indirect or inside sales:
•Identifying leads via face to face, telephone or email interactions with their individual professional networks; often salespeople are hired for their career-accumulated networks
•Working leads sourced from Marketing and their individual work according to a gated pipeline or funnel along which leads approach conversion
•Conducting (telephone) calling and email campaigns
•Getting and conducting meetings with prospects
•Working conferences and trade shows under Marketing’s direction
•Entertaining clients and prospects (golf, opera, sports, other events)
•Collaborating with channel partners’ representatives to exchange and work leads
•Closing deals and handing off to “delivery” teams (or, in the case of professional services, managing delivery)
•All of these practices are based on communications with individual prospects.
In summary, Marketing has served as the firm’s research and scalable communications arm while Sales has been responsible for doing the deals. Marketing’s value proposition has been researched intelligence, strategy and scaled communications. Salespeople would develop intelligence based on direct feedback with their own networks.
How B2B Sales and Marketing can evolve with social business
Marketing’s biggest mental roadblock is the habit of being isolated from the client/customer. “But I don’t touch the client, that’s Sales.” No, Marketing has to evolve its approach. Marketers that realign themselves will unleash value that they could only dream about before. Here are a few specific ideas to get your evolution thinking started:
•Marketing makes most decisions in isolation from real clients (research and focus groups are too artificial because they rarely focus on client-to-client interactions, which are an order of magnitude more enlightening). Marketing can start infusing marketing research with direct communication with prospects and clients.
•Conferences and trade shows can be fantastic opportunities to connect with differentiated prospects, but few firms even come close to realizing the ROI. The opportunity here is to reimagine events as connection opportunities that happen to have a geographical/time dimension to them. Marketing currently spends most of its attention on physical event logistics. What if they used the event as an excuse to involve prospects in discussions leading up to the event? Onsite, they capture the most relevant client/prospect conversations on video, which can enable other prospects to get engaged. They design programming that engages attendees and non-attendees in what happened “after” the event. But “the event” is no longer bounded by the physical event.
•Transform the channel by organizing online collaboration spaces that connect various channel partners in ways that are meaningful to them. Most parts of the channel have information that is useful to others, but it’s almost impossible to get someone on the phone. Email is very inefficient. And people need guidance for how to interact in transparent social venues.
•Here’s how many-to-many communications in social venues have different economics: Research has consistently showed that, in most online social venues, about 10% of participants are interacting while 90% are observing. And they can go back to it. Moreover, anyone interested in that topic can find it. Now. Email is a closed system that has no leverage in comparison. High-quality, relevant digital conversations are almost always superior to any “content” that any company can create because the prospect is involved. It’s more relevant, it’s more individualized.
Sales needs to come out of its shell. Many salespeople are actually shy in front of large audiences they don’t know personally (how many times does the sales team gab among themselves at the trade show booth?). So, it’s a stretch for many salespeople to converse with “strangers” in social venues. Many of them are afraid of writing (they’re talkers). Here are specific examples for Sales:
•Although many people have learned this, I’ll repeat just in case: In general, writing questions and responses in public is held to a fairly low standard grammar-wise. Most people aren’t going to attack you if your sentence structure is horrid. You can spell-check words. Get over this fear if you harbor it. (Rare exceptions apply.)
•Like Marketing, Sales need no longer accept assumptions about “market conditions,” or prospects’ needs. Find and interact with people in social venues who are talking about things your clients care about. Observe what they think, and ask them questions.
•Think about yourself compared to people in your firm and outside. What knowledge or interest do you have that you have related to the product/service that lets you add unique value? Experiment with search: create keyword combinations that find these conversations, and observe them for a while. Then jump in and add your perspective. Remember, these conversations are your thoughts immortalized. Even better, you can bookmark the best ones and share with prospects later. In the LinkedIn forum, the prospect will see you offering value-added information and guidance; when people thank you, your credibility goes way up. In forums, other prospects are setting the table for you to help them and gain huge, immortal visibility.
Net net
Disruption always serves to elevate threats and opportunities. I hope you can see that “traditional” sales and marketing practices developed in an era in which B2B clients had relatively little opportunity to find information independently or to connect with other people with similar challenges. Social business has changed the game, and early movers have the opportunity to profit to the detriment of their competitors.
Wouldn’t it be nice if you could build a fully functional website, populated with content, monetized with your choice of ad networks; one that contains dynamic content to keep the search engines coming back? And all with the click of a few buttons?
That solution is SiteBuilder Elite.
As LinkedIn is a business that started in a living room, much like Virgin began in a basement, I thought my first blog on the site should be about how to simply start a successful business. Here are five top tips I’ve picked up over the years.
We have two ears and one mouth, using them in proportion is not a bad idea! To be a good leader you have to be a great listener. Brilliant ideas can spring from the most unlikely places, so you should always keep your ears open for some shrewd advice. This can mean following online comments as closely as board meeting notes, or asking the frontline staff for their opinions as often as the CEOs. Get out there, listen to people, draw people out and learn from them.
You have to do something radically different to stand out in business. But nobody ever said different has to be complex. There are thousands of simple business solutions to problems out there, just waiting to be solved by the next big thing in business. Maintain a focus upon innovation, but don’t try to reinvent the wheel. A simple change for the better is far more effective than five complicated changes for the worse.
Last week I enjoyed my favourite night of the year, the Virgin Stars of the Year Awards, where we celebrated some of those people who have gone the extra mile for us around the Virgin world. With so many different companies, nationalities and personalities represented under one roof, it was interesting to see what qualities they all have in common. One was pride in their work, and in the company they represent. Remember your staff are your biggest brand advocates, and focusing on helping them take pride will shine through in how they treat your customers.
If you aren’t having fun, you are doing it wrong. If you feel like getting up in the morning to work on your business is a chore, then it’s time to try something else. If you are having a good time, there is a far greater chance a positive, innovative atmosphere will be nurtured and your business will fluorish. A smile and a joke can go a long way, so be quick to see the lighter side of life.
If you are an entrepreneur and your first venture isn’t a success, welcome to the club! Every successful businessperson has experienced a few failures along the way – the important thing is how you learn from them. Don’t allow yourself to get disheartened by a setback or two, instead dust yourself off and work out what went wrong. Then you can find the positives, analyse where you can improve, rip it up and start again
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Internet Search Engine
Website Traffic Is Not The Key To Success
By: Mike Burke
Website traffic is deemed the single most important factor when it comes to the success of a website but that statement needs to be qualified. Although it’s true that a constant stream of traffic is the lifeblood of a website, the quality of the traffic is far more important than the quantity.
Of course, any amount of website traffic is better than no traffic at all but even if you have the most perfect website, your site is doomed to fail if you are not getting visitors that are looking for the products or information you have available on your site.
It’s easy to get caught up in a numbers game. It’s exciting to see the number of visitors to your site climb from a few a day to a few hundred a day. On the surface, this looks like exactly what you want but if your visitors are looking for something other than what you are offering, for the most part, your website traffic is wasted.
You could have a great website design, compelling copy, the lowest prices and fantastic specials but all your efforts will be useless unless your website is drawing traffic that is interested in what you are providing or promoting.
What you need are visitors specifically interested in your product or service — you need ‘targeted traffic’.
Don’t think of targeted traffic as a sub-category of website traffic because they really are two separate entities. If you’re marketing plan is designed to drive as much website traffic as possible to your site, no matter what kind of traffic it is, then you’re not making effective use of your time and you’re setting yourself up for disappointment.
The web is a very different venue than a shopping mall. A shopping mall relies on unfocused traffic, wondering from store to store, not looking for anything in particular but willing to spend it’s money on an impulse.
Believe it or not, people surfing the web will leave a website after viewing it for only about 2 seconds. They’re looking for specific items or information and if they don’t quickly find what they are looking for on your site, they’ll click out of your site and go to one of the other millions of sites on the web.
That’s why most of the successful websites are tightly focused on their ‘niche’ and their marketing plan is focused on driving people to their site that are looking for what they offer – they understand the importance of ‘targeted traffic’.
Of course, targeted traffic and a website focused on a particular ‘niche’ go hand and hand. Think about your website. Does it really lend itself to a specific product or service, or is it so broad that it tends to confuse potential customers?
Here are a few tips to help you prepare your website for targeted traffic:
Design your website to promote one particular product or service as your main item.
Determine the type of people that will be interested in your product or service and adjust your website to be attractive to them.
Establish the items or services that are ‘closely’ related to what you’re promoting on your website. If you think that they would be interesting to your visitors, offer those items on your website as well.
Keep a constant flow of free content, that your visitors will find useful, on your website and add new content and information often. Invite your visitors back to your site to see the new material you’re constantly adding.
Keep in mind, a website that’s focused on a particular ‘niche’ item or service lends itself to targeted traffic simply because there is something specific to target and the more targeted traffic your site receives, the more productive your site will be.
There are many conventional and many not so conventional ways to drive targeted traffic to your website but we’ll explore them in other articles.
The purpose of this article is to point out the difference between website traffic and targeted traffic. More isn’t always better and if you focus your marketing on ‘targeted traffic’ you’ll quickly find that the hits your getting on your website aren’t just empty numbers – they’ll be potential customers and, more importantly, sales.
For more website traffic tips visit www.starttheprofits.com
Author Bio
Mike Burke is the author of numerous articles and has an affection for website marketing. Learn how to drive tons of targeted traffic to your site without spending a dime on advertising. Visit us at http://www.starttheprofits.com
Article Source: http://www.ArticleGeek.com – Free Website Content
Eagleton Institute of Politics
About CAWP
The Center for American Women and Politics (CAWP), a unit of the Eagleton Institute of Politics at Rutgers, The State University of New Jersey, is nationally recognized as the leading source of scholarly research and current data about American women’s political participation. Its mission is to promote greater knowledge and understanding about women’s participation in politics and government and to enhance women’s influence and leadership in public life.
CAWP’s education and outreach programs translate research findings into action, addressing women’s under-representation in political leadership with effective, imaginative programs serving a variety of audiences. As the world has watched Americans considering female candidates for the nation’s highest offices, CAWP’s over four decades of analyzing and interpreting women’s participation in American politics have provided a foundation and context for the discussion.
CAWP’s Programs and Resources
Information about Women in Politics
•Facts about women in politics
•Election Watch
•Presidential Watch
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•State-by-state information on women elected officials
Education and Training Programs
•NEW Leadership™
•Ready to Run™ Campaign Trainings for Women
Elección Latina
Rising Stars: Educating Asian American Women for Politics
Run Sister Run: Women of the African Diaspora Changing the
Political Landscape
•Senator Wynona Lipman Chair in Women’s Political Leadership
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Other Resources and Programs
•Research on Women in Politics
•Bipartisan Coalition for Women’s Appointments
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Now Accepting Articles Please submit your inquiry :
Suzanne Scholl
empowernetwork1967@gmail.com
If I had a dollar for every time my father told me I’d have a career in the creative industry, I’d be a millionaire by now. As a kid growing up, I didn’t think I had to “find my niche.” I already knew what I was destined to be, where I was going to live and what I was going to do as a profession. But life didn’t turn out that way, and boy, was I headed in a direction that didn’t at all match my “plans.”
What I didn’t realize when I was young was that finding your niche really means finding your way — finding what you’re good at and succeeding at that skill. Life always has other plans for you, but if you can learn a few pointers that will help you out, you’ll be well on your way to finding your niche.
Here are some of my key tips on how to find your niche, which I really developed as I become a business owner. These have helped me tremendously, not only in finding my niche but also in growing as a person and mastering some skills I never thought I had.
Network & Connect
This is #1 in my book. Networking and connecting with the right crowd is key no matter what type of business you are in or the type of position you hold. In fact, one of my past Design*Sponge posts was all about Trendsetters, Influencers and Connectors because I know that if you arm yourself with the right networking ammunition, you can conquer anything and anyone. Connecting and networking with business folks doesn’t have to be invasive, nor does it have to seem like a sales pitch. It’s all in the art of how you approach them, knowing what you want to take out of the conversation and how you remain connected with them after the initial handshake. Business people “get” that networking and connecting are a natural part of any entrepreneur’s growth in the business world, but when you do them right, you will see the positive changes they can truly make.
Do Your Own SWOT Analysis
If companies believe in creating a SWOT analysis to understand what their strengths, weaknesses, opportunities and threats are, you should do the same for your own personal brand. Consider this making the most of your talents and opportunities. In the words of the famous French chemist Louis Pasteur, “Chance favors the prepared mind.”Chances are, you are most likely to succeed in life if you use your talents to their fullest extent. Similarly, you’ll suffer fewer problems if you know what your weaknesses are and you manage these weaknesses so they don’t affect the work you do. If you look at yourself using the SWOT framework, you can start to separate yourself from your peers and further develop the specialized talents and abilities you need to advance your career. SWOT analysis is great for new business owners because it can often change over time as you develop a better sense of what your business and its goals are, but arming yourself with this foundational element from the get-go will prepare you for the long haul.
Your Personal Brand
That’s right — you are your own personal brand. A personal brand is a great second step after you determine your SWOT analysis. Remember, branding is more that just your visual identity. Branding reflects your personality, your traits, the way you dress, the way you shake someone’s hand, the way you communicate with others and the list goes on. An article in Fast Company states, “Everyone has a chance to stand out. Everyone has a chance to learn, improve, and build up their skills. Everyone has a chance to be a brand worthy of remark.”Personal branding is one of the most powerful assets you have as a business person; whether you are self-employed or a full-time employee at a company, it really does define what you are all about and how you come across to others.
Listen + Learn
No matter how experienced someone is at business, listening is still a challenge for most people, and not everyone does it right. “Listen 90% of the time and talk 10% of the time,” is a quote I heard that I believe is very true. People love to hear themselves talk, but are they really listening? Making eye contact? Both of these are very important when you are (a) networking and (b) listening to clients and what their needs are. If you listen carefully, you ask the right questions and you always learn.
Don’t Be in a Rush
If there was one thing that I was always guilty of doing growing up it was rushing everything. I was always in a rush to grow up, to get to the next step, make money, own a place and get to the top of the food chain. You name it, I was in a rush to get there. Here’s what I’ve learned through my experiences: Rushing. Doesn’t. Get. You. Anywhere. Ambition,on the other hand, is entirely different. Ambition, drive and tenacity are awesome traits because with those, you often find that you get to your final destination much quicker, and you do it all without rushing but taking the time, effort and skills to get there. Small-business owners who master this do it well and often get what they want. Don’t ever mistake ambition for ego.
Don’t Be Afraid to Fail
The word “fail” often scares people because it is seen as a sign of defeat and well . . . failure. Everyone fails at something in his or her life. It’s what you take away and learn from that failure that makes you a stronger person and allows you to grow. Keep in mind that what you see as a failure is not necessarily what others see in us. We are our own worst critics, and we are always the hardest on ourselves, but what if we looked at ourselves as others see us? Would you consider something you did a failure or a success? If you asked me, I have failed at a lot of things in my life, but I wouldn’t consider myself a success if I didn’t look at those so-called failures, learn from them and move onward and upward. Now I look at them as the best things that could have happened to me.
My first company, The Smart Cookies, was founded because of what I considered a failure: I was bad at managing my money, racked up thousands of dollars of debt and considered myself a lost cause when it came to my finances. But because of my situation, I started a money group, got smart with my finances, was a guest on the Oprah Winfrey Show, wrote two best-selling books, hosted a TV show and much more — all because I took something I thought I was failing at and turned it into a success. It’s possible; you just have to be willing to see the positive in failures and learn from them.
I would love your thoughts on how you found your niche because I adore hearing stories of how others did it. Email me at andrea@bratfacemarketing.com. You can also sign up for my quarterly newsletter for all the goods at www.bratfacemarketing.com. Follow me @BratfaceMrktg & @andreabaxter or “Like” us on Facebook.
There once was a dog named ” Dog” and this dog rode a motorcycle complete with goggles. You will enjoy this video for sure http://www.youtube.com/watch_popup?v=xdj67XknFrM#t=5 and when your finished watching come on over to my site and watch another video http://www.sunrisedata1.net on a business system that truly works. Membership to my web site is free so you may want to add your business to our listing.
Thanks for watching
Suzanne Scholl
empowernetwork1967@gmail.com
Does Your Business Need a Lift
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Our members get a cutting edge business and marketing education and can leverage our compelling and proven sales process to grow their business.
We’ve solved every problem marketers and online entrepreneurs face. We’ve put the pieces in place for our members to leverage our marketing, sales and influence skills to grow their business …and their income.
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July 9,2012
This is the email I received from Dave Woods this morning:
Hi Suzanne,
I’m pumped.
We just passed 34,003 customers here at ..EN
…I was so excited about what’s happening, I wrote a blog post about it:
Interested ? See You On The Inside:
10th Annual Hallockville Barn Dance
Co-Sponsored by Peconic Land Trust
Saturday, July 28, 2012
6:30-10:00pm
Enjoy an authentic barn dance in the historic Naugles Barn with live music by the Dance All Night Band and Chart Guthrie calling out the dances. Wines from award-winning local vintner Coffee Pot Cellars and hot dogs will be available for purchase, or bring your own picnic. Great event for the whole family.
$20 non- members, $15 Hallockville members, $5 children under 12.
For more information, call 631-298-5292 or visit http://www.hallockville.com/.
Hallockville Museum Farm
6038 Sound Avenue, Riverhead, NY 11901.
Writers at all levels seeking information on how to get published in today’s unique and interesting publishing world are invited to attend, “Getting Published” with Authors Tom Clavin (Last Man Out) and Phil Keith (Blackhorse Riders).
Tom Clavin, author of 14 books, and Phil Keith, author of 5, will discuss the current state of the publishing industry; the “Three Paths to Publishing (Traditional, Self-Publishing and Digital)”; the Book Marketing Process; Successful Book Proposals, How to Find the Right Agent; and “The Writing Life.”
Cost for the workshop is $50 per person and each attendee will receive an autographed copy of one of Mr. Clavin’s or Mr. Keith’s books (there will be a selection from which to choose).
Space is limited and payment (Visa/MasterCard/PayPal accepted) required at time of registration. Register online at: http://philkeiththeauthor.com or call 631-987-3138 .
Dates:
Sunday, July 15th – 2-5pm
Thursday, August 23rd – 2-4pm
Saturday, September 22nd – 2-5pm
There are many winery’s to visit and enjoy the entertainment and just have a great day on Long Islands East End. Check out their web site and plan a day on the Island.
Now accepting articles, please submit your inquiry to:
Suzanne Scholl
by James Maher
I love to look at travel photography, but man, sometimes it can all just seem mind-numbingly similar.
Put a cabin, some rocks, grass, or sand in the foreground, a lake or ocean in the middle ground, and a sunset or mountain in the background, preferably during a slightly cloudy day.
Shake. Rinse. Repeat.
I do this frequently; everyone does. But that’s the problem. Sometimes we need to break away from the formulas of what we think photographs should look like. We need to think outside of the box and try to do things a little differently.
So here are a few tips and thoughts to help you create unique travel photos.
When we’re in a new place, sometimes all we can think about is taking photos of the beautiful architecture, the monuments, and the wonders that we travelled to see. We have these thoughts from the countless guide books we’ve read and from the imagery we’ve seen over the web. We want to take those same pictures to have for ourselves (and we should take these photos.) But these things are not necessarily what gives a place its essence and its soul.
Stop and think about how you feel. What is it that is creating that feeling? Is it that tiny, bustling restaurant, lit up at night and filled with regulars? Is it the well dressed men in expensive suits and shoes riding their bicycles to work? Is it the chaos and constant traffic on the streets? Is it the food vendors on the side of the road? Is it the fresh bread and cheese?
For instance, what describes Italy better? Is it your typical capture of the Duomo or the Ponte Vecchio, or is it a detail shot of an older man in a well-made suit walking on wet cobblestones and bringing home fresh bread at the end of the day?
Read more:
http://digital-photography-school.com/5-tips-to-shake-up-your-travel-photography-ready#ixzz1zmlcURwh
Now accepting articles, please make your inquiry to:
Suzanne Scholl
by David Wood | on March 22, 2012
Look, if you’re here, on this post right now – it’s for one reason. You’re wondering if you should join. Maybe you’ve been sitting on the sidelines, in the background, waiting – and maybe, just maybe you just ran into us right now. Let me be honest, and up front, because the truth is, Internet Marketing is not for everyone. If you’re reading this, it might not be right for you. Here’s who this business is NOT for:
1. People who want a ‘Get Rich Quick’ scheme. Although I definitely believe that by applying certain skill sets, you can ‘get rich quicker’ than inferior ways of making money, the truth is – you’ve got to work your tail off, even with a great system, great tools, great products, and a great company. You might fall on your face, fail for a while, struggle a bit, and experience pain – and if you quit without applying what you learn, you might not make any money at all.
The Fact? You WILL experience struggle if you want to make money on the internet.
It may not be immediately – maybe you’ll get in, and Make Money your first month. It doesn’t matter whether it’s a struggle of learning new skills, facing a little rejection, or going through a ‘rough patch‘ – this business is NOT for you if you’re not willing to face some pain in your life, and overcome it.
2. People who want everything to be perfect before they start. I have a core philosophy, and that is to break things, and innovate. The fact is, if we’re perfect – we can’t grow. The beauty in life happens in the pain of change, and this business is a grass roots movement. Part of being ‘grass roots’ is getting aches and pains, and growing stronger through the fire. Real Entrepreneurs understand that the greatest opportunity lies in the wake of innovation.
Continue:
I am now accepting articles, please make your inquiry to:
Suzanne Scholl
SUNRISEDATA1 ~ Increase Your Visibility To Your WebSite
SUNRISEDATA1 ~ Increase Your Visibility To Your WebSite 