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- Planning for 2012
Is This the Worst Direct Mail Letter Ever?
Metaphor Shapes Obama's Selling Points
5 Cutting Edge Social Media Trends For Small Businesses
What Really Motivates Us – Surprising Facts from Dan Pink
Most of what you think about motivation and rewards is wrong. Does money motivate? Not really, unless it’s too low. Jeff Ogden of Find New Customers is tired of companies wasting money on the wrong things.Daniel Pink This lively... [read more]
6 Ways to Get Booted From Twitter's Search Results
When Twitter evaluates whether you should be removed from search results, what it's really asking is whether you're a spammer or a bot. Or, a human that acts like one. [read more]
What ISV and SaaS Operators Can Learn from Telecom Billing
For decades, the telecom industry has been honing what other industries are only now getting into – business models that start with simple subscriptions then add complex pieces such as sign-up/activity/event fees + bundles + add-ons + incentives + promotional products. [read more]
Dealing with Oops! Moments: Sales Lessons from Rick Perry
When you have an Oops! moment - which you invariably will -- own up to it right away. Don't fumble around looking like an idiot. That was the real killer for presidential candidate Rick Perry. Everyone's had that same experience, so they all feel for you. [read more]
Five Things You Need to Know About the Changing Face of Retail
Retailers are optimistic for 2012. Sure, concerns about the economy persist. But most retailers feel they’re better positioned to handle these uncertainties, and they’re starting to tap into the enormous potential of new digital retail technology.... [read more]
The 3 Biggest Listening Mistakes Sales People Make and How to Avoid Them
As sales people elevate their sales skills in other areas, often the area of listening begins to suffer, and usually it is the more experienced pros who are the biggest culprits. [read more]
4 Vital Digital Marketing Trends (or Developments) for 2012
Keeping an eye on what the future holds in its palm is key to growing your business and reaching out to new audiences. Trends will continue to change directions. And if you aren’t ready to embrace the upcoming developments, you can easily lose the race. As we proceed into 2012, it’s highly essential that you become cognizant of the top... [read more]
Sales Negotiating: The WHO, WHAT, WHEN, WHERE, WHY and HOW
Too many salespeople begin negotiating with customers too quickly. As soon as the customer gives any sort of resistance, it seems like the going norm is for the salesperson to roll over and play dead and give away the farm. [read more]
Digital body language: selling on the internet
It is very well known that a large amount of communication is non-verbal, reading body language for example. But with communication increasingly taking place online, how can these skills be translated into the digital world? [read more]
Five Attributes of Top Sales Influencers
Being recognized this month as a Top Sales Influencer made me wonder: What IS an influencer, and how can this help build a business or a brand? I mean, it is a great thing to have happened – quite an honor – but what is it, really? [read more]
The Most Counterintuitive Sales Strategy You’ve Ever Read
Tweet I just finished Aaron Ross’ new book entitled: Predictable Revenue. If you are in Sales or Marketing leadership you need to read it. If you are a front line sales or marketing professional, read it too and buy it for your boss. For those of you that don’t know Aaron lead the charge at Salesforce.com in building their Enterprise... [read more]
YouTube Killed the TV Star: Why Online Video Marketing is Essential for Marketers in 2012
Could 2012 be the year marketers embrace video in their social marketing efforts? We think yes, and here’re four reasons why. [read more]
Sales Metrics You Can’t Manage Without
The right sales metrics tell the chief sales officer and CEO everything they need to know about how they are tracking towards their company’s revenue objectives. For some companies it’s a complex, finely tuned set of calculations, reports and charts. Others are just as successful with only a few simple ratios and percentages. [read more]
How Customer Satisfaction Surveys Tell the Future
It’s funny – just asking customers what they want more of is one of the best ways to see where the market is heading, and where the pressure is strongest. [read more]
Ways to Brand Your Business on a Budget
Creating your business’ brand requires both internal and external elements. Internally, you need to determine the message that your brand conveys. What’s the one thing your brand is known for? What’s your USP, or your core business principle? [read more]
Is Too Much Business Clutter Weighing You Down?
Drawing by hugh macleod, courtesy of author's blog
What are you? No matter the size of your organization, you need to be slight and nimble. All businesses and organizations take on too much clutter. This slows us down. This makes it harder to make quick strategic decisions. This makes it harder to pivot and evolve with the ever-changing marketplace. Here are a few questions to ask... [read more]
Performance Management — Abandoned Deals
Last week, I talked about the importance of Win Loss Analysis. No one questions doing win/loss analysis, in particular, we really worry about losses. There is a hidden performance and resource drain that can have a dramatic impact on our success. It’s the abandoned deal. Abandoned deals happen more... [read more]
Who Lowered this Bar and Why Can't I Raise It?
I can't help but wonder, why aren't all companies doing business like Dave's company? Why do we allow the salesperson to put together an opportunity and not hold them accountable for the success of the opportunity? [read more]
Is Collaboration Overrated?
How many prospects does it take to buy a light bulb? More than ever it seems, thanks to social networks and a plethora of great collaborative software solutions. Maybe the question should be “how many committees does it take to buy a light bulb?” At least the number will be smaller. The benefits of ubiquitous conversations are... [read more]
Come to Atlanta to Get Down to Social Biz…and for Some Biscuits
I have the opportunity to go to a lot of CRM/Social events during the course of the year, most of which are held in cool places like San Francisco, Boston and Orlando. And while I love going to those places, I’ve always wanted to have one of those events down here in Atlanta. [read more]
Books We Trust: The Decision to Trust by Bob Hurley
The Decision to Trust is one of the best books written in recent years on trust; it is a major contribution to the subject. [read more]

Sales Metrics You Can’t Manage Without (258 views)
Ways to Brand Your Business on a Budget (143 views)
6 Tips for B2B Vendors Becoming Publishers (112 views)
Ardath Albee is CEO and B2B Marketing Strategist for her firm Marketing Interactions and an author. More »
Dave Brock is President and CEO of Partners In EXCELLENCE, a global consulting company. More »
Charles Green is founder and CEO of Trusted Advisor Associates and an author. More »
Paul Greenberg is the author of the best-selling CRM at the Speed of Light and President of The 56 Group, LLC. More »
Gavin Heaton is the author of one of Australia's leading marketing blogs. More »
Jill Konrath is a recognized expert in B2B sales and the author of Selling to Big Companies. More »
Kendra Lee is author of the awward-winning "Selling Against the Goal" and a popula speaker on sales prospecting/lead generat More »
Mike Merriman is Director of Strategic Service at MZinga and has an extensive background in product development and management. More »
Natalie Petouhoff Dr. Natalie serves as the Chief Strategist for Social Media, Digital Communications and Measurement at Weber Shandwick More »
Anneke Seley is the CEO and founder of Phone Works, a sales strategy and implementation consultancy, and an author. More »
- YOU
- Ardath Albee
- Bob Apollo
- David Armano
- Trish Bertuzzi
- Dave Brock
- Brian Carroll
- Krishna De
- Jonathan Farrington
- Francois Gossieaux
- Charles Green
- Paul Greenberg
- Marc Hausman
- Matt Heinz
- Adam Honig
- Patrick Kitano
- Craig Klein
- Christopher Koch
- Jill Konrath
- Simon Mainwaring
- Christian Maurer
- Paul McCord
- David Meerman Scott
- Sharon Drew Morgen
- Tisha Oehmen
- Natalie Petouhoff
- Augie Ray
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- Lee Salz
- Todd Schnick
- Anneke Seley
- Koka Sexton
- Dave Stein
- Sivaraman Swaminathan
- Dale Underwood
- Greg Verdino
- Mike Volpe
- Dan Waldschmidt
- Tony Zambito

About Social Media Today

























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I believe that marketing