stocktwits.pngInvestor sentiment is a big deal to publicly traded companies. Unfortunately, it can be very difficult to know what your investors are thinking by simply watching the ticker. Social media and social networking can be a great way to monitor this very important measure of investor relations.

Financial Blogs

Blogs are now the old guys on the block. Easy to set-up and simple to publish to, these are platforms are potentially as powerful as any other financial publisher. Their combination of experts and reach make them a great source of information on how the market perceives your company.

Blogs tend to be more candid and emotional about their stock picks and reviews–probably far more representative of the general market. Financial blogs are also often written by active investors, which gives you lots of mini-samples of investor attitude and beliefs about your stock.

However, possibly the most important advantage to financial blogs is the easy and efficiency with which you can aggregate and analyze them via RSS.

Investor Forums and Websites

Investor forums are legendary sources of hot tips and early trends. They are often the haunts of insiders, day-traders, and hedge funds–people hungry for any tiny edge. Unfortunately, they are very difficult to analyze or even monitor as an outsider. Often these forums are more a tool than a resource. Traders form tight communities of information networks and simple use the “right forum” to communicate. That means to the average outsider most of what you see is the noise, rarely spotting the real value in these communities.

Although it is occasionally interesting to peek into these venues you are probably unlikely to grab any real read on your company’s investors.

Twitter

Twitter is fast becoming the new communication super-highway of many niches and markets. The investor community is an early adopter of this format. Operating much like instant messaging with a party-line twist you can do a variety of valuable things as an active investor.

  • You can listen for tips
  • You can test theories, and get reaction
  • You can drive up ad down sentiment
  • You can look for insiders
  • You can track movement

Twitter is a great resource for investors trying to find and ride emotional waves. Investors have already figured that out and are big users of this technology.

StockTwits

Of course, Twitter brings an enormous amount of noise with its value too. Fortunately, a little start-up called StockTwits has significantly assisted in filtering this noise. Using some simple syntax and aggregation this website and software tool combination is probably one of the best ways to get usable investor relations data to and from active investors, analyst, and financial journalist on Twitter.

Social media and the tools built around these powerful social networks can give your investor relations department a big advantage, assuming you have the ability to efficiently collect and analyze all the cues the open Web feeds you. Social media monitoring is critical to you investor relations team.

If you liked this post please sign-up for the RSS feed or get updates via email.

If you Twitter: Follow me @billrice.

Want more information about Kaleidico's software or services call 866.667.5253 or visit www.kaleidico.com.

{ 0 comments }

Book Review: Selling Change

by Bill Rice on February 8, 2010


I’ve always thought that books on sales topics need to be different. The best sales people that I know are consistently high-energy and high-strung—not a great combination for reading your average 250 page book. Brett Clay the author of Selling Change (affiliate link) is a sales guy, so he gets this.

The physical structure of the book was my first delight with this book. It’s a durable hard-back, with sturdy pages to notate, no dust cover to fuss with, and a convenient ribbon bookmark. This book is meant to be a long-term phone-side companion.

Then as I cracked the binding I was again impressed. It’s content is laid out into bite-size chunks of education and actions. I literally skimmed the whole book in about 20-30 minutes and felt like I got the core framework of Clay’s sales approach. I felt like I could do something of value with this book, even with that quick glance.

Then I sat down and read. That is when the little details started to build on the framework. Clay does a nice job of breaking down the Selling Change big idea into chapters that quickly move you through the book and encourage your own sales change.

At Kaleidico, I sell change everyday to Fortune 500 companies (not the most agile folks)—especially with the recent launch of our Eavesdropper social media monitoring software. So here are some of the concepts that applied to me and might interest you.

Why Selling Change is Important?

I think Brett Clay really nails the argument for selling change. His basic premise is that selling a solution is no longer sufficient. The world and technology is simply changing too quickly.

Not convinced? Do you have an Amazon Kindle and wish you had an Apple iPad. Or maybe you have an Apple iPhone and wish you had a Google Nexus? These are simple examples, but accelerated change has overwhelmed our economy and personal lives.

Clay references the “Great Reboot of 2009.” The economy is an entirely different place–Americans save, homes are no longer guaranteed appreciating assets, and two of the big three automakers are owned by the taxpayers. And what about you? Are you doing the same thing as you were pre-2009? Clay cites a prediction made by Charles Handy in his “The Age of Reason”: People will need a “portfolio” of occupations and employers to succeed in the new economy. Is this getting close to your own situation?

The answer to this new business environment is captured in Wayne Gretsky’s quote on why he was one of the greatest hockey players of all time—“I skate to where the puck is going to be.” This is Selling Change.

However, this takes a higher level of selling maturity from peddling solutions to current needs.

Value Creation and Change Actuation

Value creation and change actuation were two of my favorite parts of the book. If you assume that customer satisfaction is impossible, because of accelerating change, then value creation and change actuation is the only sales strategy that will work.

I like how Clay explains the proper execution of these sales concepts.

Shifting your sales to value creation requires becoming a miner, not a prospector. I can’t explain this any simpler or clearer than Clay’s own Action Summary: “Look for opportunities in your account, rather than accounts with opportunities” and “Sell change, rather than products.”

Next step? Adding change actuation to your sales process. In this section, two items really struck home for me and will change how I personally sell:

  • Plan ahead, but deliver 1.0
  • Leverage critics

Sometimes sales people drift onto the slippery slope of feature dreaming. It’s easy to let our prospects and customers take us there. However, a good sales person has their clients focused on 1.0 and pleasantly dazzled by 2.0 when it delivers.

Leveraging critics may be the hardest to do. It involves swallowing some pride, but Clay’s citation of a Sun Tzu quote makes the power of this clear:

“There is no one in the organization with whom the leader should have a more intimate relationship than the critics. Also, no one in the organization should be more liberally rewarded by the leader.”

This kind of thinking will position you for where the sales will be.

My Final Thoughts

Brett Clay’s Selling Change (affiliate link) does a great job of building a new framework for a new sales environment. It’s handbook style, great content, and simple lay-out gives it a regular spot on my desk. I will certainly return to this book for reference and ideas when my own sales get stuck.

If you liked this post please sign-up for the RSS feed or get updates via email.

If you Twitter: Follow me @billrice.

Want more information about Kaleidico's software or services call 866.667.5253 or visit www.kaleidico.com.

{ 0 comments }

Using Twitter as a Powerful PR Toolkit

Twitter is a public relations professional’s dream or nightmare. It’s one of the simplest, but at the same time the most complicated of recent communication tools. This dichotomy has fueled much of the fear in the PR community. That’s why I thought I would give you a few simple tips to make Twitter a PR [...]

Continue reading →

Book Review: Linchpin by Seth Godin

I’ve met Seth Godin only once in person. I attended one of his personal jam sessions (my term, not his) in New York. He changes you.
Not everyone gets that opportunity. However, I think Linchpin comes the closest to having your own personal jam session with Seth Godin, the master marketer. My first reaction to Linchpin [...]

Continue reading →

Clever Ways to Monitor Social Media with FriendFeed

FriendFeed is a powerful aggregator of social media. What really makes it interesting is that it is an aggregator of others aggregations. That means you potentially get the best of everyone else’s social media monitoring.
What does that mean? Simply put the best of social media monitoring–aggregation and pretty good noise filtration.
Here are some of my [...]

Continue reading →

Twitter is the Only Social Media Monitoring Software You Need

Twitter has become the ultimate media syndication and distribution platform on the Web. That means one very important thing to you and your business: If you are interested in Social Media Monitoring–it may be the only tool you ever need.
Social Media is and Ecosystem
Fundamentally social media is an ecosystem, an evolving connectivity of people and [...]

Continue reading →