Welcome to BetterCloser!

My goal here is to build a community of B2B sales professionals discussing the best practices in social selling and competitive intelligence.


I'm also the Chief Sales Officer over at Kaleidico. So, I do this stuff for a living. Time to Sell!

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Use Google Reader as Your PR Monitoring Tool

by Bill Rice on March 9, 2010

rss-reader.pngRSS and Google Reader can combine to be one of the few PR monitoring tools you ever need. The Google Reader does a great job of aggregating and organizing all of your RSS monitoring feeds. However, if you really want Google Reader to be a PR tool you need to learn a couple of advanced tricks.

Finding Journalist and Media

The first step to customize your Google Reader for PR is to fill it with feeds from the your important media targets. Most online and offline media outlets have RSS feeds of their content. This will allow you to quickly see the trends and be alerted to new stories in these various media outlets.

Increasingly, we are seeing journalist getting directly involved in social media. This adds an additional source of information to pipe into your Google Reader. These direct social media interactions by journalist (most often on Twitter) can also be subscribed to via RSS.

Tracking the Experts and Influencers

Don’t forget about the other experts that influence your media targets. They are obviously doing something right. Subscribing to their RSS feeds from blogs, Twitter, and other social media venues will bring you ideas and competitive intelligence.

Monitoring these people will also give you opportunities to engage in the community. Ideas and contributions you make by knowing and interacting with these people will be picked up and observed by the same media you are targeting. It might also be the quickest relationship building tool in your arsenal.

Monitoring Searches

If you really want get the most out of Google Reader as a PR and social media monitoring tool you need to add searches. Most of the popular search engines and social media websites allow you to turn your searches into RSS feeds. By doing this simple trick you can be instantly alerted to new results popping onto the Web, blogs, or real-time social networks.

Reporting and Analyzing Trends

Finally, and perhaps the most important role of the Google Reader, is to get the critical information out. You can use some of the rudimentary tools within Google Reader to track trends, topics, and sources you read the most. Then when you do find important PR tips and action items you can simply forward these items by sharing within Google Reader or via email.

You can also directly engage in many of the social media channels by using the sharing tools under each item. This will help get your social media engagement strategy underway.

Google Reader is one of the best starter tools for social media monitoring. It is simple to subscribe, read, and forward online content. This makes it an efficient way for PR professionals to do much of their job–looking for opportunities, identifying and connect with media, and monitoring and managing crises.

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.

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Developing Leads for Your Sales Pipeline

by Bill Rice on March 8, 2010

100_3083I came across one of the classic deadly myths of sales. It was in the form of a question on LinkedIn Answers. Let’s see if you can spot it:

What do you find works the best for developing leads? I am currently researching other ways to develop leads and eventually fill up my sales pipeline. I currently use the following: Jigsaw, LinkedIn, NetProspex

If you said, “names and numbers don’t equal leads or viable sales pipeline.” I would agree with you.

All passionate and energetic sales people fight this tendency. And with the glut of data available openly on the Web it can be a very hard battle to win.

We know in our gut that much of hitting our monthly goal has to do with large numbers. So, we are constantly hunting and gathering names and squirreling them away in our contact database or CRM. But, at some point you have to determine, enough is enough. It’s time to stop collecting and start processing.

The only way to avoid the idle list gathering trap is to understand that generating sales leads is much more than just collecting names.

The danger with simply seeking lots of venues to supply you with unsuspecting victims leads is that you forget the objective. A sales pipeline is not a list of names and numbers. It is a queue of leads–people and organizations that have potential need for your products and services. Determining who those folks are takes some effort, a lead generation process.

My guess is that most of you don’t need more names and numbers—especially unqualified ones. Most of your lists are already sufficient. In addition, your sales organization is probably filled with prospects, many of which have inquired or were already qualified in some manner. 

Now dig into those names and learn who they are and why they might need your help.

Then figure out how to turn them into leads. This simple process gets you ready to take that list and turn it into an engagement plan–social media, conferences, trade shows, webinars, email, phone–this is lead generation.

The real beauty of processing those lists is that this effort will continue dumping new leads into your pipeline.

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.

Stop Being the Idea Guy and Just Do It!

March 5, 2010

Image by Tiago Daniel via Flickr

 
I can’t think of too many people I would less like to be around than the “idea guy” or the “I thought of that guy.” And two of my favorite blogs have called them out.
I have nothing to add. I’ll just point you to them:
37Signals: There’s no room for the [...]

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Black Ops Social Media Marketing

March 4, 2010

Image by mr.smashy via Flickr

I just finished up the latest book in the Jason Bourne series, Bourne Deception. I love the action and intrigue of a good spy thriller. It pulls me back to my early days in the intelligence community…
Okay, maybe not quite the same–I never had to kill quite so many people to [...]

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Don’t Just Monitor Your Brand, Watch the Niche for Sales

March 3, 2010

Image by kvanhorn via Flickr

Monitoring your brand online and in social media has become a no brainer. However, if you are neglecting your niche keywords and competitor brands you are letting opportunity fall out of your sales funnel.
Here are a few examples of a great Michigan brand, Steelcase monitoring social media for sales:
A big name [...]

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What is Social Media Monitoring? 5 Steps to Listening Efficiently.

March 2, 2010

Social media monitoring should be a top priority on any corporate strategic agenda. This medium of communicating and marketing is surging at an unprecedented rate. What’s more it can be overwhelming if you simply jump in without any filters.
This begs the frustrating question most corporate executive are pondering: What is social media monitoring and why [...]

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