If you want to get an overview on Social Selling tools, you need to follow the industry very closely as this market has become quite dynamic. Furthermore, the value of each tool (CRM suites, monitoring solutions or engagement technologies) or platform (Twitter, LinkedIn, etc.) may vary. The question for many marketers is which tool does really give some value add to the business. Most marketers often tell us that they need some kind of an overview on which social selling tool they should use.
Now, the guys at Sales For Life have come up with some interesting approach that showcases all tools for the various sales stages: prospecting, qualifying, researching, nurturing, presenting, closing, and retention. Just click here to get to their interactive infographic.
For those of you who do not understand the value of Social Selling, we advice on some infographic based on a study by PeopleLinx. It shows the best platforms to use and states that 76% of sales reps consider LinkedIn as the most valuable social media network strongly before Twitter, Facebook or Google+.
What we also can see is from our projects is that not many companies offer an appropriate support and training on social selling. 11% of respondents stated their employers offer training on social selling. However, the benefits are striking. When reps get training on social selling, the adoption climbs from 28% to 74%.
Now, if that is not the right argument to start social selling today?!
One of the latest reports around social media tells us that measuring ROI (60%) is still the most challenging aspect for marketers when facing all their social media efforts. This is the main message from a report by Simply Measured and TrustRadius.
The findings that are based on some survey data from almost 600 social media practitioners between February and March 2015 also show that other top challenges are tying social activities to business outcomes (50%), developing a social media strategy (48%), and securing enough internal resources (40%).
Although the main message is clear, there are some small variances between company sizes when separated int small businesses (1-50 employees), midsize companies (51-1,000 employees), and enterprises (more than 1,000 employees). While smaller companies struggle setting up and developing their own social media strategy, enterprises are trying to secure enough internal resources to master their social media efforts.
The integration of social media into the overall business is also a big way to go obviously. First of all is the alignment of social media goals with the overall business goals not fully connected. But even more challenging is the question whether all the efforts generate some business impact. Many marketers are working intensely with data and analytics to optimize their marketing strategies but the proof seems not yet been given.
Maybe this is all based on the missing tool strategy, which is also one of the major findings of the report (not surprisingly based on study makers). How to manage and measure social media activities, is often not a question of whether companies know the tools but still they are predominantly sourcing the monitoring out for example, and then wonder why data gets not interpreted properly. Also, some are not happy with their tool choice.
The findings are not surprising when the targets from all three company sizes is brand awareness. Still, companies should be able to better understand KPIs in the social selling process. It seems that companies and brands still have not yet understood the value of a friend, follower, LIKE, share or a comment. Furthermore, they still do not have the opportunity to link their data findings and their social media engagement back to some CRM database in order to leverage data sets around their customers. Furthermore, the missing social sales strategy combined with a clear lead processing and management is essential, and most companies do not have an answer here. Obviously, a lot of support in the social media set-up is still appreciated.
Not? Then tell us what you think…
Eric Schmidt shared his view on „How Google Works“ in an interesting Slideshare presentation. In a snapshot, this 54 slides presentation gives you some brought insights into the recent NY Times Best Selling book and makes clear how Google acts in their daily business. The message is clear: Get some clever, creative and smart brains at the nucleus of your business and make them shape a product by having access to various tools and more importantly the freedom to invent the future. Throw away your business suits, wear hoodies and free your brains! Sounds a bit wild to most of you, but hey isn’t that exactly what we always wanted?!
Julian Cole released his second presentation of the „Digital Strategy Toolkit“. This Digital Strategy Toolbox for 2014 can be viewed on SlideShare and give marketers some new ideas on which tools to use for their next digital strategy set-up. It contains some valuable insights and examples of tools (19 in total). Furthermore, it is looking at cool websites, research stats and some more inspirational material. Maybe you already know a lot of these tactics but still, it is worth to double-check if you are still up-to-date, right?
A recent report from G2 Crowd, based on the reviews of 1,700 CRM professional users, shows that Salesforce and Microsoft Dynamics are the leading two customer relationship management (CRM) systems. This is the finding of a report that has checked the 27 highest rated systems by customers.
The report grouped tools together based on two main deliveries a) overall customer satisfaction (average scores by users) and b) market presence (market share, vendor size, and social impact). The report defined the CRM systems as software systems that provide salesforce automation features (account, contact and opportunity management), marketing automation tools (lead and campaign management), customer support options (knowledge management and support case), and a unifying database.
In the CRM „leader“ category finished Salesforce and Microsoft Dynamics. Both tools showed substantial scale and were rated relatively highly. Salesforce was rated significantly better by 9 out of 10 users: reviewers gave Salesforce 4 or 5 stars. Furthermore, 84% stated they would recommend the product to peers and 88% thought the CRM tool is headed in the right direction.
However, Microsoft Dynamic’s impact on the market in the top tier is predominantly depending to its large market share. Only 60% of Microsoft Dynamics users rated the product 4 or 5 stars. Still, 64% would recommend the tool to their peers and 60% think the CRM system is headed in the right direction.
Another study by Salesforce.com shows that customers experince CRM systems to boost customer experience. However, data quality and predictive analytics could still do better in performance conversion. Nevertheless, the battle in the CRM tool business is on. Microsoft just bundled their product offering to challenge Salesforce. Although aggressive pricing might change proples‘ minds, Salesforce.com has the benefit there exist hundreds of AppExchange partners, like Marketo, Eloqua, LinkedIn and others. While Microsoft also has its‘ partners, Salesforce.com’s still offers the enterprise app cloud development platform that shows more opportunities.
After three years, the guys at MDG Advertising have updated their last infographic on ROI on your social media „The ROI of Social Media: Is Social Media Marketing Effective?“ This new version will be helpful to challenge your business objctives, your metrics and the understanding of how to leevrage your social media reccruiting efforts. The good thing about this infographic is that it shows 45% of social media marketers can build new partnerships through social media. Furthermore, an astonishing 72% of respondents claim that Social Media has helped “closing business.” And, 6% more respondents state they used successfully Social Media to recruit people for their business.
These are their 3 main factors of measuring from MDG Advertising which can be used as a guideline to foster your social media program.
Social Media Understanding
Look beyond the sales numbers and cost structure. Do your brand monitoring first, not for one month but for at least three in a row and on a daily basis. Then, try to figure out how your brand perception and recognition has changed latey (with or without latest social media efforts). Which significant issues have changed your brand perception? Which tools have help identify the changing brand perception?
Most companies and their leaders start and change their social media program when the trial-and-error mode has proven the fail of the social media strategy. You better start defining your business objectives first, and one thing is for sure. You do not start, just because your competitors are active in social media platforms. Maybe you want to have a look at your brand perception and web conversations first, then you ask what engagement do your customers show in the various channels. Does all this engagement make an impact on sales? And how is your brand perceived along the social web clutter?
According to the infographic, CMOs use the following metrics to measure their social marketing efforts. It shows that as in earlier years, quantity comes first, however I would suggest you better go with quality. How says what and when, and how does this affect other consumers of your brand.
68% Site traffic
63% Number of members
43% Number of page views
You have good different thoughts about it? How does your company or brand measure the ROI on Social Media? Share them with us, or just have a look at the infographic, and maybe some ideas on the ROI of Social Media will come up then.
Marketing automation tools are making their ways into the business world, not only for large enterprises but also for small companies some solutions have proven to be promising, and not only since IBM bought Silverpop. However, which tools are the right ones for your business? At least we get some advice now from TrustRadius‚ „Buyer’s Guide to Marketing Automation Software“. They did a report based on 400 in-depth reviews by authenticated end-users of marketing automation products combined with the results of more than 10,000 comparisons performed on the TrustRadius‘ website.
The report looked at software solutions that include various demand generation capabilities like email campaign management, landing pages,or even lead scoring. However, the analysis out those providers which just offer one aspect of marketing automation (i.e. only lead scoring). In their focus were those tools that „help to automate and scale repetitive marketing tasks and the analysis of those efforts.“
These were the findings they came up with…
Small Businesses (Up to 50 employees)
Small companies gave quite positive and high ratings with at least a 4 out of 5 (average was 4.3 out of 5 – better than the average in the midsize and enterprise companies). Then TrustRadius ranked the products via two factors: a) average user rating and b) how does the product serve the business segment (determined by the number of comparisons made by organizations of that size).
The leading 3 solutions were HubSpot (4.8, 69% of comparisons by small businesses), Act-On (4.7, 53%), plus Infusionsoft (4.3, 96%). Other solutions like Marketo, Pardot, Eloqua, and Silverpop also got good ratings. Still, they ranked lower as they had a smaller proportion of small business comparisons.
SMB Businesses (From 51 to 500 employees)
The average rating in the midsize company category was 3.9 out of 5. The report shows that a higher demand goes alongside bigger companies and more complex requirements for marketing automation tools. Here, the trusted vendors are Marketo (4.2, 60% midsize category) and Pardot (4.0, 58%). Act-On, Eloqua, and HubSpot also got positive ratings.
Enterprise Businesses (500+ employees)
The average rating for enterprise marketing automation products was 3.8 out of 5. Eloqua showed up to be the top marketing automation software for enterprise companies (4.4, 59% enterprise focus). Act-On, HubSpot, Marketo, and Pardot also performed well according to users, but they had a smaller proportion of comparisons from enterprise customers.
Tell us about your findings. Which tools do you use and what has proven to be successful for you? All insights can help other companies make faster decisions.
The findings of a study by Demand Metric and Netbase sound positive – but not on a second glance. Although most marketers seem to have understood why they need to work with social media analytics tools, they still haven’t figured out how it helps them to find the social ROI. At least, 61% of responding marketers use social media analytics tools, and of those 53% started working with the tools in the last two years.
The study based on 125 marketers (70% B2B-focused, 13% B2C and 17% split) shows that marketers find social analytics tools most valuable for helping with campaign tracking, brand analysis, and competitive intelligence. 60% of the reponsing people use social media analytics tools for campaign tracking, brand analysis (48%), competitive intelligence (40%), customer care (36%), product launches (32%), and influencer ranking (27%).
It still surprises me that the majority of respondents (66%) states that social media analytics tools are most valuable to help assess and quantify the degree of engagement. Is there more in it like understanding where engagement of the company is needed, leveraging content for production and curation, spoting the mentality and value of influencers, identifying engaged communities or platforms, or detecting features and traffic of personal brand advocacy? Obviously, most marketers are still far behind in understanding how to use and leverage social media analytics tools.
Although most marketers see the opportunities to leverage the social ROI, most are still in their infancy in converting data in findings, and leveraging social media in their daily business. The findings show that most of those marketers (70%) still cannot quantify their social media ROI. The question is why they cannot do so? Do you have any ideas or experience where the main challenges are? Is it a problem of resources, of technology misunderstanding, or simply not clear which social KPIs make sense to meet the overall business targets? Let us know what you think…
One of the questions, we often get is… What kind of apps make money? Now, an interesting recent report by Distimo and Chartboost based on data from 300,000 apps worldwide with 3.8 billion downloads per quarter sheds some light here. In the Apple App Store free mobile applications with in-app purchases (IAP) get most revenue. The report shows that in-app purchases from free apps went up from 46% to 79% in the United States in only two years (Jan. 2012 to Jan. 2014). The leading countries in this app revenue context are China and Japan with the biggest revenue share (94%) generated from freemium business models.
Not surprisingly, Germany is one of those different markets again. Here, just 70% of Germany’s revenue was generated from free apps with IAP. The report makes clear that in Germany a bigger revenue share comes from paid business models. However, this is based on the evolution of efficiency enabling tools such as education or navigation which seem to be tools that the German population uses predominantly.
The APAC region shows the highest average revenue per download (ARPD). The leader being Japan with an average per download revenue of $5.32. Japan gets followed by Australia $3.60 and South Korea $3.40 places two and three. Canada, Germany, United States and United Kingdom almost generate the same amount per download of around $2.30. China came in last with an ARPD of just $0.92.
Still, this does not mean that the profit is as high as it sounds. In order to figure the profit out, Distimo and Chartboost compared the revenue per download (ARPD) to cost per install (CPI) for the leading 250 apps in the games category in 4Q13. Here, the winners were Japan before Australia, South Korea, the United Kingdom, and the United States.
The report shows that there is still money to be made. However, the cost per promotion in the App store or outside the app store should be calculated in. And then, the figures could look massively different…
From Falkow’s perspective, many corporate newsrooms do not provide the content and links that journalists „are looking for, and things they think are important, and things that make their jobs easier for them, and that they would therefore use that content more readily.“ The value of pictures for content could be seen when Twitter started displaying pictures in peoples‘ feeds, so that users did not have to click the link connected with it, she states.
The main findings from the survey…
– Just 37% of online newsrooms provide videos and embedded codes compared to 82% of journalists asking for it
– 49% of online newsrooms fail to meet the standards of images for publications, only 39% of corporate newsrooms offer an image gallery
– 53% of journalists find video important with content, but only 13% of PR professionals are adding videos to their news, and only one third have a video gallery in their newsroom
So, the question is why companies fail with their newsrooms? Sally Falkow’s answer is as simple as it is obvious: „The No. 1 reason that they quote is lack of resources and, also very close behind, lack of skills. They don’t know how to do it.“ Based on the knowledge of their 2013 newsroom study, Peter Ingman, founder of the newsroom technology platform Mynewsdesk, responded: „The power of images and videos have become central parts when coaching companies on how to set up newsrooms with our technology. Providing news and information to journalists has to be three things: simple, simple, simple! It has to be an easy process of uploading data for companies and easy to implement the appropriate content articles and posts for the media contacts. Journalists need to have or find the essential data for their reports and articles without challenging search activities. Come, find, implement – this is the key to successful newsrooms!“
The way journalists work has not changed drastically over the last decade in the way investigating for the news content works. Check the media, check Google, check the brands. Newsrooms offer new opportunities to journalists, social influencers and brand advocates to access data faster with an „everything-at-a-glance“ perspective. The use of implemented analysis tools, clever SocialCRM technology, and by changing the way employees are allowed to speak for their brands via online channels, newsrooms foster brand and trust building. However, newsrooms can sometimes be of good and bad experience as the standard in companies newsrooms varies, apart from the different technologies that companies use, from self-developed platforms to personalized SaaS newsrooms.
Often enterprises have got newsrooms up and running already like Daimler, AUDI, ING or Costa Coffee. Still, most SMBs don’t even think about it as they are still relying on their traditional way of spreading news via content distribution platforms – an outdated way in terms of the value it provides for SEO, and even more (or less?) for journalists. Companies should start thinking about providing value with their newsroom in the form of video quotes or brief updates or blog posts alongside photos about the latest developments or news in the company or the market. Quick and simple information bites that come via tweets, Facebook updates or direct mail out of platforms straight to the editor, optimized according to their user behavior. It will make a massive impact on brand reputation and the way journalists will work with corporate newsrooms in the future.