Harvard Business Review sponsors a Twitter chat called #HBRChat on Thursdays at 1PM ET. This week’s chat was inspired by the post Tweet Me, Friend Me, Make Me Buy. The week’s chats are typically supported with a Facebook post and framing post or two from HBR’s site. The Facebook setup stated:

“No aspect of business is more social than selling, but most sales managers are slow to recognize social media’s potential. In the article “Tweet Me, Friend Me, Make Me Buy,” Barbara Giamanco and Kent Gregoire argue that companies that add organizational support and structure to their reps’ social media efforts reap big benefits.”

The chat posed these three questions for consideration and debate:

social marketology illustration

Please read the Storify below for a curated view of the Twitter Stream.

 

#HBRChat July 12, 2012 How Salespeople use Social media

Host Susy Jackson @susyjacks Details of the Chat on Facebook: https://www.facebook.com/notes/harvard-business-review/hbrchat-topic-july-12-how-should-salespeople-use-social-media/10151021206143664

Storified by Josepf J Haslam· Sun, Jan 27 2013 07:11:42

Thanks for joining, everyone. Here comes the first question… #HBRchatHBR Exchange
We’ll be discussing how salespeople use social media. Details: http://on.fb.me/Nn2UYS #HBRchatHBR Exchange
I’m @susyjacks, your host #HBRchatHBR Exchange
Q1: What’s better — a salesperson contacting you via cold call, or via social media after researching you? #HBRchatHBR Exchange
A1: both are an invasion of privacy…and they are both cold calls. one is on the phone and the other is spam #HBRChatmichael weiss
the reality is that they are both pitches – the question is knowing your target and what is the best way to approach #HBRChatmichael weiss
@HBRexchange A1 Absolutely via social media! More targeted & typically asynchronous. I detest actual phone or in-person cold calls. #HBRchatCara Tramontano
@hbrexchange I’d much rather have a salesperson contact me after they’ve done their homework on my profile. #HBRchatLisa03755
@HBRexchange #HBRchat social media ! As u can reply at will, whereas in cold call one has to spare time and respond then !Harry
@HBRexchange A1: Social media, that way it doesn’t appear as intrusive, even though it still kind of is. #HBRchatFeast Interactive
@feastinc – a strategy is critical. call it a content marketing startegy – figure out WHO, then WHAT you want to say, then HOW #HBRChatmichael weiss
More personal & less intrusive? Interesting MT @feastinc A1: Social media…doesn’t appear as intrusive, even though it kind of is #HBRchatHBR Exchange
@HBRexchange #HBRchat A1 social media = know more people in a networking environ, online = meet prospectselaine chiam
@hbrexchange Nothing beats building a rapport in person. #HBRchatLisa03755
RT @mikepweiss: @feastinc – social media can feel "creepy" if the pitch mentions your likes, dislikes, etc. #HBRChatTaofik Abdulkareem
.@HBRexchange Social CRM 101 – Play on customer’s turf, if the customer is on social media channel, that is where you shd be ! #HBRChatSid Mishra
Cool for the salesperson but not always for the prospect RT @Lisa03755 @hbrexchange Nothing beats building a rapport in person. #HBRchatTaofik Abdulkareem
Avoid contacting a customer prospect until you understand their customer’s needs. #hbrchatVala Afshar
We’re chatting about how salespeople use social media. Details: http://on.fb.me/Nn2UYS #HBRchatHBR Exchange
@HBRExchange A1: Every potential sales pitch we do comes with a social audit where the potential client is stalked sufficiently. #HBRChatSMC Content
When contact a customer prospect, if you don’t know them, please don’t pretend that you do. #hbrchatVala Afshar
RT @Josepf: Sales is not about closing, it is about connections and value creation. Social is an excellent platform for this… #HBRchatKing Zawdie
@AnnSatterfield Agree- I’m much more inclined to use a social media contact as a source! Network = sales #HBRchatNick @ Cupboards
this really is a discussion about the sales pitch – the fact is the sales pitch goes beyond the boardroom – it is 24/7 #HBRChatmichael weiss
A1) Cold Calls are dead; EVEN if used should first research Social Media profiles to create ice-breakers. #HBRchatJosepf J Haslam
Agree/disagree? RT @Josepf A1) Cold Calls are dead; EVEN if used should first research Social Media profiles to create ice-breakers #HBRchatHBR Exchange
cold calls are far from dead – maybe using the actual phone is a dying practice, but cold calling is alive in the digital space #HBRChatmichael weiss
@mikepweiss disagree, the true "cold call" has no reason to exist; too easy to get "warm" insights/info on prospects through Social #HBRChatJosepf J Haslam
Agree RT@Josepf A1) Cold Calls are dead; EVEN if used should 1st research Social Media profiles to create ice-breakers #HBRchat @HBRexchangeTaofik Abdulkareem
Disagree, @HBRexchange. Heard a young man on streetcar discussing a 3-cold-call sales in one day, @Josepf. He was over the moon. #hbrchatJudy Gombita
@Josepf – then why do i get 30 spam emails and 20 cold calls a week? it’s still alive -useful? productive? that’s another quesiton #HBRChatmichael weiss
A1) Tools like @Nimble and Gist make it easy to see Social Activity of Sales Prospects & they enrich any call! #HBRChat @HBRexchangeJosepf J Haslam
RT @Josepf: Sales is not about closing, it is about connections and value creation. Social is an excellent platform for this… #HBRchatMatt Hamilton
MT @Josepf @mikepweiss the true "cold call" has no reason to exist; too easy to get "warm" insights/info on prospects thru Social #HBRchatHBR Exchange
Yes, Cold Calls still exist; as do Snail Mail marketing, BUT, are they as effective as a Socially Rich connection? #HBRChat @mikepweissJosepf J Haslam
@HBRexchange the definition of cold call needs adjusting – it can happen in person; one the phone or on the internet. #hbrchatJohn Toner V
.@HBRexchange @Josepf Cold calls do not mean ‘phone’ calls. a Cold social media message is equally useless #HBRChat, context is importantSid Mishra
Disagree- Cold calls via phone are far from dead. Bad sales people who use the phone are #HBRchatcsinkus
@jgombita @HBRexchange Even a blind squirrel will find a nut :) #HBRChat With that said "warm calls" have higher close ratesJosepf J Haslam
cold calls are far from dead – maybe using the actual phone is a dying practice, but cold calling is alive in the digital space #HBRChatmichael weiss
@mikepweiss disagree, the true "cold call" has no reason to exist; too easy to get "warm" insights/info on prospects through Social #HBRChatJosepf J Haslam
A1) Tools like @Nimble and Gist make it easy to see Social Activity of Sales Prospects & they enrich any call! #HBRChat @HBRexchangeJosepf J Haslam
@HBRexchange @Josepf Without a doubt. If your sales team is doing cold calls, I hope they are on commission. #WasteOfTime #HBRchatOBI Creative
Agree RT@Josepf A1) Cold Calls are dead; EVEN if used should 1st research Social Media profiles to create ice-breakers #HBRchat @HBRexchangeTaofik Abdulkareem
gr8 point :) RT @mikepweiss: @Josepf the warm lead is always better….agreed. but to make warm water you start with cold. #HBRChatJosepf J Haslam
#hbrchat A1: social media allows sales people to have more background information before soliciting leadsBritt Teravainen
A1) Social marketology process is "listening" then "engagement"; sales are a result of a built relationship #HBRChatDragonSearch
Elevator pitch is key but know this: no one ever bought anything in an elevator – meaningful engagements matter. #hbrchatVala Afshar
A1 Selling through social requires listening to find pain points and align value #HBRchatcsinkus
@MAScomm Sloppy sales technique shines especially bright on social media… Easy way to look bad(and everyone sees). #HBRchatNick @ Cupboards
In the social era, the gravitational pull in sales prospecting is moving towards a social media center. #hbrchatVala Afshar
In the social era, listen loudly, engage kindly, and add value passionately. Be interested first. #hbrchatVala Afshar
@ValaAfshar love that! no one bought anything in an elevator! :) #HBRChatmichael weiss
Sometimes, sales people pushes social media too often. It annoys few people, so better manage it well @HBRexchange #HBRchatanindya wardhani
@HBRexchange A glance digitally gives a sales person more info than a cold call so it isn’t in same ballpark. #HBRCHatOBI Creative
In talking to @CraigMJamieson & @nealschaffer, @mikepweiss, discovered how akin are sales and PR regarding "relationship building" #hbrchatJudy Gombita
#HBRchat social media WORKS! I’ve seen my sales volume go up simply by using fb and twitter. For the modern sales person!Gênêräl Dävi
A1 Selling through social requires listening to find pain points and align value #HBRchatcsinkus
Using marketing automation technology and lead nurturing techniques, the "cold call" discipline can/will improve. #hbrchatVala Afshar
RT @SiddMishra: Cold calls do not mean ‘phone’ calls. a Cold social media message is equally useless #HBRchatHBR Exchange
it’s about measurement, monitoring and management #HBRChatmichael weiss
Q2: Should companies offer training programs for reps to best use social media? #HBRchatHBR Exchange
Learn to fish where the fish are – a multi channel sales outreach strategy is sound practice. #hbrchatVala Afshar
@hbrexchange Nothing beats building a rapport in person. #HBRchatLisa03755
The platform is not problem – for sales, the value of contact is what matters. #hbrchatVala Afshar
Sales is not about closing, it is about connections and value creation. Social is an excellent platform for this… #HBRchatJosepf J Haslam
Avoid contacting a customer prospect until you understand their customer’s needs. #hbrchatVala Afshar
We’re chatting about how salespeople use social media. Details: http://on.fb.me/Nn2UYS #HBRchatHBR Exchange
A1. Platform agnostic. Which salesperson already knows my pain points and how to relieve them, more important. #hbrchatJudy Gombita
when you use certain tools/approaches comes down to where you are in the sales process. #HBRChatmichael weiss
When contact a customer prospect, if you don’t know them, please don’t pretend that you do. #hbrchatVala Afshar
A1 Do the research- Linked in, website, etc. Align value prop, don’t want to waste my time any more than yours- hit’m where active #HBRchatcsinkus
@AnnSatterfield Agree- I’m much more inclined to use a social media contact as a source! Network = sales #HBRchatNick @ Cupboards
RT @Josepf: Sales is not about closing, it is about connections and value creation. Social is an excellent platform for this… #HBRchatRob Tyrie
Well said RT @Josepf: Sales is not about closing, it is about connections & value creation Social is an excellent platform 4 this. #HBRchatcsinkus
A1) Social marketology process is "listening" then "engagement"; sales are a result of a built relationship #HBRChatDragonSearch
A2) No, Companies should waste resources and create bad brand Impressions but letting their Sales Reps Sink or Swim #HBRChat (NOT)Josepf J Haslam
@HBRexchange No. If reps don’t understand social media, they shouldn’t be selling #hbrchatGopi Oza
A2. They could. But equally effective/free would be telling them to read @CraigMJamieson’s (B2B sales) column: http://windmillnetworking.com/author/craigjamieson/ #hbrchatJudy Gombita
A2 Absolutely. Continuing education should be encouraged, and strong SM skills would be a plus for new hires. @HBRexchange #HBRchatOnlineMBA.com
Social businesses must invest in social media training for their employees in order to demonstrate meaningful results. #hbrchatVala Afshar
A2. Yes!! Companies should offer training programs (and guidelines and policies) regarding #SoMe for ALL employees #HBRchatAnn Satterfield
A2: LinkedIn is the source for B2B sales today. The business should hire someone with experience there. #HBRchatOBI Creative
A2 It is in the company’s best interest to educate their sales reps on SM best practices and targeting capabilities. @HBRexchange #HBRchatOnlineMBA.com
Q2 Absolutely! Should provide training as well as guidelines. Need to protect companies IP, reputation and integrity #HBRchatcsinkus
a sales rep can make or break a brand with one bad tweet or comment or reply – the rules need to be set and followed #HBRChatmichael weiss
#HBRChat A2: Yes. Trained company evangelists who are focused on building relationships with customers using social media.Britt Teravainen
A2: Companies need to make social media training and ongoing process. It is not stagnant it evolves daily. #HBRchatDanique Robinson
Managers need to up their game with social media @HarvardBiz http://bit.ly/H9qvH6 #socbiz #hbrchatVala Afshar
A2) Companies need to insure their Sales Reps are congruent with Social Brand Voice/messaging & should have policies #HBRChatDragonSearch
Bottom line is that it’s about creating positive interactions in the right context, creating value w/ right content. #HBRchatMarcel Santilli
@HBRexchange The training should include best practices, messaging, co policy, strategy…Tech era-use it #HBRchatTaylor Benefield
@HBRexchange no, also because selling is about flexibility so reps should learn #socialmedia on their own #hbrchatGopi Oza
@mikepweiss Sorry to miss first 30 mins, great discussion on #HBRChat – I use a combo of SM & phone; latter more recently TY to @tedrubinClaire Crossley
#HBRchat but I’ve also seen the social media being used in ways that annoy. Its not one-glove-fits-all. Its got to be tailormade.Gênêräl Dävi
#HBRchat Cold calls will be irrelevant in 10 yrs when Millennials make up even more of the workforce.themillennialjourney
We only hear what we understand. Talk all you want about social media but adoption requires understanding of why? #hbrchatVala Afshar
Absolutely. Understand your tool. RT @hbrexchange: Q2: Should companies offer training programs for reps to best use social media? #HBRchatLisa03755
Q2: They should not only offer training but make it part of reps sales performance, incentive is key as well. #HBRchatMarcel Santilli
A2. Absolutely. All employees. RT @HBRexchange Q2: Should companies offer training programs for reps to best use social media? #HBRchatElin Silveous
A2 Sales 2.0 requires strategy, respect, tact and knowledge #HBRchatcsinkus
Strategy as in Why? and What? ? RT @csinkus: A2 Sales 2.0 requires strategy, respect, tact and knowledge #HBRchatJudy Gombita
Amen RT @csinkus: A2 Sales 2.0 requires strategy, respect, tact and knowledge #HBRchatJosepf J Haslam
RT @Josepf: Sales is not about closing, it is about connections and value creation. Social is an excellent platform for this… #HBRchatAnne Saulovich
A2) Referrals are the sweet spot. Connections are huge. All sales people need to understand the value of Social #HBRChatSMC Content
@HBRexchange @mikepweiss I don’t think there should be "rules" but rather guidelines. IBM’s social computing guidelines is good ex #HBRchatMarcel Santilli
RT @HBRexchange: "most sales managers are proving slow to recognize social media’s potential" http://bit.ly/LfuTYz #HBRchatPaul Rakov
@HBRexchange @santilli #HBRchat esp when KPIs per day are still about how many calls u makeelaine chiam
#HBRChat Can nontechnical sales people be taught social media? As newer generation enters workforce, this will be less of an issue.Britt Teravainen
RT @ClaireSMBB: A2 Absolutely, training (use, policies, examples) should be integrated into any org using SoMe & must be ongoing #HBRchatJosepf J Haslam
A2: SoMe is usually limited to the marketing/comms divisions, perhaps it is time for all employees to become familiarized w/it #HBRchatMahima Sukhdev
@HBRexchange rules took up too many characters :) intentions is the word i like to use #HBRChatmichael weiss
IBM is a fantastic example of a social enterprise: 40,000 bloggers, 70,000 communities http://bit.ly/LVOrUi @MITsloan #hbrchatVala Afshar
We can’t forget, most reps a large corps work avg 16hrs/day, w/ insanely high quotas to meet. Social needs to help not burden. #HBRchatMarcel Santilli
@hbrexchange Understand tone of company. What works for Taco Bell & Old Spice may not work for your company. http://ht.ly/cckkq #HBRchatLisa03755
@Josepf always great to see your shared wisdom, thank you sir. @ElinSilveous @ClaireSMBB #hbrchatVala Afshar
A2: Training is fine but ame way you don’t train sales in "conversation", hire the ones who already use social media. #hbrchatMarcio Saito
@RectorVicky Tip RT @OBI_Creative A2: LinkedIn is source for B2B sales today. Business should hire someone with experience there. #HBRchatLynn Stevens
@Josepf @HBRexchange Why do you think most sales managers are not aware of social media’s potential? (I’m not in sales btw). #HBRChatDanique Robinson
SoMe is an Indirect Sales Channel, takes time to build Trust & Relationships, can be difficult to measure results #HBRChat @DaniqueRobinsonJosepf J Haslam
Companies cannot force social collaboration with employees or customers. Don’t do social, be social. #hbrchatVala Afshar
Nearly. Anyone except @gopi_oza say "no"? RT @AnnSatterfield Appears to be a universal "YES" on Q2. ;-) #HBRchatHBR Exchange
A social business is still a business that cares about performance. But the "I" in ROI for social is return on interest. #hbrchatVala Afshar
@jgombita – sales/pr/marketing/advertsing – it’s all the pitch – and 90% of a pitch’s success is based on the relationship #HBRChatmichael weiss
Be S.O.C.I.A.L. – sincere, open, collaborative, interested, authentic, and likeable. #hbrchatVala Afshar
A2:Taking advantage of #socialmedia to do research should be the number one objective for a good sales person. #HBRChatTrent Allen
Like email 20 years ago, employees will bring SoMe to work. Companies are slow to wake up. #hbrchatMarcio Saito
@Josepf @DragonSearch @DaniqueRobinson VERY true. But not all regions of the US/World are tech savvy. West coast vs. South #HBRChatTaylor Benefield
Know the #millenials? http://ht.ly/cckMl / RT #HBRchat "newer generation" is already in the workplace @MillennialTweet @BrittTeravainenVoltConsultingGroup
@mikepweiss don’t actually think marketing & advertising have that much to do with "relationship building." PR & sales more akin. #hbrchatJudy Gombita
Why would any company ignore social media? Some of our customers are speaking about us on SM? Shouldn’t we listen? #hbrchatVala Afshar
Got it."@MillennialTweet: @consciousmiami Calls in general with Gen Y are of the past.Digital/mobile strategy will prove critical. #HBRchat"Sharie Blanton
@hbrexchange While I agree, it’s difficult to measure sales as an in/direct result of social media efforts. #HBRchatLisa03755
@Josepf @DragonSearch @DaniqueRobinson #Austin is a tech city, New Orleans on the rise.But New Orleans is behind that of ATX or SV #HBRchatTaylor Benefield
Very true. RT @MillenialTweet Calls in general with Gen Y are a thing of the past. Digital/mobile strategy will prove critical. #HBRchatDanique Robinson
Gain mind-share and you will gain market share. #hbrchatVala Afshar
@santilli I agree 1000% with your statement – connect the people and the dots will follow. #hbrchatVala Afshar
@mikepweiss hope you aren’t one of those sales guys who thinks PR is simply a little corner under the The Big Marketing Tent. #hbrchatJudy Gombita
@jgombita oh no – not at all. PR is NOT just an event, press release or appearance. PR is exactly what it says – PUBLIC = people #HBRChatmichael weiss
I remember companies blocking use of email in their networks in 1994. Supposedly, it was a "distraction". Same old. #hbrchatMarcio Saito
Sales people can use social to demonstrate thought leadership in industry, that they are connected. Gives reason for trust. #hbrchatPaul Rakov
Q3: Would you follow/friend a rep? Why? #HBRchatHBR Exchange
A3) I would NOT follow/friend a REP if they only broadcasting promotions. IF other value, then yes. #HBRChatJosepf J Haslam
A3: Yes. It’s comforting to have a face behind a product. Humanizes it, builds trust #HBRchatMahima Sukhdev
A3: Yes. Humanizing and connecting with a brand is important. #HBRChatOBI Creative
@HBRexchange A3: if i see value not too frequent sales pitch…why not #HBRchatEnia™
If You Aren’t Social, You’ll Shrink: 10 Steps To Becoming a Social Business | @Forbes http://onforb.es/NgSwmq [my post] #hbrchatVala Afshar
@jgombita marketing today is no longer the brand pushing out info. it’s a conversation between the brand and the consumer. #HBRChatmichael weiss
@MAScomm Exactly, Atlanta… HUGE tech scene but little soc media use relative to what it should be there. #HBRChatTaylor Benefield
A3 Only if I dealt with their niche on a daily basis or wanted to learn more about the industry. @HBRexchange #HBRchatOnlineMBA.com
@Ekaterina great to see the top social thought leader at @INTEL join the conversation. #hbrchatVala Afshar
A3: Yes, with judgment and discretion. Following is not very different from giving a phone number. #hbrchatMarcio Saito
Re: Our clients don’t understand this. They want us to use Twitter to make "cold calls"! @mikepweiss #hbrchatprettypinkponies
@mikepweiss marketers would like you to think that. I’m not a marketer. PR is "reputation, value and relationship building." #hbrchatJudy Gombita
A3) Follow yes. Friend no. FB is personal, LinkedIn and Twitter business. Twitter both. #HBRchatTaylor Benefield
Seems like all are relationship building now with #SoMe, sales/pr/mktg/ad – Janitor! @jgombita @mikepweiss #HBRchatAnn Satterfield
the funnel goes beyond lead -> sale – there is new funnel to create brand fans – relationships is where it’s at #HBRChatmichael weiss
A3: We follow those who are engaging, understand reciprocality, and are interested in win-win results. #3PChat #hbrchatprettypinkponies
A3) We advocate a Process Approach http://yfrog.com/nzedsvdj <– based on Communities! #HBRChatDragonSearch
Absolutely to follow. Why? To listen, learn and understand RT @HBRexchange: Q3: Would you follow/friend a rep? Why? #HBRchatShaku Selvakumar
Advice for sales reps using social media – content is king, context is queen. Value and relevance matters most. #hbrchatVala Afshar
A3. Question way too general. Depends what I know about rep. Have we interacted in a Twitter chat or LI Group discussion? #hbrchatJudy Gombita
I would follow/friend a rep to be aware about new products/services by the firm though I may not respond to all message shared #HBRchatAlok Ranjan
If we can use social media as a "telephone" instead of a "megaphone" then the possibilities to connect are higher. #hbrchatVala Afshar
Actually, best to think of SoMe as the old Party Line; anyone can listen in on your call… #HBRChat @ValaAfsharJosepf J Haslam
@Josepf very true statement – so bring your A-game. #hbrchatVala Afshar
You can friend, but don’t poke until your third meeting. #hbrchatMarcio Saito
haha, premature poking :) RT @Marcio_Saito: You can friend, but don’t poke until your third meeting. #hbrchatJosepf J Haslam
A3 Like anyone I follow, REPs of organization included, if we engage together & add value to each other, then absolutely! #HBRchatClaire Crossley
walt disney put faith in the people who run the rides and clean the trash – they were the brand’s front line – they were selling #HBRChatmichael weiss
Hire people that you trust and then trust them to do the work. Scale the voice of your business with empowerment. #hbrchatVala Afshar
Gr8 point @ValaAfshar look to hire "Natural" Brand Ambassadors; their Enthusiasm will shine through Social #HBRChatJosepf J Haslam
A3: Trust is important within sales. Understanding a rep will help with understanding the product. #HBRChatOBI Creative
@mikepweiss agree, new sales process is much more complex w/ many more pieces influencing decisions #HBRchatMarcel Santilli
@AnnSatterfield on indiv. basis, yes. I’m actually talking about organizational relationships. (See my Connection Byte) @mikepweiss #hbrchatJudy Gombita
@jgombita Agree and know my response of who and when are tactical, (making joke on checkins) #hbrchatcsinkus
Hi @clairesmbb :) Def not impossible, but difficult to track on large scale. Not everyone realizes unconscious processes -> Sales. #HBRchatLisa03755
Truth@ValaAfshar: Hire people that you trust and then trust them to do the work. Scale the voice of your business with empowerment. #hbrchatTaylor Benefield
#HBRchat Social media for sales can be complete only if the conversations have qualities to:Listen, Respond, Listen, Improvize & Add Valueananthv
"The social world is about giving without expecting an immediate return." http://bit.ly/LfuTYz #HBRchatHBR Exchange
@hbrexchange I’ll even follow funny reps who sell products I have no intention of buying. Humor wins me over. #HBRchatLisa03755
In the social era, your customer facing employees are THE BRAND. Investing in employees is investing in the brand. #hbrchatVala Afshar
RT @valaafshar: In the social era, your customer facing employees are THE BRAND. Investing in employees is investing in the brand. #hbrchatMila Araujo
@ShakuS Yes and that trust is built by value added. Don’t push. Give relevant, educational material to gain that trust. So valuable #HBRchatTaylor Benefield
Side question to think about: Does increasing use of Social Media change the profile of people you hire? (hint: I think so). #hbrchatMarcio Saito
Open to linkedin not friending till a relationship is established RT @webaficionado: @ShakuS @HBRexchange What about friending ? #hbrchatShaku Selvakumar
@ValaAfshar exactly, branding is about every single customer interaction that builds overall customer perception. #HBRchatMarcel Santilli
@ValaAfshar exactly, branding is about every single customer interaction that builds overall customer perception. #HBRchatMarcel Santilli
@OBI_Creative hear hear! the human element is critical,& we can see this in the taglines companys are now using to brand themselves #HBRchatMahima Sukhdev
The world, period RT @hbrexchange: "The social world is about giving without expecting an immediate return." http://bit.ly/LfuTYz #HBRchatMarcio Saito
Hire for attitude, train for aptitude. Relationship building and collaboration requires skills that are harder to teach. #hbrchatVala Afshar
@HBRexchange The right approach would be adding "instant gratification" tools for your brand ambassadors online.Loyalty PAYS! #HBRchatananthv
@itsthetaylor Should businesses give up on branding via Facebook? Take GM’s lead? #HBRchatLisa03755
A3: I will not connect with sales reps on social who spam everyone with auto tweet sales pitches. The key is human interaction. #HBRchatDanique Robinson
RT @Josepf: #Truth RT @HBRexchange: "The social world is about giving without expecting an immediate return." http://bit.ly/LfuTYz #HBRchatClaire Crossley
Social world should (actually) be about making connections with NO EXPECTATIONS (obligations) of returns, @HBRexchange…. #hbrchatJudy Gombita
Brand = Talent. @Tom_Peters #HBRchatVala Afshar
perhaps after the CEO the most important personnel is the social media manager. Organizations fail to recognize this fact #hbrchatEnia™
We’re almost out of time. #HBRchatHBR Exchange
As someone said before a multi pronged approach from PR marketing & sales is the best approach, certainly easier than cold calls #HBRchatcsinkus
Do you have a written personal engagement protocol? Mine is here: http://ow.ly/ccmlO #hbrchatMarcio Saito
@jgombita @mikepweiss going through checklist of things that need to be done for every launch rather than thinking strategically #HBRchatMarcel Santilli
For more, check out The HBR Insight Center: Smarter Sales http://bit.ly/MVhyXA #HBRchatHBR Exchange
A3. Sure, if they are interesting or provide some kind of value (good insights, etc.) and don’t annoy with spam #HBRchatAnn Satterfield
Relationships – not a new concept > http://myprettypinkponies.wordpress.com/2012/02/27/the-bank-of-life-by-emily-post/ #3PChat #hbrchatprettypinkponies
@Lisa03755 But not total removal from FB. B2B still needs brand awareness. I’m not a friend of my own company. Nor GM or… #HBRchatTaylor Benefield
@HBRexchange Good #hbrchat Social and Sales has always been a given. The difference today is the digital layer. Nothing else changes.Shaku Selvakumar
Yes RT @jgombita: Social world should (actually) be about making connections with NO EXPECTATIONS (obligations) of returns,… #hbrchatcsinkus
There are more smarter people outside of our company, than inside. collaboration is a growth engine. #hbrchatVala Afshar
Sounds so anti-sales. But it’s true. RT @hbrexchange: "The social world is about giving without expecting an immediate return." #HBRchatDanique Robinson
@HBRexchange Anyone generated sales just from social media? No offline meetings. Excluding online businesses .. Curious ! #hbrchat #hbrchatSudheendra
@santilli Can you throw some light on your strategy. Will be glad to listen @HBRExchange #hbrchat #hbrchatSudheendra
my edit RT @ValaAfshar In social era, customer-facing/SoMe-engaged employees are THE BRAND. Employee investment is brand investment #hbrchatColin Hope-Murray
Thanks for joining this week’s #HBRchatHBR Exchange
@HBRexchange Thanks. Awesome discussion. See everyone next week. #HBRchatOBI Creative
many #thanks!!! RT @HBRexchange: Thanks for joining this week’s #HBRchatJosepf J Haslam
Thanks for a lovely chat! #hbrchatprettypinkponies
@HBRexchange Very insightful & engaging. Thanks. Looking forward to next week. #HBRchatananthv
@HBRexchange thank you, great #HBRchat – very helpful as I’m developing social selling strategy at IBM.Marcel Santilli
Great chat. Thank you. Sorry for catching just the end of it. #hbrchatMarcio Saito

 


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