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  • How Xerox Global Services Used Social Media to Enable Sales

    Social media tools expand the possibilities of competitive intelligence by driving collaboration. XGS used social media tools and principles to create Competipedia, a wiki-based tool where salespeople can go to find and share competitive intelligence.

    by Chris Koch April 6, 2010 Read more
  • Avoiding the Social Media Silo

    We’re analyzing the results of our recent social media survey as we prepare for this month’s series of ITSMA briefings on social media. Working with our sponsor, social media consultancy Digital Influence Group, we’ll focus on two major themes: integrating social media with your overall marketing strategy and “activating” your marketing content with buyers and C-level executives through social media. We feel passionately about these two issues because we think there’s a danger of creating content-poor social media silos in our marketing organizations.

    by Chris Koch March 10, 2010 Read more
  • The Key to Success in Social Media: Emphasize Learning

    There is only one objective in social media and it is common across all companies—even across the infamous divide between B2B and B2C: Create learning networks.

    by Chris Koch February 8, 2010 Read more
  • Five B2B Marketing Trends for 2010

    We’re prepared to bet on the growth of these five trends in 2010. We’ll be discussing these and other ideas at our online briefing on January 26, New Routes to Marketing Innovation: ITSMA’s 2010 State of the Profession Address.

    by Chris Koch January 6, 2010 Read more
  • Case Study: How Fujitsu Services Uses Segmentation to Prioritise Sales Opportunities

    The goal of the effort was simple: Win bigger deals more often by focusing on the most important opportunities and by building longer-term relationships with a target group of 30–40 companies.

    by Chris Koch Read more

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