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Technology Buyers are Increasingly Social

According to SiriusDecisions, 70% of the buying process is now completed before the prospect is ready to speak with a sales representative. This means that marketing is moving further into the buying process as the prospective buyer uses new – and decidedly online – sources of information instead of a relationship with a sales professional to guide their purchasing decisions.

As B2B marketers we know it’s important to leverage social media as part of our marketing efforts and most of us are. However, it’s more important to pay attention to how our target buyers’ online behavior is changing overtime. How do IT professionals leverage social networks? What sources of content influence their purchase decisions?  Do IT professionals have a preference for certain formats of content over others? 

Answers to these questions can be found in the 2011 Toolbox.com/PJA Social Media Index. Read More »

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Borderless Networks: Experience Required

In a recent blog, I talked about how recording artists are using the network to create new ways of nurturing customer (or fan) relationships while also building a great marketing base. But as we increasingly move into a world of borderless networks, where traditional, limiting boundaries fall away, we’re seeing a new cultural playground. One that allows us, as users, to connect with what enriches our lives. And that, too, is a powerful force in building relationships and community on the network.

As the explosion of mobile devices continues, and new forms of social media and tools emerge, we are entering an exciting new phase. Because when you start putting these together, along with innovative functionality in the routers and switches that bring those things to life, we have the opportunity to experience things that might have been out of reach in the past.

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3 Tips For Jumpstarting Your Summertime Sales Right Now

Guest post from our friends at SCORE

W. Kenneth Yancey, Jr., CEO
Ken Yancey is responsible for developing SCORE’s business plan and vision as well as coordinating national program efforts and all the association’s management operations. He also directs the efforts of the headquarters staff to serve and support the 370 chapters across the country.  Prior to joining SCORE in 1993, Ken was Executive Director at the National Business Association. A graduate of Texas A&M University (BBA/Finance), Ken is a recipient of the USA Freedom Corp Award of Excellence, the ASAE Summit Award, and the BSA Goose Creek District Award of Merit.

Could your sales use a boost during these summer months? Small businesses across the country often experience a slump in sales during this time. Here are 3 tips that you can put into effect to jumpstart your summertime sales right now.

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Cisco Live! Brings Virtual Communities Together

Today we have a special guest post by Andrew vonNagy, CCIE #28298 (Wireless), author of the blog Revolution Wi-Fi, Twitter @revolutionwifi and a Cisco customer. Huge thanks to Andrew for taking the time to share his Cisco Live experience!

Last week Cisco Live! 2011 took place in Las Vegas, NV. This year was my first time attending the conference, and I am a bit amazed at my experiences looking back on the event now that it is over. In addition to the deep technical content the conference is best known for, I found more valuable benefits are afforded to attendees willing to take a more active role in the technical community.

Arguably, the most valuable aspect of the conference is the opportunity for professional development through interaction with influential members of the industry, both internal and external to Cisco. Professional networking provides a foundation for growth and success by drawing on the energy of a collective group of friends and associates who share similar ambitions and have a drive to be successful, enabling the group to move forward as a whole. Building communities within the industry is when the magic starts to happen. Joining these communities can provide access to shared knowledge, creation of new and exciting opportunities, leveraging of broader connections throughout the community, and promotion of valuable content, products, or services created by trusted members within the community.

Many of these communities begin as virtual communities, built on social media platforms such as Twitter, LinkedIn, Facebook, and the rapidly growing Google+. These platforms enable greater access to members within the community, but must be used appropriately to be effective. Individuals trying to join the community must provide value to the larger collective and interaction must be genuine. A quote from a widely successful writer and blogger comes to mind…

Networking is always important when it’s real, and it’s always a useless distraction when it’s fake.Seth Godin

Industry events, such as the Cisco Live! conference, bring the virtual community together allowing attendees to build on existing relations formed online and expand on them by providing more personal interaction, helping to form more meaningful relationships.

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Adventures as an Intern: the EMC Social Media Newsroom

  Every tech company has a different policy when it comes to communicating news. Last week, I analyzed Intel’s Free Press newsroom. This week I decided to focus on EMC’s  Social Media Newsroom

  The site follows a traditional corporate newsroom with content that is primarily focused on EMC products and services. Social Media Newsroom houses press releases, news stories on the company, video podcasts and blogs on separate tabs in the middle of the home page. The video podcast tab features three different YouTube channels: Events, a Video Forum that includes whiteboard talks as well as videos shared by EMC employees, and Software. These video channels let readers interact with different aspects of the company. By using YouTube to host the video channels, EMC is able to reach a larger audience with catchy, short videos, even if the company isn’t necessarily marketing its products to a consumer audience.

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