Social Business Engine: The Enterprise Podcast On Social Media, Content Marketing, Social Selling And Employee Advocacy.

Subscribe to Social Business Engine Apple Podcasts | Stitcher | Google Play Social selling training is a key part of any modern, successful sales force. The team at SAP recognizes this fact and has put together a world-class social selling training program for their sales teams across the globe. The theme of this episode, number four in our series, “Savvy Social Selling, the SAP Way” is Social Selling Training & Enablement. Bernie speaks with SAP team members, Marco Cai - Global Head of Social Enablement & Training, Marco Argaez - Global Channel Marketing Director and Sales Enabler, Charrelle Robinson-Brown - Head of Global e-Learning & Gamification for Social Selling, and Phil Lurie - VP of Sales Technology. SAP is the market leader in enterprise application software, priding itself on helping you streamline your processes, giving you the ability to use live data to predict customer trends. SAP has embraced social selling to enable its global sales team to engage with customers more effectively.

Subscribe to Social Business Engine Apple Podcasts | Stitcher | Google Play The global team at SAP has proven to be successful at social selling, and the sales and marketing alignment they’ve achieved is one of the main reasons why. To highlight how SAP aligns sales and marketing company-wide, Bernie is joined on this episode by Dr. Marcell Vollmer, Chief Digital Officer of SAP Ariba - Niels Hoogkamer, Sr., Field Marketing Manager at Concur, an SAP Company - Matthew Iacoviello, Head of Sales Technology & Support for SAP - and Phil Lurie, Vice President of Sales Technology for SAP. Each of these sales leaders speaks from their unique perspective about why sales and marketing alignment is vital for social selling success and how this mindset shift has been such a significant success factor for their marketing and sales teams to be effective at social selling. SAP is the market leader in enterprise application software, priding itself on helping you streamline your processes, giving you the ability to use li

Subscribe to Social Business Engine Apple Podcasts | Stitcher | Google Play Even the most seasoned technology sales professionals need to develop social selling best practices - but they can take years to develop. That's what makes conversations like this one so powerful. In this episode, Bernie Borges explores the best practices of some of SAP’s most seasoned and successful sales professionals. You'll hear social selling tips from Account Executive Alex Hunter, Gaston Edreira, Business Development Specialist of SAP Hybris, Neil Howarth, also of SAP Hybris, Digital Sales Demand Manager Georgia Rita, and Phil Lurie, VP of Sales Technology. The tips and success stories these SAP team members share demonstrate what is possible when good social selling practices are consistently applied. Be sure to listen all the way to the end to hear some of their most encouraging social selling successes. Social Selling Best Practices Depend on Quality More Than Quantity One of the most practical aspects of the conversations f

Subscribe to Social Business Engine Apple Podcasts | Stitcher | Google Play The sales world is changing, and social selling is becoming a powerful tool in today's sales toolbox. This episode of Social Business Engine introduces a multi-part series of podcast episodes we have entitled “Up Close: Savvy Social Selling the SAP Way: Best Practices that Win Customers.” This series of interviews will bring you the insights from some of SAPs most successful leaders and brightest minds. In this episode, you’ll learn about the role managers play in encouraging social selling among their teams. Featured in this episode are  insights from Marc Havercroft, COO/VP of SAP Success Factors - Enrico Palumbo, HR Director and Member of the Management Board of SAP Switzerland - Shailendra Kumar, Vice President, Chief Evangelist - and Phil Lurie, VP Sales Technology, SAP. Be sure to download the case study that accompanies the podcast series - Social Business Journal Volume 11. It weaves together the narrative of social selling su

Subscribe to Social Business Engine Apple Podcasts | Stitcher | Google Play Every brand strategy is about gaining attention for the company, but it has to be done in a way that does more than simply talk about what the company is doing. It’s got to engage with real people over issues they truly care about. In other words, it needs to have a relational element to it. That’s exactly what Merck is doing with their highly effective approach. On this episode, Bernie talks with John Graham, Social & Digital Strategy Lead: Global Talent Acquisition at Merck. You’ll hear how Merck, the global pharmaceutical giant is empowering employees to build their personal brands as part of Merck’s strategy to attract talent. The employees provide the "real life" component of what Merck is sharing on social which naturally attracts like-minded, competent candidates to the open positions available. Learn more on this episode. A Whole-Person Approach Dictates the Brand Strategy of Pharma Giant, Merck It's very common for large

Subscribe to Social Business Engine Apple Podcasts | Stitcher | Google Play Every business, large or small could use brand advocates - those customers who trumpet the businesses praise and express their delightful experiences with the company to others. But it’s also vital that a company’s leadership learn to nurture that same attitude among its employees. The benefits of building that kind of culture among a working team can be incredible. On this episode of Social Business Engine Bernie chats with Andy Malinoski, Manager of Corporation Communications and Government Relations at Frontier Communications. He shares how Frontier Communications, a U.S. provider of residential and commercial broadband, video voice, wireless internet data access and bundled service offerings, is empowering employees to be brand ambassadors in the face of 4 unique types of business challenges. Employees can be the best advocates your brand has if you help them do it The value of an ecstatic customer can’t be underestimated. Those a

Subscribe to Social Business Engine Apple Podcasts | Stitcher | Google Play The typical MQL (marketing qualified lead) approach to measuring KPIs is fading out. What’s the new approach that’s replacing it? An account-based approach that considered the data that shows people’s propensity to buy. On this episode, Bernie chats with Diana Eadington Reed, Director of the North America Small & Medium Business (SMB) marketing team for Oracle Cloud. Her team helps high-growth small and medium-sized companies leverage their infrastructure to innovate faster, get to market first, meet customer expectations, and keep costs in line with revenue. Diana has a front-row seat to the changes that propensity to buy data is enabling in the marketing world. Her lessons-learned, which she shares on this episode, are valuable for any marketing professional to learn from for themselves. Not all traffic sources are created equal. Therefore not all marketing-qualified leads are created equal Every business is eager for its market

If you don’t know Barbara Giacomo, she is CEO of Social Centered Selling and globally recognized as a sales leader. She’s the co-author of The New Handshake: Sales Meets Social Media. Barb is a popular keynote speaker, sales and social media strategist and she is also the host of the popular Razor's Edge podcast, which you’ll hear more about it in this episode. Barb is consistently a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter, one of the Top Sales World’s Top 50 Sales and Marketing Influencers and she’s recognized as one of the world's Top 65 Women Business Influencers alongside leaders like Arianna Huffington, Sheryl Sandberg, and Melinda Gates. That’s pretty impressive! Join Bernie and Barbara for a great conversation about how to better align marketing and sales within your organization. In sales, if you are not evolving, you are dying. ~ Barbara Giamanco Social media was just starting to develop when Barbara Giamanco retired from Microsoft to start her own business. From that

The Journey to Social Media Innovation and Influence with Mike Stelzner This episode is an intriguing conversation about social media innovation - what it is and what it takes to truly do it in an increasingly crowded social media space - with none other than Mike Stelzner. If you don’t know Mike Stelzner, he’s a big name in the social media industry. Mike is the founder and CEO of Social Media Examiner which is the world’s largest social media marketing resource. The website publishes rich, how-to articles daily and has reached more than 60 million people globally. More than 450,000 people are subscribed to Social Media Examiner’s email list. One of the SME resources many people know and love is their Social Media Marketing Industry report. It’s published annually and is the longest-running study on how marketers use social media that exists. The Social Media Examiner team also puts on Social Media Marketing World, an annual conference which is now in its 6th year. Bernie has had the honor of speaking at the

Steve Paul, Vice President of Sales and Commercial Operations at Breg is the featured guest on episode 191. Breg is a manufacturer of sports rehabilitation products and solutions. Steve is responsible for a global team that drives customer acquisition and retention. My conversation with Steve is focused on a business challenge that all businesses face – winning and keeping customers for long-term sustainable value. We all want to win and retain customers. On this episode, Steve explains how the customer segmentation and customer mapping process have enabled Breg to increase from 50% to 70% of customers being on a retained solution program. View the show notes page: http://www.socialbusinessengine.com/podcasts/winning-keeping-customers-long-term-sustainable-value

Dr. Marcell Vollmer, Chief Digital Officer at SAP Ariba, is the featured guest for episode 190. I met Marcell when he contributed to a five-episode podcast series publishing here soon that features social selling practices at SAP. On this episode, Marcell delivers fascinating insights into digital transformation strategies, particularly in the strategic role of procurement in a business. My conversation with Dr. Marcell Vollmer will open your eyes, as it did mine, in understanding why the procurement function in business is a front-runner in digital transformation to make any business future ready. Listen to the episode to understand why he says, "Uber yourself before you become Kodak." View the show notes: http://www.socialbusinessengine.com/podcasts/procurement-front-runner-digital-transformation

Abhishek Shanbhag is Practice Head - Solutions and the Co-Founder of Acuvate, a leader in building and deploying business productivity solutions that leverage AI, data, and analytics to allow employees to work more productively. Abhishek has consulted with clients globally to provide solutions on technologies such as SharePoint, Office 365, and Azure. He has worked with clients across multiple industry domains. His current focus is artificial intelligence, chatbots, and machine learning, and their applications in the enterprise. Abhishek heads the solutions department, and his team is responsible for research of enterprise bots. This episode is a continuation of the topic of AI-powered conversations. Tune in to explore how chatbots can be developed and deployed in the enterprise. View the show notes: http://www.socialbusinessengine.com/podcasts/chatbots-make-life-easier-marketing-sales-employees

Alex Terry, CEO of Conversica is an accomplished and award-winning Internet business veteran with a strong track record of driving results and growth. Conversica, an award-winning SaaS software company, was recently named 2017 Best in Biz Enterprise Product of the Year in the sales software category. This award recognizes how Conversica’s AI-powered sales assistant is revolutionizing how businesses connect with their prospects and customers at scale. Listen to episode 188 to hear more about how Conversica's conversational AI product works at scale.

Brian Shultz is Vice President of Sales & Marketing at ABB, a pioneering tech company that is over 100 years old. Their biggest competitors are GE and Siemens. The two main elements of ABB are electricity and process automation, where Brian's role resides. He leads his teams to optimize business while delivering a premium experience for ABB’s customers and partners. In this podcast episode, we discuss what it takes to deploy a modern CRM (Customer Relationship Management) system. The insights Brian provides may change the way you think about CRM systems regarding their value to a business. View the show notes page: http://www.socialbusinessengine.com/podcasts/deploying-integrating-modern-crm-system

Anthony Kennada is a B2C marketer trapped in a B2B body. He is CMO of Gainsight and has been with the company since inception. Anthony has a bit of an unconventional marketing background that you'll learn about in the podcast. Marketing was something he hadn't done before starting with Gainsight. On this episode, you’ll discover how Anthony applies a B2C mindset to B2B brand marketing with exceptional results to show for it. View the show notes: http://www.socialbusinessengine.com/podcasts/b2b-brand-marketing-drive-growth

Karin Aviles is Senior Manager of Demand Generation & Field Marketing at Direct Energy Business. Previously, she was with Verizon for nine years. In this podcast episode, Karin explains how she's applying everything she learned at Verizon, into her role at Direct Energy Business where she's currently rolling out an employee engagement program. Direct Energy Business is part of the parent company Centrica Business Solutions, a large power company with four million customers in the United States. Karin leads demand generation and field marketing for North America. Listen to this episode to learn about the incredible success of the program at Verizon and the lessons she learned and is now applying at Direct Energy Business. View the show notes page: http://www.socialbusinessengine.com/podcasts/top-down-approach-employee-engagement

Glenn Donovan, Director of Clients at GaggleAMP is the featured guest on episode 184. Glenn and I have a conversation about a topic we are both passionate about, and that’s how the modern buyer needs a modern seller. Without a modern seller, there’s a disconnect, and, that’s a bad experience for the modern buyer. As you can guess, it’s also a bad situation for the seller too–there won’t be a lot of selling success if he or she isn’t engaging with the modern buyer the way he or she wants to engage. GaggleAMP is a social media engagement and reach amplification platform that enables brands to get their employees engaged on digital. As Director of Clients, Glenn looks after sales and customer success activities for the entire lifecycle. In his role, it’s very apparent that the modern buyer needs a modern seller. Let’s take a closer look at what we mean by that. View the show notes page: http://www.socialbusinessengine.com/podcasts/modern-buyer-needs-modern-seller/

Jorge Solorio is the Industrial Americas Business Manager at Lubrizol Advanced Materials where he is responsible for marketing and sales for their Corzan product line. On this episode, Jorge explains how he led a strategic initiative to launch an online destination centered on one dedicated product within a large company. He also discusses how he is achieving alignment between sales and marketing with the results to prove it. Lubrizol is a large chemical company that started in 1928. Corzan is their chlorinated polyvinyl chloride or CPVC product. Jorge said it's similar to the PVC you'd buy from a home-improvement retailer, only it's post-chlorinated and can be used with higher temperatures. Listen to this episode to discover how Jorge launched a dedicated website for Corzan and hear about the results they're enjoying. View the show notes page: http://www.socialbusinessengine.com/podcasts/global-sales-marketing-team-alignment-strategy

The featured guest on episode 182 is Daniel Burrus. Daniel is recognized as one of the world’s leading technology forecasters and innovation experts. You can tap into his insights by listening to this episode. Another way to absorb his futurist ideas is by reading his seventh and latest book, The Anticipatory Organization. On this episode, Daniel explains why he wrote his newest book, who it's for, and why brands need to be anticipatory rather than reacting once there's already a problem. View the show notes page: http://www.socialbusinessengine.com/podcasts/anticipatory-organization-daniel-burrus

Mike Volpe is the Chief Marketing Officer at Cybereason. I’ve had the privilege of knowing Mike for about ten years, and I consider him to be one of the brightest marketing minds. He combines inbound content, SEO, video, podcast and traditional marketing with account based marketing strategies to support the sales efforts at his current company, Cybereason. Mike is a very hands-on marketing executive. As a member of the founding team and CMO at HubSpot, he drove their growth from zero to 1,000 employees and 15,000 plus customers, as well as a successful IPO. Mike is also an angel investor, advisor, or board member at more than 25 companies, primarily software startups in Boston. On this episode, we discuss how Cybereason's marketing and sales teams work together leveraging an integrated approach. We even talk a little bit about some offline marketing tactics that you don’t hear a lot about in today’s digital marketing landscape. View the show notes: http://www.socialbusinessengine.com/podcasts/marketing-cyber