Archives For social networking

This Thursday I will be covering concepts required by every vendor sales team and reseller sales team.

SIGN UP HERE! for Sept. 30, 1020 Teleconference.

While vendor marketing programs and joint marketing programs largely target old school marketing: Interruptions and mass mailings or print ads, these tools may be supplemental,  but by themselves are generally useless;  costly, time consuming and ineffective.  Here is what we’ll be covering at 11:30 EDT this Thursday….

1. What exactly is Social Networking?

2. Which tools should you invest in?

3. Learn to write things that will attract an audience and create a following

4. I will give you exact steps to take on getting started – you won’t need to dive in completely as there are ways to get started slowly, testing the waters.

5. How to treat corporate rules that may limit your involvement

6. How long it will take, and how to spend that time to accelerate the ROI

7. What works and what does not work – from my personal experience as well as recommendations on what to read to continue the learning process.

For those already signed up, remember you can submit questions ahead of time which I will be sure to address during the call.

Don’t miss it: (CLICK)

Social Networking

June 24, 2010 — Leave a comment

Some key points from today’s training on Social Media Marketing with and Business Service Management Sales Training with BMC Partners;

  • Sales and marketing must come together – sales people build their own brand
  • Buyers want expert advisers in business service management, ITIL, change management etc.  The sales person can no longer say, “I’m in sales”, but must rather be positioned as a consultant in one of more of these areas.
  • Every sales person should be commenting on blogs in their industry, using phrases that are searchable through Google, and considering building their own blog with links back to their corporate websites.
  • Publish,post, and tweet unique, edgy, controversial, and pointed information.  People want opinions not more bits and bytes.
  • Don’t advertise in social media.  No one wants to read another product special.
  • Build out your linkedIn profile – it’s your billboard so use it.  Use first person to create you summary, list searchable areas of expertise, and make is readable and interesting.
  • Connect with people – don’t be shy.  You’re in sales…
  • Join groups, create groups, and get involved in delivering unique content that will brand you as the expert.
  • Don’t underestimate the power of twitter.
  • Build a following.

© David Stelzl, 2010


Yesterday on my flight to Boston I was talking to a gentleman about marketing through social networks.  We were discussing how the Internet has completely changed the way we reach customers and prospects, as well as what prospects and clients are attracted to.  Some considerations for your online brand…

1. Is your Cyber-Slip showing?  This comes from the Title of a recent article published in the National Speakers Association monthly publication.  The writer rightly points out that users of Facebook and other social networking sites tend to disregard security settings, thus “over-sharing” personal preferences, and perhaps adding to the damage by linking with others who speak too freely.  We’re talking here about life-style, political views, hobbies, etc.  Much of this can be harmless, however, you never know what people who you “sort of” know, and are linked to, are going to post.  Be careful – social sites are one of the first places prospects are going to learn about you as you work through the sale process.

2. Freedom of speech…yes, we supposedly have some level of freedom of speech, however your comments on blogs and Facebook walls are searchable by everyone.  Once you post it or send it, it’s forever posted.  You can’t recall it!  If you change your mind, or you mature over the years and realize you were being over zealous, your comments are not going to be updated.  The Internet is here to stay, so post only things  you want posted forever.  Never post or email when angry about something.

3. Sterile sites – check out your website.  This is your online image.  Is it you, or is it boring?  I’ve recently transitioned my primary site to my blog.  Why?  My website is informational, but static.  Many companies are putting their blog on their website – this is okay, but I think a mistake.  The first thing your prospects want to know is who you are.  Remember the overused phrase, “Trusted Advisor”?  It’s overused, yet it still means something.  The idea of building trust is still essential, and the person building trust is you.  People get to know you through your online presence.  Make it trustworthy, and give people a personality to trust.  Your character must somehow shine through your web presence, and the blog is the best place to do it. Take them to your blog, then as people get to know you, take them to your website to learn about products and services.

4. Outdated data…So you’re on LinkedIn…this is a great start, but have you provided the details.  There is nothing worse than searching for John Smith and having a thousand LinkedIn profiles show up without pictures.  If you are going to join, keep it updated.  LinkedIn is a great way to stay in touch with people as they transition from one job to the next.  While email addresses are changing, people connected through LinkedIn can stay in contact.

5. Pictures…pictures are worth a thousand words, right?  Check out your photos online…Most people who take the time to put a picture on Linkedin use a head shot.  Not bad – but make sure it’s current.  Your 70’s hair-doo might need to be updated.  Why do so many people use a weird picture on Facebook?  Casual is great for social networking, but if you’re in business, don’t put something sensual (if you’re a woman) or just plain freaky online…this is your trusted brand.

Are you doing any of these things?  It’s time to clean up and create the right image.  Start by Googling yourself – do this often and see what’s out there.  Then take inventory of what you have online and start fixing it.  If you don’t have anything online – you are missing a great opportunity to build a brand that will help you over the coming years.

What about facebook?

December 15, 2009 — Leave a comment

I’m sure your customers are using Facebook, who isn’t?  So is this okay?  Facebook is like cloud computing and SaaS.  It’s an application like or like using Gmail.  So if you discover Facebook accounts during an assessment or in the selling process, don’t consider this to be justification for a security project.  However, there are some things you should be looking for as you work with clients that access Facebook.

The problem with Facebook; just about everyone uses it, and that means a lot of uneducated users.  It also means that family members are spending time of systems owned by your clients.  Expect company provided laptops and home computers to be used for social networking, peer-to-peer networking, and accessing websites that are likely infected.  So you’re not looking for Facebook accounts, but you are looking for systems that have been compromised by malware, and Facebook (along with any other social network program) increases the chances.

Yesterday’s report on Social Networking Scams is a great start in understanding why these programs open the door to attacks – it’s worth a quick skim.  Remember to pull out the sound bites – know these and you’ll not be challenged by arrogant IT administrators.


Everything you put online contributes to your personal brand.  As a sales person, consultant, or solution provider, your brand matters – make sure it’s excellent!