Bring the Best of Your Company to Your Clients with your Enterprise Collaboration Platform

The From Selling to Serving Podcast

Helping sales professionals influence buyers, engage clients and build loyalty in today’s digital age of business.
 
The key question to ask yourself — Are you working alone, or are you using the collective knowledge in your company to help your buyers & clients?

 

Episode #4 Show Notes

In this episode, we cover how to tap into the collective expertise within your company to bring the best solutions to your buyers and clients. Here, we cover 7 key actions steps on how to use your enterprise collaboration platform: getting setup, being intentional about your internal network, connecting with content, sharing with buyers and clients, and listening to what people are responding to guide your next shares. We lead with the why, provide concise action steps and answer a listener question in the Q&A section.

Invest in your career skills and learn to engage and influence buyers in today’s digital business environment. Identify new opportunities. Retire quota. Retain as-a-service clients.

This is about learning how to help your buyers make the right decisions for their business and support their commitment in choosing to renew your solutions.

Headphones  36 Listen to Episode #04 – Bring the Best of Your Company to Clients using your Enterprise Collaboration Platform

 

Check boxThe Concise Action Steps Worksheet –  Bring the Best of Your Company to Clients using your Enterprise Collaboration Platform

SellingToServing Infographic - Episode 4 -500

 

Listener Q A icon Listener Q&A Bonus Tip  –  “In episode #3 you talked about sharing externally on Twitter, how can I share with my team internally… besides filling up everyone’s inboxes with emails?”

This episode’s lister question comes from Rebecca.

1)  Yes, instead of blasting everyone with updates in emails that will end up in the trash.
2)  You can share updates/info/news in IBM Connections in the “Status Update” on your home page.
3) Your network can then jump in to engage and in turn share with their network.
4)  To highlight something for specific people in your network, you can use the @mention feature by typing @ symbol and their name – which will trigger an @mention alert in their home page view to draw their attention to what you shared. 

 

Show notes pencilShow Notes  –  Full Notes from the Show

 

[music intro]

Your listening to the “From Selling To Serving Podcast”
This is Episode #4

[Music]

Hello and welcome to the “The From Selling to Serving Podcast”
Helping sales, business development and marketing professionals influence buyers, engage clients and build loyalty in today’s digital age of business.

In this episode, we are going to focus on using your internal enterprise collaboration platform, we’ll use IBM Connections as an example.

[music transition]

I’m Jim Claussen. I’m a Strategy Lead in IBM’s Social Business Category. I’m passionate about helping people be more confident & competent in today’s social, connected & influence economy.

I get lots of ‘how-to’ questions in this area, so my aim here is to try to help many people, all at the same time.

This is all about helping people build valuable career skills to help you thrive in a transforming buying environment.

It’s about helping and guiding your clients in making the right decisions and reinforcing an ongoing relationship

Why is this so important?
Because today… Buyers have options. Switching costs have never been lower. And selling anything-as-a-service is really about a renewing business commitment, and that’s based on service & relationships.

We’re going to go through 3 segments: we’ll start with the why, we’ll cover key action steps, and then learn together through a listener question.

Many of you are listening on the go… don’t worry, the show transcription and a concise guide worksheet will be in the show notes for you to reference and use.

So thanks for tuning in, let’s get to it…..

[music transition]

So first, let’s start with the Why… on why I really want to encourage you to think about your internal enterprise collaboration platform as a critical component to how well you can engage the marketplace in digital.

In fact, this is so important, we could easily have started with this as episode #1.

I always say “you are as smart as your network”… well, this is especially true with leveraging an internal network to maximize the value you can bring to your buyers and clients.

What does this mean?
An enterprise collaboration platform, like IBM Connections, give you access to 2 critical levers for competitive differentiation and value
1) gives you line of site to valuable content you can share with your buyers and clients
2) gives you access to subject matter experts who can bring knowledge, insights, & recommendations so that you can bring the best of your company from the best people in your company, to your buyer’s and client’s needs

As smart as you are, you just can’t know everything…
A network of SMEs…. can
Think of a your internal enterprise network as a collective pool of knowledge… connected together

You may not know the best answer to a client’s question… but your network knows the best answer possible from your company

[Music]

 

Ok Jim, that sounds great, but how do I do this…..

So let’s talk about how to get started and how to do this in a purposeful & efficient way.

So let’s break it down to key action steps – here are 7 things I would suggest focusing on:

1) First you need an enterprise collaboration platform. I know many of you already have IBM Connections as your enterprise collaboration platform, so you have a tremendous advantage. Some of you may be using other platforms, these principles will still apply. If you don’t have a system in your business, listen here to the steps and benefits so you can articulate to your leadership, why you need to invest in a business collaboration platform.

2) Setup your profile page
Some key things to highlight
– Enter in ‘what you are known for’ — might suggest highlighting the clients or partners or solution areas you are focused on
– Be sure to tag your profile with the clients and partners your work with and the product or solution areas you focus on, tag what your areas of expertise and knowledge so others can more easily find you
– Add links to your external digital networks: LinkedIn profile and your Twitter profile

3) Build a network with intention
– Use the advanced search to find colleagues across your organization with expertise around the clients or partners you manage or the product or solution areas you focus on
– I would encourage you to connect with people across different parts of the buyer/client experience: marketing, sales, support, services, product management

4) Engage your network – around your buyer and client opportunities and challenges
– When you have a complex opportunity inquiry or a client with a special need, tap your network — ask your network for help by posting on your profile wall. Provide some specifics so that people can come back with recommendations and insights.

5) Connect with content
– Scan your home page feed for assets or news recently shared across your network of people or communities
– Tip on your home page, use the content filter drop down and select files, then try blogs

6) Share this meaningful content on Twitter and LinkedIn (as we covered in Episodes #3 and 4)

7) Pay attention to what resonates with the marketplace, what potential buyers are responding to, what your clients are appreciating. Share that with your marketing teams and use that input to guide what you next share on your growing digital platform. This way you maximize the value to bring to your networks.

 

[Music]

 

So let’s shift gears here to learn from each other with a listener Q&A.

A great question came in that relates really nicely to this episode.
This comes from Rebecca, and she asks:

“In episode #3 you talked about sharing externally on Twitter, how can I share with my team internally… besides filling up everyone’s inboxes with emails?”

Yes, you can indeed share internally across your enterprise network just like you can externally across your Twitter or LinkedIn networks.

To do this, go to your IBM Connections home page and share your updates, news, insights in your Status Update. And… to highlight something for specific people in your network, you can use the @mention feature by typing @ symbol and their name – which will trigger an @mention alert in their home page view to draw their attention to what you shared.

Thanks for your question Rebecca, hope you find that helpful.

 

[Music]

 

So, for the show notes, the concise guide action steps, just head on over to
executivesocialacademy.com/fromsellingtoserving

If you have a question for the listener Q&A, just click the Submit Question button

Remember…. The key to success here is just to start small and build… the key is really just to get started.

The important thing to ask yourself, are you fully leveraging your internal network to bring the best your company can offer to your buyers and clients?

Put these actions steps into practice and chose to lead the opportunity.
I’m really excited for the impact I know your are going to make.

I hope you found this helpful.

Thanks for listening

See you next time

[music outro]