View Larger ImageAn Agenda for Social Sales 
By IBM
The Agenda for Social Sales program in IBM Collaboration Solutions Sales leverages Social CRM and Social Learning to take our sales effectiveness to new heights. By listening to our sales force, we have embraced a global peer-to-peer knowledge sharing and learning ecosystem over prior local, instructor-led training efforts. We are energizing innovative ideas from our sellers on how to identify new opportunities by connecting with experts, business partners, and communities globally on our intranet and on public social networks. We are encouraging sellers to build their social reputations, and supporting how they talk to clients in geo- and industry-specific online communities. We are supporting our sellers' move from on-site, face-to-face and email exchanges to continuous social conversations in private cloud-based social environments anywhere worldwide. Our sales force has become more nimble and transparent, engaging the groundswell towards Social Business within and beyond IBM.
This program has helped us achieve double digit productivity growth YTY in transactional revenue per seller in 2011. By focusing on second-wave adoption, we have decreased Inactive users by 74%, while increasing Creators and Critics by 22% since 2009. We provide a social intranet to help them engage expertise across the global IBM. We started an online community engaging over 1300 sellers at the global and local level to learn socially from each other. We created a sub-community to focus on the competitive landscape, using crowdsourcing and social analytics to gather information and develop responses to competitive bids. We help our sellers apply Social CRM techniques to build their reputations and start valuable conversations on public social networks and communities, on global and local levels. We support our sellers with a social cloud to host proof of concept demos that allow them to continue the conversation with any global client on an on-going basis.
January 2010 to present
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Reviewed January 22, 2013 by Beanie Hats
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Report Inappropriate Review Wow! I knew social was important,...
Reviewed August 18, 2011 by Steve Setzer
Wow! I knew social was important, but never knew how it could change a whole company, especially one as big as IBM.
Report Inappropriate Review Especially in sales we all know...
Reviewed August 10, 2011 by Hermann Ballé
Especially in sales we all know it's a people business, so why don't make use of systems to gather and spread knowledge about products, solutions, customers, references etc. IBM Connections is a great tool to drive innovation and knowledge in a fast turni
Report Inappropriate Review Clearly in this connected world...
Reviewed August 10, 2011 by Doug Green
Clearly in this connected world we need to pull on every customer contact, every experience, every best practice & every reference within our organisation & beyond to win in the market. ICS solutions delivers all this and more to IBM Worldwide breaking do
Report Inappropriate Review IBM Collaboration Solutions are...
Reviewed August 10, 2011 by Dagmar Ziegler
IBM Collaboration Solutions are the best in class - can only recommend them
Report Inappropriate Review IBM just keeps adding functionality...
Reviewed August 10, 2011 by Felix Binsack
IBM just keeps adding functionality at a fast pace that make IBM Connections just a great tool for knowledge management and collaboration in a open minded company
Report Inappropriate Review I'm able to find information I...
Reviewed August 9, 2011 by Jane Brammer
I'm able to find information I need without interrupting a chain of people to find an expert, then interrupting that expert. It saves so much time!
Report Inappropriate Review Social = Winning = Creating the...
Reviewed August 9, 2011 by Robert Al-Jaar (Silanis e-SignLive)
Social = Winning = Creating the Future! Social collaboration is the best way to shape the future and win!! Socially connecting everyone involved in realtime... IBM is the clear leader in this space, way ahead of anyone else, creating the wave!
Report Inappropriate Review I couldn't survive without tools...
Reviewed August 9, 2011 by Guy Pacitti
I couldn't survive without tools to leverage the social network. Clearly, social drives individual and organizational success.
Report Inappropriate Review Social sales is a great way to...
Reviewed August 9, 2011 by Kerry Thompson
Social sales is a great way to connect experts and customers efficiently and easily.
Report Inappropriate Review Social equals efficiency! I'm...
Reviewed August 9, 2011 by Tracy Bentley Jagiello
Social equals efficiency! I'm able to communicate WorldWide at anytime of the day with employees, customers, business partners, family and friends in an instant from my computer, iPad, or Blackberry. The key is that conversation in always on going. In
Report Inappropriate Review Being a remote worker, and a sometime...
Reviewed August 9, 2011 by Gary McBride
Being a remote worker, and a sometime road warrior, I literally could not do my job without our social network - and it's accessible from my Blackberry, too! It gives me access to the latest information, and keeps me in touch with my team and colleagues a
Report Inappropriate Review The transparency that's now in...
Reviewed August 9, 2011 by Rick Mason
The transparency that's now in the day to day execution across the organization is just amazing!
Report Inappropriate Review Network leverage... Only with IBM...
Reviewed August 9, 2011 by Ron Denham
Network leverage... Only with IBM Connections can I post a question directly onto a co-workers profile board. Doing this allows me to leverage a team of experts. Questions that used to take days to answer, now take minutes.
Report Inappropriate Review Speed is essential .... As an...
Reviewed August 9, 2011 by Bart Lautenbach
Speed is essential .... As an executive, I am able to communicate new information to my direct team and extended much more quickly with our social network.
Report Inappropriate Review It is all about keeping the conversation...
Reviewed August 9, 2011 by Anne-Caroline Le Tiec
It is all about keeping the conversation going with my customers, prospects and business partners once I left their office or ended up a phone call. It is a new way of creating intimacy and make yourself visible to your customers.
Report Inappropriate Review No socialware, No good business...
Reviewed August 9, 2011 by Muneyuki Ohkawa
No socialware, No good business result. I have been working using socialware to find people, contents, bookmark and collaborate my colleagues who I haven't met yet.
Report Inappropriate Review First it was email, then IM and...
Reviewed August 9, 2011 by Niels J. Hansen
First it was email, then IM and then the social platform which is the first tool everyone notices if it is not up... a direct indication of the value provided.
Report Inappropriate Review The social platform has fundamentally...
Reviewed August 9, 2011 by Johnny Teoh
The social platform has fundamentally transformed how our team work, and I cannot imagine how I can survive in any other new workplace without such a platform (and associated culture) to support myself!
Report Inappropriate Review This is a good initiative and the...
Reviewed August 9, 2011 by Edward Arulanandam
This is a good initiative and the business model looks great.
Report Inappropriate Review It's great business model.
Reviewed August 9, 2011 by Joney Jiang
It's great business model.
Report Inappropriate Review The great thing about social is...
Reviewed August 8, 2011 by David Bell
The great thing about social is learning about people, expertise and content that you didn't even know you were missing. You register your interest in individuals or communities and the expertise/content they share finds you, instead of you having to find
Report Inappropriate Review Living Social has been a part and...
Reviewed August 8, 2011 by Ameet Kulkarni
Living Social has been a part and parcel of my personal as well as professional life. Finding the right people at right time, knowledge accidents , getting feedback's on forums or building relationships with customers all work !
Report Inappropriate Review I work at IBM CIO organization...
Reviewed August 8, 2011 by Yael Ravin
I work at IBM CIO organization and have managed the adoption of Social Business by IBMers. There is a lot more to do, but it is beginning to dramatically change the way we work - more transparent, more connected, more teamed
Report Inappropriate Review Disclosure: I am part of the big...
Reviewed August 8, 2011 by Prabu Ayyagari
Disclosure: I am part of the big team that is the "Social Business" within IBM. That said, living this way has increased my own accountability - being this transparent is hard... and so very empowering! Responsiveness is at least a magnitude better.
Report Inappropriate Review Being a new IBMer, I leveraged...
Reviewed August 8, 2011 by Sheldon Borges
Being a new IBMer, I leveraged IBM's internal Social platform to produce a client ready solution comparison in my first two weeks. Social within IBM certainly reduced my time to value.
Report Inappropriate Review Social software is essential to...
Reviewed August 8, 2011 by Leslie Gornig
Social software is essential to being effective and efficient in a global world. Our social tools enable me to connect readily with colleagues both to gain new insights as well to provide information.
Report Inappropriate Review First full disclosure: this team...
Reviewed August 8, 2011 by Alistair Rennie
First full disclosure: this team is part of my group at IBM. That said the case study is powerful example of using new tools to accelerate business outcomes. Speed is paramount and its great to be a living example of the power of Social Business.
Report Inappropriate Review I have been fortunate enough to...
Reviewed August 8, 2011 by Chetan Rao
I have been fortunate enough to work with clients having Social Enterprise requirements over past six months. What I have discovered, by living Social as part of my day to day work, it has been a big game changer in how successful I have been. This has tr
Report Inappropriate Review Social Software had really changed...
Reviewed August 8, 2011 by John Albertson
Social Software had really changed the way I work. Collaborating is so much more than sharing documents. It's about openness and transparency. It exposes opportunities within my organization that would not have been noticed using "fire and forget" email.
Report Inappropriate Review Changing job roles and relocating...
Reviewed August 7, 2011 by Phillip de Ridder
Changing job roles and relocating at the same time, I've found this social technology platform absolutely indispensible in building up my new knowledge network of expertise and assets.
Report Inappropriate Review I've been in the information business...
Reviewed August 5, 2011 by Louis Richardson
I've been in the information business for 30+ years and being in IBM and living as a social business has had the most business impact of any innovation I've seen. You can take away my email and phone line...I'm social now.
Report Inappropriate Review Social software is essential to...
Reviewed August 5, 2011 by Rob Florio
Social software is essential to performing my job. Sharing and discovering information about customers is essential for those of us in sales. Social tools have given us the ability to do this much more efficiently and effectively than many people outsid
Report Inappropriate Review I am new to IBM and by leveraging...
Reviewed August 5, 2011 by Nancy Fosnaught
I am new to IBM and by leveraging our tools for finding experts and knowledge I have shorted my ramp time to being productive and bringing value to my clients.
Report Inappropriate Review I was part of the sales team for...
Reviewed August 5, 2011 by luis benitez
I was part of the sales team for 3 years and truly believe that without this solution I wouldn't have been as effective as I was. The ability to understand what opportunities my colleagues were working on, and quickly learn from them what works and what
Report Inappropriate Review Great valuable assett id... Real...
Reviewed August 5, 2011 by Claudio
Great valuable assett id... Real Life
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