May 3, 2012

Someone remarked that I’m clearly an optimistic person, and asked me how old I was. When I told him that I’m 28, he laughed and said that I’m optimistic because I’m young, and that he’s cynical because he’s 35 and part of Generation X (and older and wiser and more experienced, probably his unspoken continuation).

I thought I’d write about this because it’s something that comes up from time to time, as if happiness and optimism are exclusive to the young and naïve.

Oddly, I never hear it from people who are also happy and optimistic. I know someone who’s well into his eighties and who is somehow more energetic and bubbly than I am. I have role models who are wonderfully engaged with work and life. That’s what makes it easy for me to grin and let the stereotyping slide right off my back. I know something many cynical people don’t accept: that it’s possible to be delighted with life without necessarily letting myself be pushed around by it. I know that because other people have shown it’s possible.

I’m patiently waiting for the time when people won’t conflate my happiness with these other confounding factors, when silver hair and wrinkled skin throw happiness into sharper relief. Then people will tell me it’s easy to be happy with such a lucky life. That’s okay. People will always find reasons.

In the meantime, for other people who are in the same boat: Life is pretty good. Some people will tell you that you only think so because you don’t know much of it yet, but you don’t have to believe them. =)

UPDATE 2012-11-15: Here’s the video recap!

Marketing Automation
Jeffrey Yee, Eloqua

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Marketing automation

Marketing Automation
Jeffrey Yee, Eloqua

leads small
list management
forms
scoring
analytics
events
challenge
-Too expensive
-Not fully used
-Not implemented correctly
-Did not address business needs

1. Focus
one thing! business need!
2. Identify
Look for what your top performers are already doing
3. Start small, then build for mass adoption
-Target the second-tier salespeople!
4. Wait patiently for the lift.
incremental improvement

Best practices from client side
Dun & Bradstreet
credit risk management sales & marketing supply risk management

1. Focus
Example
Retention trigger-based e-mail
one need
40.1% opens
13.4% click through
10% increase in retention rates
2. Identify before you automate
Focus group?
Study top performers
How are we achieving this today?
Can we automate and scale this?

Repurpose

Think linear, it’s easier that way

Get personal and add value
plaint text e-mail from sales, not marketing
3. Mass adoption (but start very small)
advocates get others on board

Look for the people who are close to their quotas:
Tier 2 segmenting your salespeople!

Have reps vet leads before adding to program

3rd party data
4. Wait patiently for the lift. Set expectations.
Ex results
-6 months
pipeline value *19%
# of yes 14%
average upsize 3%
ops won 25%

Budget 12+ months

Like low-hanging fruit
Scaling up what already works
Notes by Sacha Chua, @sachac, LivingAnAwesomeLife.com

UPDATE 2012-11-15: Here’s the video recap!

Click on the images to view larger versions. I might redraw these sometime – I still have to get the hang of working with paper! =)

Building a Social Enterprise
Andrew Jenkins, Volterra

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Building a social enterprise

Building a Social Enterprise
Andrew Jenkins, Volterra
#torontob2b May 3, 2012

Historically:
Listen
competitive intelligence
pin points
needs
cocktail party
conversations we couldn’t overhear before

Message
Engage
Individual targeting
Reputation
Culture
Indium example
content contact cash
planking example

External to Internal
Training
examples
policy
-IBM
-Coca Cola
-Dell
social media university

adoption
can’t make me
adoption count me in

How does communication flow?

Influence

Some people: I can’t wait for you, so I’m going to set things up myself…
ragues

Q&A
-Resistors: Use peers, look for the bright spot.
It took 20 years for e-mail to be ubiquitous.

Who can’t gain from greater visibility? question
Social media: 10 years
RBC: 140 years

Notes by Sacha Chua, @sachac, LivingAnAwesomeLife.com

UPDATE 2012-11-15: Here’s the video recap!

Designing Content So It Works

Carl Friesen, Global Reach Communications

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Designing content so that it works

Designing content so that it works
Carl Friesen, Global Reach Communications

Website for e-book on content design showyourexpertise.com

1 2 3 4 5

stories

The Trend
Client wants customized solution
Show that you understand their world

1. Trend & historic causes
2. current situation
3. Thoughts on developments, reasons
4. Recommendations

The How-To
1.
2.
3.

Example: trustees, communication process

must be:
Relevant + Realistic
not necessarily what you do, but what clients will find helpful

Helpful!
- process with steps or
- a list of success factors

1. outcome
2. supplies/equipment
3. steps
4. avoiding pitfalls/problems

The How-to-Work-With
How to get good results from working with you

cannot be self-serving
include info on saving money
1. wild success experience
2. factors
3. advice

The Case Study
Leading-edge thought & sound implementation
Trans-Canada highway story
Wildlife protection

Not about showing how clever you are!

Must have learning points THEY can use
Must be a story
Tell with the client credibility

1. Initial situation
2. Steps
3. Problems & solutions
4. Lessons learned

The Survey
Shows that you stay in touch
must be what your audience cares about

More useful with a trend

Distribute appropriately
Level of detail
Consider limited distribution
The Opinion
informed opinion, thought leadership
at no charge

Long form
-situation
-views on good & bad aspects
-recommendations

The Review
-New product/service
-What’s different
-Discuss good/bad

The Comment

Notes by Sacha Chua, @sachac, LivingAnAwesomeLife.com