Newton’s Third Law and Social Selling & AI

futuretelling the future

By Thomas B. Cross @techtionary

Throughout my years of business research and analysis, I have found you cannot react to the future, you cannot predict the future of business; you can only direct the future.  IBM uses that strategy, Microsoft also does it and now Google and Apple as well.  Companies direct customers to their strategy because in order to predict the future they alter the future toward their strategy.  However, in order to understand the future, a look back at history can give insights about the future.  If you examine the predictions of H.G. Welles and Jules Verne you will see that their predicts for air and space travel as well as other innovations often went into the 23rd century.

forbidden planet

Even sixty years ago, we are reminded from the movie Forbidden Planet, “prepare your minds for a new scale of physical scientific values.  Predictions don’t help you succeed, continuous innovation and non-linear thinking will.  Who would have predicted that Apple would have the #1 selling smartphone and the real innovation is that the iPhone is much more than a phone. The real phone will be the inPhone – inside you reporting on your health and making recommendations for diet and exercise which may take the form of the AppleWatch.

In writing MindMeld: CEO and AI – Business Applications of Artificial Intelligence I found that “the faster you can communicate, the faster you can change, and those that change the fastest will be the most successful.”  Remember a funeral director invented the first electrical telephone switching system and Heddy Lamar, the actress was one of the original patent holders for CDMA.  One more time, you cannot predict anything; you can only innovate more than anyone else.

pushing

On the dark side, Newton’s Third Law also applies to innovation.  That is, for every innovation, there is an equal and opposite reaction by society just like a rubberband.  This means that “technology always progresses faster than we anticipate, while adoption and society always change much more slowly and unpredictably.” (Source: MindMeld)  In the presentation there is that the technology has long existed for “first responder” radio interoperability; however, sadly more than seventeen years since 9/11/2001, it’s doubtful that most cities are prepared for a similar attack or disaster like Katrina.  According to one of the major broadcaster networks, only 6% of cities even have a plan and who knows whether it will work.

Bottom-line – Change is happening at an ever-increasing rate. You must know the impact of everything before it happens and you must also deliver that knowledge to sales, support, channel partners and customers.  Social selling reduces the length of the sales cycle, lowers customer support costs and increases customer satisfaction.

I hope these three tips have been of help.  These is more on selling anything in the new Social Selling Seminar below.

Remember what Doug Green Publisher of TelecomReseller notably said “you can’t sell what you don’t know.

If you really want to sell more, sell faster and retain customers longer gets social selling smart.

social selling

This is both an introduction and taking action seminar and certification program designed to not just “talk the talk” but “walk the walk” in changing the nature of sales, channels and most importantly customers in the way they explore, evaluate, decide, purchase and deploy new and expanded versions of solutions in their business. This is both a half-day onsite or full-day onsite seminar delivered in the U.S with webinar options available. If you prefer to get started with a social selling strategy scroll down to after the seminar.  For scheduling email cross@gocross.com

Social Selling Certification testing is an optional testing program after completion of the Social Selling Seminar.

 

Introduction to Social Selling – Morning Session for Professional Selling Professionals

 

Session 1 – Customers Bain or Boon

This session will drill in to the customers mind and not react or predict but direct them to your strategy:

– Social Selling and Social Media Explained – presentation to everyone on what it is, what works and what leads to failure. Social selling concepts helps getting people “on the same page” a horrendous task yet without this effort, factions often arise to derail the process.

– Core Customers – potential, fans, fence-sitters, ignored, end of life – are customers “listening to what you say on social media and are you really listening to what customers are saying” – who is the real buyer and who are other key decision-makers?

– Build customer personas and map to social media platforms based on product/solution. In addition, an evaluation of customer buying cycles, alignments, down to the branch level. Also, what do they know, think, believe and need to know about you.

– Communications Media Channels – product/solution messaging and mediums used for current sales. Understand role of sales-marketing interfaces for specific campaigns, events and other sales activities. Specifically, evaluate how social selling would fit into the organization including support, product and other areas. In other words, is there a “black hole” that could impact social selling solution to derail the process?

– Evaluate Sales Channels of Distribution – channels and partners are just one part of the means to an end, evaluation of “hot spots” and “dead zones” including self-service social selling and indepth analysis of CAC-customer acquisition costs and buying cycles (seasonal, annual, government, other).

Session 2 – Build Strategic Customer Assessments

Explore the following:

1 – Customer type – vertical, specialty, distribution, OEM

2 – Content – what are they saying, selling telling their customers, what do they know about you (what research are you providing them to help them evaluate you) – explore their Omnichannel purchasing processes including multi-source social content syndication news gathering.

3 – Media Channels – what mainstream and other media channels are they using?

4 – Channels of Distribution – build “agile” channel models adapting to known and emerging technologies.

5 – Apps – are customers using app(s) for selling/supporting?

6 – Technology – what social selling/media and technologies are they using – did they build or buy.

7 – Organization – where is their organization going – merge, divest, domestic and international.

8 – Brand – is their brand something that is important to you?

9 – Random – what regulatory, political, environmental factors have on customer buying now and in the future.

10 – Vision – where are customers now and where are they going and how can you “walk in their moccasins” now and in the future.

 

Session 3 – Taking Social Selling Action Today

Develop and build new Social Selling Strategy on specific elements making each element “more social” than pure selling.

– Start selling – build new social “cold calling” build new social selling newsfeeds.

– Upsell – build new means to selling “dogs” and finding “happy meals.”

– Pitch-sell – build new social selling “pitches.”

– Re-sell – integration of social selling with resellers, VARs, channels, direct, partners and anyone else.

– Cross-sell – exploring ways to social selling multi-vendor solutions.

– Follow-up selling – is social selling working, “mid-course” corrections and testing multiple approaches?

– Shorter selling – build ways to shorten sales cycle, integrate CAC-customer acquisition cycles and building selling cycle calendar (no point in selling Christmas trees in January).

– Outselling – not really outsourcing options for social selling but soliciting other “sources” to help in sales.

– Support selling – “constant courtesy” – integration of selling and support

– Cool selling – can toys, movies, and fun be to use

– Develop funnel buying stages.

Questions & Answers

Session Evaluation: “Taking action, building real call to actions and engaging actions were just some of the actionable efforts I put to work immediately after the seminar making social selling exciting and actually works.” Jeff D.

socialselling

 

Advanced Social Selling – Afternoon Session for Corporate and Sales Management

 

Session 1 – Selling Social Selling to the Organization – The Hardest Part

– Organizational integration of social selling – review of where social selling “fits in” to the current organization.

– Organizational marketing “socializing social selling” to other departments – often internal selling is harder than external and what internal roadblocks emerge to divert or block the social selling strategy.

– Incorporate industry and competitive research and other “thought leadership on who else is talking about social selling?

– Evaluate social selling and integration with current/proposed compensation plans.

– Integrating Social Influencer aka KOL-Key Opinion Leaders involvement into the pilot program.

– Discuss critical elements of the implementation program include:

– Social media “word of mouth” social sales

– Social selling is really an extension of, not replacement for being a great sales person and great selling processes, what, where and how will social selling be used to extend that process will be developed.

– Social Influencer and Leadership – “you cannot manage a sales force, you lead it” and social selling leadership development will be included.

– How internal social selling leadership and external social influencer programs are integrated into content development and delivery.

 

Session 2 – Critical Social Selling Concepts

This session focuses on management and the changing nature of management in the future including:

– Connections – how to create and connect with other social media influencers.

– Curation – review and curate company content, provide guidance and enhanced thought leadership via influencer team.

– Content – how to create content to have compelling “thought leadership” knowledge.

– Collaboration – learn how to collaborate with internal and external social leaders.

– C-Level – get help from C-levels to gain access to and assist and guide others on their social media efforts along with gaining-retaining followers.

– Concerns – learn key points in responding to concerns expressed by global crisis issues, cultural issues, terrorism, customer comments and others including social media. Learn how to build and monitor system for sales, support/service, IR/PR and compliance issues.

– Build tools to track results for monitoring, managing, auditing and making the most of your social influencers and KOL-key opinion leaders program.

 

Session 3 – Corporate Management and Social Selling

Here are some of the key issues addressed:

– Integration of organizational compensation systems with HR for personnel management – hiring/firing is the often the greatest challenge — integration of social selling is key to an overlay or replace to current selling processes.

– Crisis – discuss having a crisis response team to address 7×24 tracking to avoid situations such as Uber (sexual harassment) Target (hack attack), Wells Fargo (internal corruption), Chipotle (incompetence) and learn how to other respond to corporate devastating consequences with live “tweetchats” demonstrating responsiveness.

– Develop a social selling approach based on key elements in the buying cycle and what customers need to know at each stage, accelerating where possible, testing concepts if possible to evaluate what works, doesn’t and viable social selling “best practices.”

Ongoing audit and assessment KPI factors – no selling or social selling practice is viable without some form of auditing and key metrics. Albeit social selling metrics are more about social media engagements, likes and other mentions and postings. Social selling engages with various customer types is just one kind of metric. All content factors will be included in the assessments.

– Integration of KPI factors with other organizational KPI metrics.

– Explore the new social selling organizational structure.

Questions & Answers

Session Evaluation: “For me the ability to scale management of staff channel managers and 100s of channel partners was worth ten times the seminar fee. I now run multiple Linkedin groups and Twitter accounts that extend my reach providing great ways to make people “get and stay on the same page” cuts communications chaos and speeds the sales process.” John D. VP Sales

Social Selling Corporate Strategy

This seminar is part of a comprehensive social selling strategy. Click on image for complete presentation.

Delivery methods – three- or six-hour onsite delivery with webinar option available. Scheduling is extremely limited due to previously scheduled seminars. If you have topic or scheduling questions, you can call 303-594-1694 or email cross@gocross.com

Scheduling and Terms – Tuition and travel are prepaid prior to confirmation of delivery date. Payment methods include credit cards, PayPal, ACH/wire. Due to the breadth and depth of this seminar, all topics may not be discussed due to student questions and class interaction. Course topics or terms may change without notice.

Disclaimer

If you have any questions regarding specific content presented or want specific topics or issues addressed, please email or call.

The author and presenter have used their best efforts in preparing this seminar and the programs contained in it. These efforts include the development, research, and testing of the theories and programs to determine their effectiveness. The author and presenter make no warranty of any kind, expressed or implied, with regard to these programs or the documentation contained in this seminar. The author and presenter shall not be liable in any event for incidental or consequential damages in connection with, or arising out of, the furnishing, performance, or use of these programs.

 

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    I want to pass along some very important news that everyone needs to hear!

    In December of 2017, Donald Trump made history by recognizing Jerusalem as the capital of Israel. Why is this big news? Because by this the Jewish people of Israel are now able to press forward in bringing about the Third Temple prophesied in the Bible.

    Jewish Rabbis have publicly announced that their Messiah will be revealed in the coming years who will be a leader and spiritual guide to all nations, gathering all religions under the worship of one God.

    Biblical prophecy tells us that this Jewish Messiah who will take the stage will be the antichrist “who opposes and exalts himself above all that is called God or that is worshiped, so that he sits as God in the temple of God, showing himself that he is God” (2 Thessalonians 2:4). For a time he will bring about a false peace, but “Therefore when you see the ‘abomination of desolation,’ spoken of by Daniel the prophet, standing in the holy place (Matthew 24:15)…then there will be great tribulation, such as has not been since the beginning of the world until this time, no, nor ever shall be” (Matthew 24:21).

    More importantly, the power that runs the world wants to put a RFID microchip in our body making us total slaves to them. This chip matches perfectly with the Mark of the Beast in the Bible, more specifically in Revelation 13:16-18:

    “He causes all, both small and great, rich and poor, free and slave, to receive a mark on their right hand or on their foreheads, and that no one may buy or sell except one who has the mark or the name of the beast, or the number of his name.

    Here is wisdom. Let him who has understanding calculate the number of the beast, for it is the number of a man: His number is 666.”

    Referring to the last days, this could only be speaking of a cashless society, which we have yet to see, but are heading towards. Otherwise, we could still buy or sell without the mark amongst others if physical money was still currency. This Mark couldn’t be spiritual because the word references two different physical locations. If it was spiritual it would just say in the forehead. RFID microchip implant technology will be the future of a one world cashless society containing digital currency. It will be implanted in the right-hand or the forehead, and we cannot buy or sell without it. Revelation 13:11-18 tells us that a false prophet will arise on the world scene doing miracles before men, deceiving them to receive this Mark. Do not be deceived! We must grow strong in Jesus. AT ALL COSTS, DO NOT TAKE IT!

    “Then a third angel followed them, saying with a loud voice, “If anyone worships the beast and his image, and receives his mark on his forehead or on his hand, he himself shall also drink of the wine of the wrath of God, which is poured out full strength into the cup of His indignation. He shall be tormented with fire and brimstone in the presence of the holy angels and in the presence of the Lamb. And the smoke of their torment ascends forever and ever; and they have no rest day or night, who worship the beast and his image, and whoever receives the mark of his name” (Revelation 14:9-11).

    People have been saying the end is coming for many years, but we needed two key things. One, the Third Temple, and two, the technology for a cashless society to fulfill the prophecy of the Mark of the Beast.

    Visit http://WWW.BIBLEFREEDOM.COM to see proof for these things and why the Bible truly is the word of God!

    If you haven’t already, it is time to seek God with all your heart. Jesus loves you more than you could imagine. He wants to have a relationship with you and redeem you from your sins. Turn to Him and repent while there is still hope! This is forever…God bless!

    “EITHER HUMAN INTELLIGENCE ULTIMATELY OWES ITS ORIGIN TO MINDLESS MATTER OR THERE IS A CREATOR…” – JOHN LENNOX

    We all know God exists. Why? Because without Him, we couldn’t prove anything at all. Do we live our lives as if we cannot know anything? No. So why is God necessary? In order to know anything for certain, you would have to know everything, or have revelation from somebody who does. Who is capable of knowing everything? God. So to know anything, you would have to be God, or know God.

    A worldview without God cannot account for the uniformity and intelligibility of nature. And why is it that we can even reason that God is the best explanation for this if there is no God? We are given reason to know or reject God, but never to know that He does not exist.

    It has been calculated by Roger Penrose that the odds of the initial conditions for the big bang to produce the universe that we see to be a number so big, that we could put a zero on every particle in the universe, and even that would not be enough to use every zero. What are the odds that God created the universe? Odds are no such thing. Who of you would gamble your life on one coin flip?

    Is there evidence that the Bible is the truth? Yes. Did you know that the creation accounts listed in the book of Genesis are not only all correct, but are also in the correct chronological order? That the Bible doesn’t say the Earth was formed in six 24-hour days but rather six long but finite periods of time? That the Bible makes 10 times more creation claims than all major “holy” books combined with no contradictions, while these other books have errors in them? The Bible stood alone by concurring with the big bang saying, “In the beginning God created the heaven and the earth” (Genesis 1:1); and says our universe is expanding, thousands of years before scientists discovered these things. Watch a potential life-changing video on the website listed below with Astronomer(PhD) Hugh Ross explaining all these facts based on published scientific data. He has authored many books, backed even by atheist scientists.

    Jesus came to pay a debt that we could not; to be our legal justifier to reconcile us back to a Holy God; only if we are willing to receive Him: “For the wages of sin is death…” (Romans 6:23).

    God so loved the world that He gave us His only begotten son, so that whoever believes in Him, through faith, shall not perish, but have everlasting life. Jesus says if we wish to enter into life to keep the commands! The two greatest commands are to love God with all your heart, soul, strength, and mind; and your neighbor as yourself. All the law hang on these commands. We must be born of and lead by the Holy Spirit, to be called children of God, to inherit the kingdom. If we are willing to humble ourselves in prayer to Jesus, to confess and forsake our sins, He is willing to give the Holy Spirit to those who keep asking of Him; giving us a new heart, leading us into all truth!

    Jesus came to free us from the bondage of sin. The everlasting fire was prepared for the devil and his angels due to disobedience to God’s law. If we do the same, what makes us any different than the devil? Jesus says unless we repent, we shall perish. For sin is the transgression of the law. We must walk in the Spirit so we may not fulfill the lusts of the flesh, being hatred, fornication, drunkenness and the like. Whoever practices such things will not inherit the kingdom (Galatians 5:16-26). If we sin, we may come before Jesus to ask for forgiveness (1 John 2:1-2). Evil thoughts are not sins, but rather temptations. It is not until these thoughts conceive and give birth by our own desires that they become sin (James 1:12-15). When we sin, we become in the likeness of the devil’s image, for he who sins is of the devil (1 John 3:8); but if we obey Jesus, in the image of God. For without holiness, we shall not see the Lord (Hebrews 12:14).

    The oldest religion in the world is holiness through faith (James 1:27). What religion did Adam and Eve follow before the fall? Jesus, Who became the last Adam, what religion does He follow? Is He not holy? He never told us to follow the rituals and traditions of man but to take up our cross and follow Him (Luke 9:23). There are many false doctrines being taught leading people astray. This is why we need the Holy Spirit for discernment. Unlike religion, holiness cannot be created. It is given to us from above by the baptism of the Spirit. Jesus is more than a religion; He is about having a personal relationship with the Father. Start by reading the Gospel of Matthew, to hear the words of God, to know His character and commandments. Follow and obey Jesus, for He is the way, the truth, and the life!

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