21st Century Business and Leadership by @LeeBryant from @MeaningConf


In the same way that I was inspired by a vision for the future of business pitched at the Social Business Summit 2012, Lee Bryant delivered a thought provoking and insightful presentation at Meaning Conference last month.

The key ideas which resonated with me were:

  • To be a successful company you need to have a purpose and try to achieve something more than just make money
  • Traditional organisational structures are broken
  • Startups are chasing high valuations, big payouts and IPOs rather than trying to do something they care about. (Company like Snapchat and Pinterest have multi billion valuations with little revenue and no proven business model)
  • Startups work well with a task based organisational structures until they get about 30 people when they try and emulate the broken corporate organisation structure

Video playback of the presentation

Watch on YouTube

Slides from presentation

View on Slideshare

Headshift 2.0

Lee is one of two founders of Headshift which was acquired by Dachis Group.  I lucky enough to spend some time working with them in the London office.  I have a lot of respect for what they have both achieved to date and look forward to seeing their new venture called Post*Shift unfold in 2014. Lee Bryant and Livio Hughes hired me to work at Dachis Group. The thing that inspired me to want to join Dachis was the vision they created at the Social Business Summit 2012 in London and more specifically Dave Gray’s Connected Company presentation and Nilofer Merchant‘s Social Era presentation.

I wish them every success in their new venture.

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[Video] Chris Heffer speaking about Social Data and CRM for Social Media Week 2012


This is the video for the presentation I did as part of Social Media Week 2012. I presented on how social data could be used in CRM. The presentation was part of the Social Data and Privacy Event held at Nebarro as part of Social Media Week London 2012.

Topics covered in presentation

  • What is CRM
  • How could social data be used with a CRM
  • What is the future of business in with these ideas
  • What CRM systems are good at and where they are not not so good
  • Use case for social data for consumer packaged good industry (FMCG)
  • Use case for social data for television production companies industry
  • Use case for social data in retail – one
  • Use case for social data in retail – two

Would love your feedback if you get a chance to watch any of the video.

Slides from event

Video

Chris Heffer speaking at Facebook HQ for Social Media Week


This is the video for the presentation I did as part of Social Media Week 2012. I presented on “why you don’t need a social media strategy”.

Would love your feedback if you get a chance to watch any of the video.

Full write up without the video – Why you don’t need a social media strategy from #smwldn

Slides from event

How can blogging help you sell?


Do you want to know how blogging can help you sell?

Are you sceptical if it will work in your business niche/sector/industry?

Are you trying to figure out if you should start a blog?

Then read on…..

While on holiday in Thailand I saw this article pop up in my Flipboard.

7 Dynamic Ways Businesses can Blog for SEO, Brand-Building, and Thought Leadership

Continue reading

build trust - falling man caught by team

How to create a business case for a social selling


£20 note fanned outDo you work in sales?

Are you passionate about how social can help your organisation sell more?

Do you want to know what role content marketing and content creation will play in the future way you will  communicate with your potential customers?

This post explains how you can build a business case to help change the way your business sells it products and how your sales process works.

In my previous post on how to sell in a social era I explained some of the differences between a traditional sales person and person selling in the social era. I mentioned that up to two thirds of buying process is done before you speak with a salesperson. With this post I want to go into a bit more depth and help you demonstrate the return on investment to get buy in, so you can focus in this area. This post will give you some ideas how you can demonstrate the concept to the following people:

  • CEO
  • CMO
  • Managing directors
  • Sales directors
  • Sales managers

It will allow you to spend more time in your current role or create a new role so you can help your company do it better.

For the purpose of this post

I define social selling as using the social web to help you sell your products or services

I define content as information which conveys a message, such as a blog, video, podcast, ebook etc

Teaching vs selling

abc writing

There is a phrase which I learnt from a thesaleslion.com post called assignment selling. The higher the value item you sell –  the more relevant this is.

The concept works like this. When a salesperson goes to a sales appointment they spend a great deal of their time trying to inform the prospect what their product does and why they must have it. If the prospect doesn’t know this information before you visit then you risk wasting time your time with a prospect, who is never going to be a customer.

Continue reading

£20 note fanned out

How do you sell in the social era?


Are you looking to improve or modernise the way you sell?

Do you want to learn how you can use the social web to help you sell more?

In this post I will discuss both the traditional and the new ways salespeople can work.

After reading this post you will have an insight into what the future of selling will look like. Hopefully you will start to see that there are alternative ways of working that will help you to help your customers more, which in turn will help you hit your sales targets.

A salesperson is often one of the highest paid people in the business. I believe unless salespeople change the way they work, they will lose their influence over the sales process, which warrants their high compensation packages.

£20 note fanned out

What does a salesperson actually do?

Wikipedia explains the verb describing what a salesperson does:

Selling is offering to exchange an item of value for a different item. The original item of value being offered may be either tangible or intangible. The second item, usually money, is most often seen by the seller as being of equal or greater value than that being offered for sale

Basically a salesperson attempts to convince a potential customer that there is more value in what his company is trying to sell than what they are charging for it.

Imagine a world without salespeople? The world of business would stop. Right? Continue reading

Why you don’t need to buy any social software


(Until you read this post)

If my last post on why I wish social was NOT in my job title didn’t stir up enough controversy – then this one might!

“Invest in social culture before social technology”  

In this post I will explain the harsh question you need to ask yourself before you decide to spend a pound, euro or dollar on any social media related software. And while you’re at it, hold the head count for any staff to work on social media as well.

Social is a not about the technology, it is about a cultural shift to create a more honest, open, transparent way of doing business.

“No one can sell you a tool to fix your culture”  

To clarify my definition of software in relation to this post I am talking about a company trying to sell you a tool do something with social: monitoring, responses, collaboration tools etc. I am not including free software such as WordPress, Hoot suite etc.

You can achieve so much without spending a penny. If you have a plan which builds a strategy for using free social tools closely aligned to your core business objectives, then you could achieve more than any other “social strategy” which could easily cost hundreds of thousands or more.

So what if you have 100,000 likes on Facebook. Who cares if you’ve got 100,000 followers on Twitter. Neither of these translate into anything your CEO cares about.

Free things to do with social that really help drive business in a way your CEO cares about Continue reading

i have a dream

I wish social was NOT in my job title


i have a dream

I have a dream……

I dream of a day when social is not in my job title

I dream of the day when social is not called social

I dream of a day when social becomes what it deserves to be

Let me explain….

As I explained in my previous post “What is social media?” social media is just a phrase to describe the current state of the internet. I do not think hardly anyone on the face of the planet realises how much impact social will have on the way we live our lives and the way we run our businesses.

trip advisor

Let’s look at Trip advisor as an example: Trip advisor totally changed the way people book holidays and hotels around the world. It was established in 2000, long before what came to be known as social networks. Continue reading

Why use social media?


why use social media

Are you considering using social media at work or in your professional life?

Are you trying to figure out what social media can help you achieve or see if it’s worth your while?

Read on to help you understand the value social media can bring to your career and some examples of how easy it is to start getting results.

Most people I talk to about social media fall into two categories: those who think it is important but don’t use it much if at all and those who don’t see the point because they don’t think they can get anything out of it.

I want to share some tips on what I have done to achieve a few milestones of success in a fairly short time frame. If you follow these tips you will be able to define what it is you want to achieve and get results a lot quicker than I did.

My social media goals

  • Establish credibility inside and outside my company
  • Build up my personal brand so people know who I am before I meet them
  • Communicate my thoughts and ideas to more people
  • Build up my industry knowledge so that I can be perceived by others as an expert
  • Connecting and conversing with like minded people

If you share any of these goals then read on and I will give you some tips to help you achieve them.

How can you achieve these goals? Continue reading

Why you don’t need a social media strategy from #smwldn


Speaking at social media week

I have had a busy week this week, having spoken at four separate events. Yesterday I had the privilege of being asked to deliver a presentation at Facebook’s London office as part of Social Media Week 2012. I had a room full of people for an hour to share my views about social business.

It was a great experience to take my thoughts and ideas and share them with a room full of people and get instant feedback. It is similar to me writing a blog but with instant comments from more people. I would take 50 people in a room over 50 page views any day.

I wanted to share with you my slide deck, the video recording of the event and some key insights from my presentation from the people in the audience.

Slides from the event

TROUBLE VIEWING? Click here to go direct to slideshare

Video on demand

The event was streamed live and recorded so you can watch on demand below

TROUBLE VIEWING? Click here 

Tweets from the audience

I went through the event hashtag (#SMWSTRATEGY) and took out the things I spoke about which people felt warranted sharing with their networks. I thought it was great feedback for me as to which points people found most valuable.