Podcast appearances and mentions of kirsten boileau

Welcome to Technology Revolution Crystal Ball #3 bright Peering at AI 2025 and beyond in an optimistic light Bonnie D. hosts in her Scarlett mic's live-streaming hue With a cadre of Futurists unpacking predictions for you With AI as their compass, opportunities as their sail Will their foresights triumph or perhaps not prevail? Raise your cup or flute with Java, Jack, Dom or Earl On Bonnie D.'s Crystal Ball Special, the future will unfurl Continuing in 2025 on January 8 and 15 Wishing you Happy Everything and New Year's in between!

Welcome to Technology Revolution: The Future of Now rendezvous Host Bonnie D. and her Scarlett mic explore tech with curiosity anew In the realm of Personal Social Media, AI's impact will transcend As we forge friendships in the future, reality may bend Savvy Futurists joining her exciting AI-fueled ride Kirsten Boileau, Sylvie Lachkar, and Joao Branquinho in their stride Buckle up, dear audience, watch and listen to our sound As AI Gets Socially Engaged at Bonnie D.'s table round

Welcome to Technology Revolution: The Future of Now rendezvous With host Bonnie D. on her Scarlett mic, exploring tech with curiosity anew In the realm of Social Media, AI's impact will transcend As we shift gears into the future, reality is sure to bend Joining her on this exciting AI ride Kirsten Boileau, Sylvie Lachkar, Joao Branquinho and Shelley-Ann Cowan in Futurist stride Buckle up, dear audience, watch and listen to our sound As AI engages us with Social at Bonnie D.'s table round

Upon the airwaves, Bonnie D. stands, Scarlett mic in her capable hands, exploring The Future of Coaching with AI-add, with benefits that will surely make us glad In the coaching realm, AI takes its cue, a sage companion, guiding purpose so new, insights refined as data aligns and blends, coaching thrives with AI where wisdom transcends *** Jeremy Kestler, Executive Coach and Consultant, Kestler Coaching and Learning LLC *** Ingo Gulde, Professional Certified Coach and Learning and Development Consultant *** Emma Marriott, Founder of IrisHR, an independent HR consulting firm *** Alex Haitoglou, Co-founder and CEO of Ovida, AI platform for leadership and coaching *** Kirsten Boileau, Founder and CEO of Tairo Consulting, Learning & Development Consultant Together they join, a panel profound, in coaching and AI, wisdom unbound Bonnie D. hosts, with passion so true, Technology Revolution: The Future of Now Radio, a journey anew

Upon the airwaves, Bonnie D. stands, Scarlett mic in her capable hands, exploring The Future of Coaching with AI-add, with benefits that will surely make us glad In the coaching realm, AI takes its cue, a sage companion, guiding purpose so new, insights refined as data aligns and blends, coaching thrives with AI where wisdom transcends *** Jeremy Kestler, Executive Coach and Consultant, Kestler Coaching and Learning LLC *** Ingo Gulde, Professional Certified Coach and Learning and Development Consultant *** Emma Marriott, Founder of IrisHR, an independent HR consulting firm *** Alex Haitoglou, Co-founder and CEO of Ovida, AI platform for leadership and coaching *** Kirsten Boileau, Founder and CEO of Tairo Consulting, Learning & Development Consultant Together they join, a panel profound, in coaching and AI, wisdom unbound Bonnie D. hosts, with passion so true, Technology Revolution: The Future of Now Radio, a journey anew

Upon the airwaves, Bonnie D. stands, Scarlett mic in her capable hands, exploring The Future of Coaching with AI-add, with benefits that will surely make us glad In the coaching realm, AI takes its cue, a sage companion, guiding purpose so new, insights refined as data aligns and blends, coaching thrives with AI where wisdom transcends *** Jeremy Kestler, Executive Coach and Consultant, Kestler Coaching and Learning LLC *** Ingo Gulde, Professional Certified Coach and Learning and Development Consultant *** Emma Marriott, Founder of IrisHR, an independent HR consulting firm *** Alex Haitoglou, Co-founder and CEO of Ovida, AI platform for leadership and coaching *** Kirsten Boileau, Founder and CEO of Tairo Consulting, Learning & Development Consultant Together they join, a panel profound, in coaching and AI, wisdom unbound Bonnie D. hosts, with passion so true, Technology Revolution: The Future of Now Radio, a journey anew

In the world of knowledge, we aim high, ChatGPT we queried, seeking to fly. “Hello,” we said, reaching for the sky, Tell us of AI and learning, and don't be shy. In Business Learning's future, AI's great might, Personalized paths and data shining bright. Chatbots aiding learners, day and night, Immersive tech for skills, a promising sight. Microlearning, assessments that grow, AI's smart recognition, a bright tomorrow. Languages bridged, barriers low, Ethics and inclusion, our AI motto. From movies, wisdom in characters we find, Yoda, Morpheus, with insight unlined. *** Yoda in Star Wars: “Always pass on what you have learned.” *** Morpheus in The Matrix: “I can only show you the door. You're the one that has to walk through it.” Kirsten Boileau, Jeremy Kestler, Sarah Goodall, and Ann Cushman combined, Guide us through learning, for our digital mind. Join Bonnie D. for The Future of Business L&D and AI: TCB, We'll share, predict, unpack Tune in and see.

In the world of knowledge, we aim high, ChatGPT we queried, seeking to fly. “Hello,” we said, reaching for the sky, Tell us of AI and learning, and don't be shy. In Business Learning's future, AI's great might, Personalized paths and data shining bright. Chatbots aiding learners, day and night, Immersive tech for skills, a promising sight. Microlearning, assessments that grow, AI's smart recognition, a bright tomorrow. Languages bridged, barriers low, Ethics and inclusion, our AI motto. From movies, wisdom in characters we find, Yoda, Morpheus, with insight unlined. *** Yoda in Star Wars: “Always pass on what you have learned.” *** Morpheus in The Matrix: “I can only show you the door. You're the one that has to walk through it.” Kirsten Boileau, Jeremy Kestler, Sarah Goodall, and Ann Cushman combined, Guide us through learning, for our digital mind. Join Bonnie D. for The Future of Business L&D and AI: TCB, We'll share, predict, unpack Tune in and see.

In the world of knowledge, we aim high, ChatGPT we queried, seeking to fly. “Hello,” we said, reaching for the sky, Tell us of AI and learning, and don't be shy. In Business Learning's future, AI's great might, Personalized paths and data shining bright. Chatbots aiding learners, day and night, Immersive tech for skills, a promising sight. Microlearning, assessments that grow, AI's smart recognition, a bright tomorrow. Languages bridged, barriers low, Ethics and inclusion, our AI motto. From movies, wisdom in characters we find, Yoda, Morpheus, with insight unlined. *** Yoda in Star Wars: “Always pass on what you have learned.” *** Morpheus in The Matrix: “I can only show you the door. You're the one that has to walk through it.” Kirsten Boileau, Jeremy Kestler, Sarah Goodall, and Ann Cushman combined, Guide us through learning, for our digital mind. Join Bonnie D. for The Future of Business L&D and AI: TCB, We'll share, predict, unpack Tune in and see.

Many enterprise firms are seeing the benefits of digitally enabling their workforce on social media.In this LinkedIn Live, Tribal Impact CEO Sarah Goodall will be joined by Kirsten Boileau, Learning Experience Partner from SAP, who will be sharing how to drive digital behaviour change, at scale. You'll learn: The importance of investing in a digital culture Practical learning experiences to implement How to scale digital learning experiences How to get leadership buy-in The best ways to get employees engaged with your program. 

Learn how to successfully scale your social selling programme at an enterprise firm.Scaling a social selling programme is a difficult task as you're trying to convince different stakeholders on why rolling out the programme to the rest of the company makes sense.Join Tribal Impact CEO Sarah Goodall and Global Head of Marketing & Solutions Functional Learning, Kirsten Boileau from SAP for a discussion on how to successfully scale social selling in an enterprise firm.

The Buzz 1: “The best marketers are constantly looking for new digital marketing trends based on the evolution of technology, and platforms, to identify new opportunities…” (smartinsights.com) The Buzz 2: “Advances in technology, data, and analytics will soon allow marketers to create much more personal and ‘human' experiences across moments, channels, and buying stages.” (mckinsey.com) The Buzz 3: “The digital marketing landscape changes so much and so frequently that it's almost impossible to imagine what the future of digital marketing may offer in terms of opportunities.” (marketinginsidergroup.com) Marketers! Are you ready to meet the challenges ahead in the next decade? Today we'll bring you insights from six digital engagement, marketing and selling experts. We'll ask visionaries Kirsten Boileau at SAP, Steve Watt at Seismic, Sarah Goodall at Tribal Impact, Mike Orr at Seismic, Paroma Sen at SAP, and Bernie Borges at iQor, on Digital Engagement in Sales and Marketing in 2030. Join us for this final episode of our globally relevant Changing the Game with Digital Engagement Radio.

The Buzz 1: “Recruiting great marketers should be your number one priority.” (Kipp Bodnar, HubSpot CMO) The Buzz 2: “Marketing's job is never done. It's about perpetual motion. We must continue to innovate every day.” (Beth Comstock, former GE CMO & Vice Chair) The Buzz 3: “Just because you are the loudest, doesn't make you right.” (Brian Halligan, HubSpot CEO & Co-Founder) The Buzz 4: “The best marketing doesn't feel like marketing.” (Tom Fishburne, Marketoonist Founder & CEO) Even before the Covid-19 pandemic, technology was accelerating society's rate of change, especially impacting the skills needed in the workforce. And Marketing has not been spared. “The rapid rise of digitization and remote work has placed new demands on employees who, in many instances, now require different skills to support significant changes to how work gets done and to the business priorities their companies are setting.” (www.mckinsey.com) Today's marketers need to equip themselves to meet the challenges ahead in the next decade. What skills are imperative today? Will those same skills be relevant and needed in 2030? We'll ask Kirsten Boileau, Anna Millman, Jeremy Kestler, and Emily L. Phelps for their take on Winter is Coming: Arming Marketers with Skills for Today and The Decade Ahead.

The Buzz 1: “A lot of folks believe that email is dead. With the increased use of chatbots, social media platforms, etc., the assumption is that email's place has been overtaken. However, this assertion, and the assumption it is based on, is wrong.…[despite] insufficient tools for creating emails, bad email marketing techniques, and lack of data and integration…email marketing still remains one of the surest ways of reaching out to customers.” (https://www.sendx.io/blog/email-marketing-trend) The Buzz 2: “Some of the latest trends in email marketing: the AI revolution, laser-focused personalization, dark-mode emails, interactive email campaigns, preference to mobiles for checking emails, and making use of user-generated content.” We'll ask Kirsten Boileau, Lindsay Miles, Ashley Melendez and Neal Schaffer for their take on The Future of Email Marketing: Will You Open It?

The Buzz 1: “A lot of folks believe that email is dead. With the increased use of chatbots, social media platforms, etc., the assumption is that email's place has been overtaken. However, this assertion, and the assumption it is based on, is wrong.…[despite] insufficient tools for creating emails, bad email marketing techniques, and lack of data and integration…email marketing still remains one of the surest ways of reaching out to customers.” (https://www.sendx.io/blog/email-marketing-trend) The Buzz 2: “Some of the latest trends in email marketing: the AI revolution, laser-focused personalization, dark-mode emails, interactive email campaigns, preference to mobiles for checking emails, and making use of user-generated content.” We'll ask Kirsten Boileau, Lindsay Miles, Ashley Melendez and Neal Schaffer for their take on The Future of Email Marketing: Will You Open It?

The Buzz 1: “A lot of folks believe that email is dead. With the increased use of chatbots, social media platforms, etc., the assumption is that email's place has been overtaken. However, this assertion, and the assumption it is based on, is wrong.…[despite] insufficient tools for creating emails, bad email marketing techniques, and lack of data and integration…email marketing still remains one of the surest ways of reaching out to customers.” (https://www.sendx.io/blog/email-marketing-trend) The Buzz 2: “Some of the latest trends in email marketing: the AI revolution, laser-focused personalization, dark-mode emails, interactive email campaigns, preference to mobiles for checking emails, and making use of user-generated content.” We'll ask Kirsten Boileau, Lindsay Miles, Ashley Melendez and Neal Schaffer for their take on The Future of Email Marketing: Will You Open It?

During 2020 when COVID locked down the world, video was the “king” of media types. Consumption went mobile, as Americans spent almost twice as much time viewing digital video on their phones as on their computers. After the TV era, YouTube era, and TikTok era, we're now entering the Video 2.0 era of video-first products beyond entertainment and gaming – more interactive and participatory, with users engaging with the platform, giving direct feedback on the content, and shaping the experience in real time. Are you ready? We'll ask Kirsten Boileau, Loic Simon, Sylvie Lexow and Miguel Bautista for their take on The Future of Video: How Many Words Will A Picture Be Worth? – Part 2.

During 2020 when COVID locked down the world, video was the “king” of media types. Consumption went mobile, as Americans spent almost twice as much time viewing digital video on their phones as on their computers. After the TV era, YouTube era, and TikTok era, we're now entering the Video 2.0 era of video-first products beyond entertainment and gaming – more interactive and participatory, with users engaging with the platform, giving direct feedback on the content, and shaping the experience in real time. Are you ready? We'll ask Kirsten Boileau, Loic Simon, Sylvie Lexow and Miguel Bautista for their take on The Future of Video: How Many Words Will A Picture Be Worth? – Part 2.

During 2020 when COVID locked down the world, video was the “king” of media types. Consumption went mobile, as Americans spent almost twice as much time viewing digital video on their phones as on their computers. After the TV era, YouTube era, and TikTok era, we're now entering the Video 2.0 era of video-first products beyond entertainment and gaming – more interactive and participatory, with users engaging with the platform, giving direct feedback on the content, and shaping the experience in real time. Are you ready? We'll ask Kirsten Boileau, Loic Simon, Sylvie Lexow and Miguel Bautista for their take on The Future of Video: How Many Words Will A Picture Be Worth? – Part 2.

The Buzz: During 2020, video was the “king” of media types. Americans were Zooming into work meetings, logging into online classrooms, FaceTiming friends and family, and streaming entertainment more than ever. Binge-watching and gaming were up 25 percent and 75 percent, respectively. Americans spent an average of 42 minutes a day viewing digital video on their phones last year, compared to 23 minutes on computers. [Connie Chan: https://a16z.com/2020/12/07/social-strikes-back-video/] But this began way before COVID. Since 2015, video streaming has risen 13 percent year-over-year. Now, we're about to enter a new era of video-first products beyond entertainment and gaming. If video 1.0 phase was laid-back, video 2.0 will be more interactive and participatory, with users engaging with the platform, giving direct feedback on the content, and shaping the experience in real time. How did we get to this moment? The first era was television – controlled by big budgets and lead time to produce 30 or 60 minute shows. In the second era, YouTube unleashed a new category where anyone can be a creator – videos 1 minute, 10 minutes, even 24 hours long. Then the TikTok era— video condensed to one minute or less, with some of the best just 10 or 20 seconds long. All you need is a smartphone. TikTok reached 1 billion monthly active users in just four years, half the time it took Facebook, Instagram, and YouTube. We'll ask Kirsten Boileau, Karl Yeh, Ryan Sonnenberg, Loic Simon and Vincenzo Landino for their take on The Future of Video: How Many Words Will A Picture Be Worth?

The Buzz: During 2020, video was the “king” of media types. Americans were Zooming into work meetings, logging into online classrooms, FaceTiming friends and family, and streaming entertainment more than ever. Binge-watching and gaming were up 25 percent and 75 percent, respectively. Americans spent an average of 42 minutes a day viewing digital video on their phones last year, compared to 23 minutes on computers. [Connie Chan: https://a16z.com/2020/12/07/social-strikes-back-video/] But this began way before COVID. Since 2015, video streaming has risen 13 percent year-over-year. Now, we're about to enter a new era of video-first products beyond entertainment and gaming. If video 1.0 phase was laid-back, video 2.0 will be more interactive and participatory, with users engaging with the platform, giving direct feedback on the content, and shaping the experience in real time. How did we get to this moment? The first era was television – controlled by big budgets and lead time to produce 30 or 60 minute shows. In the second era, YouTube unleashed a new category where anyone can be a creator – videos 1 minute, 10 minutes, even 24 hours long. Then the TikTok era— video condensed to one minute or less, with some of the best just 10 or 20 seconds long. All you need is a smartphone. TikTok reached 1 billion monthly active users in just four years, half the time it took Facebook, Instagram, and YouTube. We'll ask Kirsten Boileau, Karl Yeh, Ryan Sonnenberg, Loic Simon and Vincenzo Landino for their take on The Future of Video: How Many Words Will A Picture Be Worth?

The Buzz: During 2020, video was the “king” of media types. Americans were Zooming into work meetings, logging into online classrooms, FaceTiming friends and family, and streaming entertainment more than ever. Binge-watching and gaming were up 25 percent and 75 percent, respectively. Americans spent an average of 42 minutes a day viewing digital video on their phones last year, compared to 23 minutes on computers. [Connie Chan: https://a16z.com/2020/12/07/social-strikes-back-video/] But this began way before COVID. Since 2015, video streaming has risen 13 percent year-over-year. Now, we’re about to enter a new era of video-first products beyond entertainment and gaming. If video 1.0 phase was laid-back, video 2.0 will be more interactive and participatory, with users engaging with the platform, giving direct feedback on the content, and shaping the experience in real time. How did we get to this moment? The first era was television – controlled by big budgets and lead time to produce 30 or 60 minute shows. In the second era, YouTube unleashed a new category where anyone can be a creator – videos 1 minute, 10 minutes, even 24 hours long. Then the TikTok era— video condensed to one minute or less, with some of the best just 10 or 20 seconds long. All you need is a smartphone. TikTok reached 1 billion monthly active users in just four years, half the time it took Facebook, Instagram, and YouTube. We’ll ask Kirsten Boileau, Karl Yeh, Ryan Sonnenberg, Loic Simon and Vincenzo Landino for their take on The Future of Video: How Many Words Will A Picture Be Worth?

The buzz: “If there was one winner in 2020, it was probably video. With everyone online all the time, video became more crucial than ever for marketing and communication.” [biteable.com/blog/video-marketing-statistics] According to Biteable’s video stats for 2021, 60 percent of businesses use video as a marketing tool, and 14 precent of Marketers create videos every day. That’s a lot of video! Indeed, video has been the “king” of media types over the last 12 months. Its popularity brings up important questions about how customers engage with video, the psychology behind its success, and key features today’s marketers should build into their videos to ensure engagement success. We’ll ask Karl Yeh at Benevity, Mischa McInerney at Digital Marketing Institute and Ryan Sonnenberg at SAP about the most engaging video content they’ve experienced and how technology needs to evolve to increase customer interaction in video. Join us for The Psychology of Video Engagement: New King of Marketing Tactics!

Some would say that digital transformation was a core theme in 2020, in this episode we had Kirsten Boileau, Global Head of Digital Transformation Enablement at SAP joining us to share her thoughts. Digital transformation trends in 2020 The need to upskill to meet changing tech needs Digital selling tips for today's economy and key takeaways

The buzz: “Today, data is hidden all around us, and this begs the question: Is storytelling still important during a time when analytics reign supreme? Great analytics inform your storytelling; they point it in the right direction. But the data won’t do the storytelling for you.” (medium.com/the-mission/the-power-of-storytelling-in-sales-7ac8877475fa) Storytelling has been around since the start of civilization. It is how people shared experiences, informed family and friends, entertained each other. Good storytelling hooks us in from the beginning, and stimulates an emotional response to the characters, situation and outcome. Is storytelling critical to sales and marketing tactics today? If yes, how does it fit into the buyer’s journey? If no, why not? And what are the elements of a good story? We’ll ask SAP’s Kirsten Boileau, Citrix’s Lindsey Boggs and The Zahnd Team’s Georgia Huntley for their take on Storytelling for Marketing and Sales Success: Fact or Fiction?

Kirsten has been a part of the digital revolution in the B2B space for the past 5+ years – leading the change at SAP as Global Head of Digital Enablement Services. We’ve worked together for several years, we have kids the same age (she’s met my kids) – she’s a good all-round nice person who gets on with people whilst getting things done. When you have to scale a Social Selling program to thousands of employees around the world, you have a methodology and that’s what I’m going to explore today in my campfire chat.

The buzz (according to www.impactbnd.com): “Social media is ever-changing. There's always a new crazy way people can document every aspect of their lives, but what if you're a business? With so many social media sites already out there and even more popping up each day, where do you begin? Do you create a Facebook account or do you hop on whatever “the new Pinterest” is today? Utilizing social media in your business strategy…gives you the chance to connect with fans, customers, and prospective customers on a more personal, human level.” Popularity stats in terms of registered users: Facebook – 1.7B users, Twitter – 310+M, Instagram – 500M age 18–29, Flickr – 100M, Pinterest – 84M, LinkedIn – 20M, YouTube – 2B. Join us for Digital Selling Wheel of Fortune 2025: Insta, LinkedIn, iPhone, YouTube, Twitter, FB? as we ask experts Kirsten Boileau at SAP, Mark “The Sales Hunter” Hunter and Nicho Lagersten at Digiteyes for their predictions.

The buzz (according to www.impactbnd.com): “Social media is ever-changing. There's always a new crazy way people can document every aspect of their lives, but what if you're a business? With so many social media sites already out there and even more popping up each day, where do you begin? Do you create a Facebook account or do you hop on whatever “the new Pinterest” is today? Utilizing social media in your business strategy…gives you the chance to connect with fans, customers, and prospective customers on a more personal, human level.” Popularity stats in terms of registered users: Facebook – 1.7B users, Twitter – 310+M, Instagram – 500M age 18–29, Flickr – 100M, Pinterest – 84M, LinkedIn – 20M, YouTube – 2B. Join us for Digital Selling Wheel of Fortune 2025: Insta, LinkedIn, iPhone, YouTube, Twitter, FB? as we ask experts Kirsten Boileau at SAP, Mark “The Sales Hunter” Hunter and Nicho Lagersten at Digiteyes for their predictions.

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we are here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Thanks so much for joining us today. I’d like to start by having you introduce yourself, your title, and your organization. Kirsten Boileau: My name is Kirsten Boileau. I am the head of digital enablement services under digital marketing for SAP. I sit in the global organization of the marketing department and I am essentially responsible for a lot of the training and enablement that happens around digital marketing, but also digital selling. So, I own our digital selling program which has been running for the last 5.5 years at a global level and a couple of years before that in a more pilot mode. Then, I also own the training and enablement around our launch of the marketing cloud as well as our training and enablement for the upscaling of our entire marketing organization in digital marketing. So, I do a lot of training and enablement, not always for sales but for both sales and marketing. SS: That is very interesting. And is that the way sales enablement is structured across SAP or is this a unique organization within SAP specifically focused on enabling both marketing and sales? KB: I think I am fairly unique in the entire organization of SAP. I have kind of carved out my own space and that’s the way it seems to have worked out because the needs that I have stepped up to fill. And at the same time, the digital selling program, I have been running it for so long that I’m not going to let that one go. It’s my baby. So, seeing where I can expand the soft skills that I have learned from running the digital selling program and all the training and enablement soft skills that I have learned doing that, I have expanded them into some of the needs that we have had within digital marketing to incorporate those other two topics. SS: That’s awesome. So, for our audience, I would love to level set. When you say digital and social selling, can you explain that to our audience a little bit? KB: Sure. So, we have this program where we are training and enabling all of our sales executives worldwide as well as some of our marketing people because they see the value in leveraging social platforms and digital platforms to engage with our customers. Social and digital selling is just another avenue to engage your customers. It’s where our customers and probably anybody else’s customers are hanging out right now on social platforms and digital platforms whether they are traditional social such as LinkedIn, Twitter, Facebook, and/or it could be digital platforms like an online community or something along those lines. And we use digital tactics as well, not just that social interaction where you’re having conversations on social platforms but using video to engage. There’s a whole host of tactics that would be included in essentially digital and social selling. SS: What were some of the challenges that the organization was facing that really brought to a head the fact that this was needed? KB: There were so many things that reps were experiencing, and I come from that world. I was a business development rep prior to taking on this role and trying to make hundreds of dials a day just because nobody was answering their phone. So, the thought was, “well, the more people we call, the more actual live people we’ll get on the phone.” But it’s difficult to make truly good, quality calls if you’re trying to make 100, 150, 200 dials a day. It becomes all about that next number, and you’re not thinking about the customer on the other end whatsoever. That was one of the big things, how do we drive better quality conversations with people through a different medium, because obviously they’re not picking up the phone. That was one of the biggest things that we were encountering. SS: So, let’s start at the beginning. How did you actually go about building out your digital selling program? KB: Well, earlier that year we had partnered with LinkedIn and created a number of trainers for LinkedIn Sales Navigator. As I was working with our sales learning teams and rolling out some of these initiatives around getting people to use LinkedIn Sales Navigator, it got me thinking that these people will be able to use LinkedIn Sales Navigator, but social selling is not about using a tool. It truly is about changing the behavior and changing the way that you interact with your customers, having a good brand that can build your customers’ trust in you without having talked to them, listening to your customers so that you know what to talk about when you actually go to engage with them on social media. Those things were not really included in that LinkedIn Sales Navigator tool training. You could add bits and pieces into it but it was not set up that way. When I decided to take on the role of leading this program, I said, “okay, we’re going to build this out, and it’s not going to be just an hour training on how to use a tool.” I think at the time, we made it a full-day program. It was very hands-on; how to use LinkedIn.com, how to use Twitter, how to use the various other tools that you could use to listen to your customers or to interact in different ways. We really started to build out that behavior change piece, the concept piece of the training and that’s really where we started out. SS: So, obviously with any kind of digital selling, as well as with social media, there can be a really rapid pace of change there. How do you stay on top of enabling the reps when maybe a new feature rolls out or they may change the way something is done within one of the systems like LinkedIn or Twitter? Do you guys have the ability to kind of roll out iterative training to your field? KB: Yes. So, we do things like on a bi-monthly basis, we have an all-hands call, a social selling all-hands call. We usually get about a thousand people out to that call. We have a whole communications team within my organization that they do blogging on a weekly basis to talk through some of the best practices. We do a digital selling week twice a year where we really focus in and run webinars around the clock for a week on specific topics. We have a lot of different mechanisms in place to make sure that we get those things off the ground. SS: I love that. In fact, just for folks to make it a little bit more concrete, what would you say are the top five most successful ways in which people go about digital selling, if you had to give some tactical tips? KB: Do your listening. Do your research. Figure out where your customers are hanging out and then go and hang out in those places. And listen first. If there is only one of the big things that I teach people is they really need to listen first. Listen twice as much as you speak, as my grandma used to say. Really understand where it is that your customers are coming from, what they are thinking right now, the things that are top of mind for them, so that when you actually go to engage with them, you’re in that sweet spot of knowing exactly what they want to talk about. You can come in with not necessarily a solution to their problem, but a conversation that starts you on that journey toward understanding exactly how to solve the issues that they are experiencing. Once you’ve listened and you actually engage in those conversations, don’t just share content about your company, but really engage with other people’s content, start conversations. The third one would be to leverage all of the tactics that you have available to you. You have email, you have the phone, you have video, you have social. Leverage all of those tactics, use all of the tools in your toolbox to reach out and to drive those conversations forward. Number four would be don’t let the conversations drop once the sale is complete. The post-sale conversations need to keep going. You need to keep providing value, especially in this cloud economy where you need to keep those conversations going so that you get the subscription again, whatever timeline you’ve got, whether it’s a one year or two year subscription, you need to keep those conversations. You need to keep the value going so that when it comes time for renewals, you haven’t lost their trust. The fifth one I would say kind of falls in line with that one which would be, be authentic. Be who you are. Don’t try and be someone else and don’t hard sell. This is not a place to push your agenda forward. It truly is a place to grow relationships and build trust, so that when it comes down time to actually solve someone’s challenges that they trust you to do it. SS: I would love for you to explain to the audience how enabling reps to do digital selling differs from maybe more traditional selling tactics. KB: I think one of the biggest things I’ve seen in my tenure in the digital selling program at SAP has been that it is truly about behavior change and change management. This is not just a tool that you are teaching someone to use. Most people, not everybody, but most people understand how to use a social platform. They are fairly intuitive, and they are not that difficult to understand. So, it’s not about teaching people how to use the tool. It truly is about teaching people what the new behaviors are that they should be leveraging, and then how to apply those behaviors to the tool. That’s the biggest difference that I’ve really seen, I think. The behaviors are so important to being successful and truly driving change requires a lot of effort. People tend to want the quick fix. You’re wanting to lose weight, you want to lose weight, 30 pounds in 30 days. That’s not really how lasting change happens, and so it really becomes an effort to make sure you put in the time and the effort to truly change the way that you operate, change the way that you engage with your customers, change the way that you think about the way that you go about your day, to truly have the impact that you need to have on your bottom line. SS: And since you brought up the notion of impact, how do you measure the impact that your enablement over digital selling has on the organization? KB: So, when we first started five years ago, we were really trying to prove that the training enablement that we were doing was truly having an impact on the sales reps and the sales management’s goals. One of the things we did was we gave the full training and enablement scope to one team and then the second team, we just gave them the tool LinkedIn Sales Navigator and showed them how to use it. And we watched the two teams for six months and then at the end of the six months, the team that had truly changed their behavior and changed the way that they interacted and engaged with customers actually delivered seven times the pipeline that the other team did. Then we tried to start actually, beyond manually tracking opportunities having come from social selling, we got things set up in the CRM so that the reps could flag “this came through social selling”. Then, having that data was great. By 2016, we had a huge amount of pipeline and revenue that was attributed to social selling. But what we kind of came to the conclusion at the end of that was the fact that we have this large number, but that only means that people are clicking a flag. It doesn’t really mean that we have truly changed the behavior and the way that our reps are actually going about their business. In 2017, we started working on the next phase of our measurement. Now, we have those key indices dashboard and the key indices cover kind of the main eight things that any sales manager would be tracking: days to close, acceleration rates, volume, value of deals, volume of the opportunities, and then the value of revenue closed on those deals, all those kinds of things. What we’ve been able to do is take those opportunities that were flagged as social selling in our CRM system and track those. Then, compare them to deals that were not flagged as social selling, and we see the true impact of what changing your behavior truly is. SS: It sounds like you guys have definitely moved up the maturity curve by way of being able to measure your impact. That’s very cool to hear. I want to shift gears a little bit. At the Sales Enablement Soirée last fall, you had discussed using different tools and strategies to personalize engagement and obviously that’s really important in today’s selling. How should sales enablement practitioners go about selecting the right personalization tactics for different moments of the buyer’s journey? KB: I think this is where listening really comes in because personalization can be as little as adding a salutation or a first name to an email, and as deep as truly understanding your customer. And I saw Gary Vaynerchuk talk about this actually a while ago where he discovered that one of his customers liked a particular hockey player and so sent him a hockey jersey with that player’s name on the back. That’s personalization. I think that you have to truly listen, you really have to understand your customer, understand the context of the role that they’re in and the industry that they’re in, and be able to flip that understanding into actually engaging with them in the right way at the right time, and knowing exactly what’s going to drive that for them. Gary’s example is pretty high-end and not everybody has that kind of spare cash lying around to be able to do those kinds of things for everyone that they are trying to interact with. However, you can do that in very small ways, by truly understanding them, knowing things about them. Everybody likes to talk about themselves, and by asking those questions about them and truly making it about the customer and not yourself, that is where I think the personalization lies. SS: I think you’re absolutely right and I think that’s why social is so critical to selling these days. It’s because social channels allow sellers to actually get that peek into how to personalize it because people tend to put online a lot of information around their personal preferences, their skills, their interests, the groups that they’re involved in. The deeper a rep can dive, the more personalized they can be. KB: Absolutely. And I just think it really comes down to listening. Not a lot of people talk about listening as a key component of digital selling, but I honestly think it is one of the foundational pieces that you need to have in your toolkit. SS: Absolutely. You also spoke of the subject of measuring customer sentiment and using that data to guide your engagement best practices. What are some of the ways in which you’ve seen teams successfully leverage that information in your sales enablement efforts? KB: I think this is where customer experience comes in and truly understanding and it again comes back to listening, I truly believe. Again, after the sale or after you’ve had an interaction with that customer, listening to the kinds of things like, did you share perhaps something that made them think about a particular topic and then the next day or two, you see them actually share something perhaps related to that point you made in the meeting? And understanding those things can help you to really carve out that very, very personalized customer experience for your prospect. SS: I couldn’t agree more. I would like to pivot a little bit now and start talking about marketing because I think that that’s a unique angle to your respective role at SAP, the fact that you are not only enabling sales reps on digital selling, but you are also enabling marketers on digital marketing. I would love to understand what that program looks like with your marketing team. KB: It is quite large. Of course, we have about 2,000 marketers around the world and varying degrees of digital understanding. So, what we’re doing is really trying to start with the foundational elements of digital marketing and build on that. We are trying to offer some really deep dives into the various topic or focus areas of digital marketing and things like email marketing and/or SEO, data and analytics, social media marketing. Social media marketing is one of those things that a lot of people know a little about, and we really want to help our marketers be professionals at social media marketing and give everyone in the organization the opportunity to have that knowledge and that background. And then apply it to our marketing. Of course, we’re going through a marketing transformation at SAP and how do we do that? We start by truly delivering a training enablement program that will not only give them the education, it will allow them then to apply that education to some real-life scenarios through apprenticeship and coaching models. Then, they also have the opportunity to be recognized for the business impact that they are delivering, for new, innovative programs that they are running, and that kind of thing. So, we have that full scope of enablement. If you think about what I’ve done with digital selling, having training and enablement starts with here’s some e-learning you can take, then here’s some in-person sessions that you can take, and then we have coaches that sit with them as they actually start to engage with their customers online. Then, having recognition for what they’re doing and truly measuring the impact of what we’ve done. Those same concepts apply to marketing no matter what kind of enablement program you’re running. So, we’re essentially doing the same thing. We’re starting with delivering some training and then allowing them to apply it with some coaching and partnership models in place that allow them to perhaps fail a little bit and then learn from those mistakes, recognize the successes, and measure the outcomes. SS: And you mentioned that SAP is going through a marketing transformation. I would like to talk about that a little bit because I think any time an organization is going through any transformation, whether it be on the marketing side or the sales side, I think enablement becomes an absolutely fundamental role for the organization. I would love to get your perspective in how the organization has really leaned on enablement to successfully roll out a lot of the transformation initiatives that it’s tackling. KB: I think one of the biggest pieces, which is probably why I have these projects or programs is because change management is so key to an enablement program, right? Making sure that people understand what’s coming, tell them again what’s coming, let them actually experience what’s coming, and then see the impact so that they truly understand this is not something I did just because management said I had to, this is truly having an impact on the business. At the very beginning of your change management process, success stories, whether they’re from internal or external sources, become the key driver for that change. Then, as you start to go through the change process, collecting more and more of those internal success stories helps to drive even more change and it spreads across the organization. Getting people to buy-in, in the beginning, is a little bit more difficult. The more people that you get to buy into that change, that transformation and then building out that success story library and having people be able to say, “I want that to be me”, or “that fits exactly with what I’m trying to do”. Then, if people can truly connect with something that you’re trying to change, making it feel like it’s their own, then you can drive more and more change in the organization. One of the things that has helped us to be successful is not only getting commitment from leadership at the very beginning to actually run a pilot or to run the program, but to have that continuous leadership commitment shown throughout the program. So, in our all-hands call, I think part of the reason that we see such high numbers on a bi-monthly basis – that’s a thousand people coming to a call, and sometimes it’s at the end of the quarter or towards the end of the month, just the way that schedules work out – is because we actually have our executive sponsors come to that call and they only talk for two or three minutes. But from the sales and marketing side, we have our executive sponsors come and they talk about how important this is to SAP, how important this is to our SAP One Team, and why it’s so important, and get people rallied again as to why they need to be continuing on with changing their behaviors. SS: Thanks for listening. For more insights, tips and expertise from sales enablement leaders, visit salesenablement.pro. If there is something you would like to share or a topic you want to know more about, let us know. We would love to hear from you.

The buzz: AI is now the most in-demand tool in the media market…According to a report, viewers are 85 percent more likely to buy a product after watching a video…The technology is making things easier. Even giants like YouTube and Netflix have adapted to AI for better user experience…From data analytics to filming, this revolutionary technology is changing the way [the] video industry used to work” (Akash Deep, HackerNoon.com). Cameras! Lights! Action! We'll speak with Jesse Ariss at Vidyard, Matthew Trushinski at Miovision, and Kirsten Boileau and Charrele Robinson-Brown at SAP. Join us for The Future of AI and Your Videos: Coolness Beyond Cute Cats.

The buzz: AI is now the most in-demand tool in the media market…According to a report, viewers are 85 percent more likely to buy a product after watching a video…The technology is making things easier. Even giants like YouTube and Netflix have adapted to AI for better user experience…From data analytics to filming, this revolutionary technology is changing the way [the] video industry used to work” (Akash Deep, HackerNoon.com). Cameras! Lights! Action! We'll speak with Jesse Ariss at Vidyard, Matthew Trushinski at Miovision, and Kirsten Boileau and Charrele Robinson-Brown at SAP. Join us for The Future of AI and Your Videos: Coolness Beyond Cute Cats.

The buzz: “Using Instagram in B2B marketing actually isn't a bad idea” (komarketing.com). If your business is unsure about which social channels to focus on, here's the scoop. “When most B2B marketers think of Instagram, they may think of teenagers or millennials who are using it to post photos about their lives...a 2017 Marketing Profs infographic reports that Instagram is the fastest growing platform for B2B marketers... actually has the highest engagement rate...” Is Instagram right for you? The experts speak. Vanessa Baker, Tribal Impact: “Speak your truth quietly and clearly; and listen to others, even to the dull and the ignorant; they too have their story” (Desiderata). Kirsten Boileau, SAP: “We cannot live only for ourselves. A thousand fibers connect us with our fellow men” (Herman Melville). Charrele Robinson-Brown, SAP: “You can't cross the sea merely by standing and staring at the water” (Rabindranath Tagore). Join us for Insider Secrets: Instagram for B2B Social Selling.

The buzz: “Using Instagram in B2B marketing actually isn't a bad idea” (komarketing.com). If your business is unsure about which social channels to focus on, here's the scoop. “When most B2B marketers think of Instagram, they may think of teenagers or millennials who are using it to post photos about their lives...a 2017 Marketing Profs infographic reports that Instagram is the fastest growing platform for B2B marketers... actually has the highest engagement rate...” Is Instagram right for you? The experts speak. Vanessa Baker, Tribal Impact: “Speak your truth quietly and clearly; and listen to others, even to the dull and the ignorant; they too have their story” (Desiderata). Kirsten Boileau, SAP: “We cannot live only for ourselves. A thousand fibers connect us with our fellow men” (Herman Melville). Charrele Robinson-Brown, SAP: “You can't cross the sea merely by standing and staring at the water” (Rabindranath Tagore). Join us for Insider Secrets: Instagram for B2B Social Selling.

The buzz: “There are loads of studies which show that marketers struggle with measuring ROI from social media” (David Moth). If you're the designated social selling results “bean counter” for your company, the standardization of digital performance metrics will give you relief. How? You'll be able to measure the business impact of all digital selling performance across the organization and provide timely feedback to reinforce what's working vs what can be improved or eliminated. The experts speak. Mark Hunter, The Sales Hunter: “You don't have to be great at something to start, but you have to start to be great at something” (Zig Ziglar). Scott Santucci, Social Enablement Society: “A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty” Sir (Winston Churchill). Marco Cai, SAP: “If you want to live a happy life, tie it to a goal, not to people or things (Einstein). Join us for Social Sellers' Playbook: Making It Count – Part 2.

The buzz: “There are loads of studies which show that marketers struggle with measuring ROI from social media” (David Moth). If you're the designated social selling results “bean counter” for your company, the standardization of digital performance metrics will give you relief. How? You'll be able to measure the business impact of all digital selling performance across the organization and provide timely feedback to reinforce what's working vs what can be improved or eliminated. The experts speak. Mark Hunter, The Sales Hunter: “You don't have to be great at something to start, but you have to start to be great at something” (Zig Ziglar). Scott Santucci, Social Enablement Society: “A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty” Sir (Winston Churchill). Marco Cai, SAP: “If you want to live a happy life, tie it to a goal, not to people or things (Einstein). Join us for Social Sellers' Playbook: Making It Count – Part 2.

The buzz: “The qualities that make Twitter seem inane and half-baked are what makes it so powerful” (Jonathan Zittrain). If your business is reviewing social media channels to determine where to focus your people and time, you may be dismissing Twitter as not a serious tool. Facebook has the most users. LinkedIn is for serious professionals. Twitter is in-between. Per the American Press Institute, 79% of its members use Twitter to get the news, 36% to pass the time, and 19% to network. But 19% doesn't mean you should omit Twitter as a social selling tool. The experts speak. Sarah Goodall, Tribal Impact: “Success is walking from failure to failure with no loss of enthusiasm” (Winston Churchill). Kirsten Boileau, SAP: “One of my favorite things is to have a three-hour conversation over coffee with someone” (Andy Grammer). Michael LaBate, SAP: “The heart, like the stomach, wants a varied diet” (Gustave Flaubert). Join us for Insider Secrets: Twitter for Social Selling – Part 2.

The buzz: “The qualities that make Twitter seem inane and half-baked are what makes it so powerful” (Jonathan Zittrain). If your business is reviewing social media channels to determine where to focus your people and time, you may be dismissing Twitter as not a serious tool. Facebook has the most users. LinkedIn is for serious professionals. Twitter is in-between. Per the American Press Institute, 79% of its members use Twitter to get the news, 36% to pass the time, and 19% to network. But 19% doesn't mean you should omit Twitter as a social selling tool. The experts speak. Sarah Goodall, Tribal Impact: “Success is walking from failure to failure with no loss of enthusiasm” (Winston Churchill). Kirsten Boileau, SAP: “One of my favorite things is to have a three-hour conversation over coffee with someone” (Andy Grammer). Michael LaBate, SAP: “The heart, like the stomach, wants a varied diet” (Gustave Flaubert). Join us for Insider Secrets: Twitter for Social Selling – Part 2.

The buzz: “…it's clear that AI (and robotics) will change the face of sales” (www.i-scoop.eu/). Reality check: Buying and selling have changed dramatically in the Digital Age. Traditional sales methodologies will not work the way they used to. How to solve this selling dilemma? Picture this: The world of digital leaves data-point breadcrumbs of a buyer's behavior. The world of AI never gives up, never sleeps, never errs, never misses opportunities. When these worlds collide, their synergy could solve your challenges. The experts speak. Mario Martinez, Jr., Vengreso: “Don't persuade, defend or interrupt. Be curious, be conversational, be real. And listen (Elizabeth Lesser). Paul Teshima, Nudge.ai: “No stop signs, speed limit, nobody's going to slow me down” (AC/DC). Kirsten Boileau, SAP: “Start by doing what's necessary; then do what's possible; and suddenly you are doing the impossible” (Francis of Assisi). Join us for Digital Sales Meets AI: Two Worlds Colliding – Part 2.

The buzz: “…it's clear that AI (and robotics) will change the face of sales” (www.i-scoop.eu/). Reality check: Buying and selling have changed dramatically in the Digital Age. Traditional sales methodologies will not work the way they used to. How to solve this selling dilemma? Picture this: The world of digital leaves data-point breadcrumbs of a buyer's behavior. The world of AI never gives up, never sleeps, never errs, never misses opportunities. When these worlds collide, their synergy could solve your challenges. The experts speak. Mario Martinez, Jr., Vengreso: “Don't persuade, defend or interrupt. Be curious, be conversational, be real. And listen (Elizabeth Lesser). Paul Teshima, Nudge.ai: “No stop signs, speed limit, nobody's going to slow me down” (AC/DC). Kirsten Boileau, SAP: “Start by doing what's necessary; then do what's possible; and suddenly you are doing the impossible” (Francis of Assisi). Join us for Digital Sales Meets AI: Two Worlds Colliding – Part 2.

The buzz: “The golden rule for every business man is this: 'Put yourself in your customer's place” [Orison S. Marden]. Yes, the rule still applies in our Age of Social Selling. Do you stalk prospects to get in their Facebook newsfeed vs. being a patient buying journey advisor? Tune in for our ongoing discussion of social behavior do's and don'ts. The experts speak. Viveka von Rosen, Vengreso: ‘Leadership is not about men in suits. It is a way of life for those who know who they are and are willing to be their best to create the life they want to live” (K. Schafer) Barbara Giamanco, Social Centered Selling: “Behavior is the mirror in which everyone shows their image” (Johann W. von Goethe). Charrele Robinson-Brown, SAP: “A brand is the set of expectations, stories, memories and relationships, that taken together account for a customer's decision to choose one product or service over another” (S. Godin). Join us for Mind Your Manners: Social Selling Etiquette and The Golden Rule–Part 4.

The buzz: “The golden rule for every business man is this: 'Put yourself in your customer's place” [Orison S. Marden]. Yes, the rule still applies in our Age of Social Selling. Do you stalk prospects to get in their Facebook newsfeed vs. being a patient buying journey advisor? Tune in for our ongoing discussion of social behavior do's and don'ts. The experts speak. Viveka von Rosen, Vengreso: ‘Leadership is not about men in suits. It is a way of life for those who know who they are and are willing to be their best to create the life they want to live” (K. Schafer) Barbara Giamanco, Social Centered Selling: “Behavior is the mirror in which everyone shows their image” (Johann W. von Goethe). Charrele Robinson-Brown, SAP: “A brand is the set of expectations, stories, memories and relationships, that taken together account for a customer's decision to choose one product or service over another” (S. Godin). Join us for Mind Your Manners: Social Selling Etiquette and The Golden Rule–Part 4.

Subscribe to Social Business Engine Apple Podcasts | Stitcher | Google Play What is the real ROI of social selling in a global company like SAP? With social selling still being relatively new, it’s hard to tell because there are few baseline standards to compare against. But the SAP team is creating innovative ways to measure social selling. The theme of this fifth and final episode of this UpClose series is how SAP is measuring Social Selling ROI. You’ll hear from Kirsten Boileau - Global Head of Regional Engagement & Social Selling Michael Labate - Head of Program Development & Operations for Social Selling, and Arif Johari (AJ) - Global Head of Communication and, Social Selling for SAP. SAP is the market leader in enterprise application software, priding itself on helping you streamline your processes, giving you the ability to use live data to predict customer trends. SAP has embraced social selling to enable its global sales team to engage with customers more effectively. This podcast series and companion case study explains how SAP is scaling social selling across the enterprise. SAPs 3 Pronged Approach To Assessing Social Selling ROI So far, it’s been difficult to measure the direct ROI of social selling in most companies. The data and knowledge of how to assess social selling efforts simply haven't existed. But at SAP, that's no longer the case. They have determined 3 key indicators that enable them to assess the effort sales teams are making in social selling. First, is the SSI or Social Selling Index provided through LinkedIn Sales Navigator. It enables the leaders to assess the levels of activity salespeople are engaging in on social. Second is the issue of attribution, an attempt at assessing how the salespeople are attributing their lead generation and pipeline activity to their social behaviors. And finally, SAPs leadership is considering the value metrics behind the sales pipeline and revenue, things such as conversion rates, acceleration rates, and run rates. Combined, this 3 pronged approach to measuring the ROI of social selling gives SAP a clearer picture of what's happening. Be sure you listen to hear how SAP is setting the standard for the measurement of social selling ROI. Social Selling Behaviors Are The Key To Assessing Social Selling ROI Because the way B2B buyers make purchase decsions has changed - and much of that change revolves around social media or digital activity - the way sales success is measured has to change as well. Rather than assessing numbers of calls and appointments made, criteria have to be determined to show what's happening via the connections made through social. Companies need to know whether sellers are achieving better or worse numbers when social selling behaviors are involved. SAP is on the cutting edge of assessing social selling ROI. The company's leadership teams are trying to understand the issue of causation between social sales behaviors and sales success, not just correlations between the two. Listen to learn more of how SAPs team is assessing the impact of social behaviors on deal size, win/close rates, and lost and discontinued leads. An Effective Internal Communication Strategy Keeps SAPs Social Selling Success Rolling In any sales program, success stories need to be told - especially to those key stakeholders who have a vested interest in the sales program. These might be Executives, Sales Trainers & Program Managers, or the Trainees themselves. When the training efforts and sales approaches being used are shown to be successful, everyone is motivated to be a part of the program because they can see that it's working. The SAP team's internal communication strategy includes bi-monthly calls between departments where those featured in the company’s social selling success stories are publically rewarded and recognized, and where data is shared to show how sales are increasing as a result of social selling. Good communication about the ROI of the social selling program keeps SAPs marketing and sales teams moving forward with confidence and motivation. A New Approach To Measurement Using Social Selling Key Indices Now that social selling has been around for a few years, successful companies need to discover better ways to measure its effectiveness. This will enable the leadership to train social selling behaviors that are proven to really work. The SAP sales teams have created their own ways of measuring social selling success through using indexes as a comparison for sales performance. These Social Selling Key Indices give salespeople an idea of how they perform compared to the indexes in categories like sales conversions, speed to close, average deal size, and more. Those who are found to be underperforming those indexes are provided additional training and support. The sellers who are overperforming the indexes are asked to share what they are doing so others can learn, grow, and become more successful. Learn more about SAPs innovative Social Selling Indices approach, on this episode. Featured on This Episode SAP Kirsten Boileau on Twitter: @kirstenboileau Kirsten Boileau on LinkedIn Michael Labate on Twitter: @michealnlabate Michael Labate on LinkedIn Arif Johari on Twitter: @arifjohariali Arif Johari on LinkedIn Outline of This Episode [1:00] The means SAP uses to measure ROI of social selling [5:24] Reassessing the things to evaluate to get a good view of ROI on social selling [7:21] Measuring social selling efforts on a deeper level [12:40] The communication strategy for sharing the success stories internally [17:41] A specific approach to measurement at SAP in 2018 [23:36] The future outlook for social selling and digital sales transformation Resources & People Mentioned Be sure to download the case study that accompanies the podcast series - Social Business Journal Volume 11. It weaves together the narrative of social selling success factors at SAP. It’s available for download, ungated here. Grab your copy of “Savvy Social Selling the SAP Way” (there’s no form fill required) LinkedIn Sales Navigator The Selling With Social Podcast with Vengreso CEO, Mario Martinez, Jr Connect With Bernie and Social Business Engine https://www.facebook.com/socialbusinessengine/ https://www.linkedin.com/in/bernieborges/ https://twitter.com/bernieborges https://twitter.com/sbengine   SAP is the market leader in enterprise application software, priding itself on helping you streamline your processes, giving you the ability to use live data to predict customer trends. SAP has embraced social selling to enable its global sales team to engage with customers more effectively. This podcast series and companion case study explains how SAP is scaling social selling across the enterprise.  

The buzz: “…it's clear that AI (and robotics) will change the face of sales” (www.i-scoop.eu/). Reality check: Buying and selling have changed dramatically in the Digital Age. Outreach to today's buyer is more difficult using traditional sales methodologies. Where to turn? Hint: The world of digital leaves data point breadcrumbs of a buyer's behavior. The world of AI never gives up, sleeps, or misses opportunities. When these worlds collide, can their synergy boost your sales? The experts speak. Mario Martinez, Jr., Vengreso: “Good, better, best. Never let it rest. ‘Til your good is better and your better is best (1897). Kirsten Boileau, SAP: “The most difficult thing is the decision to act, the rest is merely tenacity” (Amelia Earhart). Paul Teshima, Nudge.ai: “Clear eyes, full hearts, can't lose” (Friday Night Lights). Alex Terry, Conversica: “The best way to predict the future is to create it” (Peter Drucker). Join us for Digital Sales Meets AI: Two Worlds Colliding.

The buzz: “…it's clear that AI (and robotics) will change the face of sales” (www.i-scoop.eu/). Reality check: Buying and selling have changed dramatically in the Digital Age. Outreach to today's buyer is more difficult using traditional sales methodologies. Where to turn? Hint: The world of digital leaves data point breadcrumbs of a buyer's behavior. The world of AI never gives up, sleeps, or misses opportunities. When these worlds collide, can their synergy boost your sales? The experts speak. Mario Martinez, Jr., Vengreso: “Good, better, best. Never let it rest. ‘Til your good is better and your better is best (1897). Kirsten Boileau, SAP: “The most difficult thing is the decision to act, the rest is merely tenacity” (Amelia Earhart). Paul Teshima, Nudge.ai: “Clear eyes, full hearts, can't lose” (Friday Night Lights). Alex Terry, Conversica: “The best way to predict the future is to create it” (Peter Drucker). Join us for Digital Sales Meets AI: Two Worlds Colliding.

The buzz: Welcome to 2018! If your #1 business wish is to know what 2018 holds for your company, your industry and the world, we've got the next best thing. We're bringing you predictions from 70 thought leaders about the technologies, strategies, and trends that can help you grow and compete in 2018 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for SAP Game-Changers Radio 2018 Predictions–Part 4 live. And mark your calendar for Jan. 17 [Part 5]. All episodes will be available on-demand. You'll hear from Amit Rustagi, Western Digital; Tom Raftery, SAP; Frank D. Geisler, ERPsourcing AG; Kirsten Boileau, SAP; Chandran Saravana, SAP; Bill Powell, ARI Fleet; Michele Hovet, KSM Consulting; Roger Quinlan, SAP; Nathan Ott, The GC Index®; Cara DeGraff, Vistex; Vanessa Edmonds, TMG Consulting; David Den Boer, Column5 Consulting; Windie Wilson, SAP; Brian Katz, VMware; David Parrish, SAP. Happy New Year from SAP Game-Changers Radio!

The buzz: Welcome to 2018! If your #1 business wish is to know what 2018 holds for your company, your industry and the world, we've got the next best thing. We're bringing you predictions from 70 thought leaders about the technologies, strategies, and trends that can help you grow and compete in 2018 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for SAP Game-Changers Radio 2018 Predictions–Part 4 live. And mark your calendar for Jan. 17 [Part 5]. All episodes will be available on-demand. You'll hear from Amit Rustagi, Western Digital; Tom Raftery, SAP; Frank D. Geisler, ERPsourcing AG; Kirsten Boileau, SAP; Chandran Saravana, SAP; Bill Powell, ARI Fleet; Michele Hovet, KSM Consulting; Roger Quinlan, SAP; Nathan Ott, The GC Index®; Cara DeGraff, Vistex; Vanessa Edmonds, TMG Consulting; David Den Boer, Column5 Consulting; Windie Wilson, SAP; Brian Katz, VMware; David Parrish, SAP. Happy New Year from SAP Game-Changers Radio!

The buzz: “You'll be in trouble quickly if you assume your only–or biggest–competition looks exactly like you” (Paige Leidig). All brands operate in a competitive global environment. Some prefer to ignore the competition. Others are obsessed, using under the radar” spying to track other players. If traditional wisdom still holds–that strong knowledge about competitors' strengths and weaknesses positions you to make smart marketing strategy decisions–then it's time to add social media to your competitive info-gathering toolkit. The experts speak. Frank D. Geisler, ERPsourcing: “Don't play the saxophone–let it play you” (Charlie Parker). Simon Deschênes, Oak3s: “If you have everything under control, you're not moving fast enough (Mario Andretti). Kirsten Boileau, SAP: “If I had no competitors, I would be lazy, incompetent and inattentive…I salute my competitors...They make and keep me strong” (Paul Lee Tan). Join us for Modern Competitive Analysis: Remember Social Media – Part 2.

The buzz: “You'll be in trouble quickly if you assume your only–or biggest–competition looks exactly like you” (Paige Leidig). All brands operate in a competitive global environment. Some prefer to ignore the competition. Others are obsessed, using under the radar” spying to track other players. If traditional wisdom still holds–that strong knowledge about competitors' strengths and weaknesses positions you to make smart marketing strategy decisions–then it's time to add social media to your competitive info-gathering toolkit. The experts speak. Frank D. Geisler, ERPsourcing: “Don't play the saxophone–let it play you” (Charlie Parker). Simon Deschênes, Oak3s: “If you have everything under control, you're not moving fast enough (Mario Andretti). Kirsten Boileau, SAP: “If I had no competitors, I would be lazy, incompetent and inattentive…I salute my competitors...They make and keep me strong” (Paul Lee Tan). Join us for Modern Competitive Analysis: Remember Social Media – Part 2.

The buzz: “79% of sales people that use social media outsell their peers” [Forbes]. Social selling is at a tipping point, “that magic moment when an idea, trend, or social behavior crosses a threshold, tips, spreads like wildfire” (Malcolm Gladwell). It is impacting how sales and marketing teams collaborate, do business and engage customers. But the laggards – organizations just now joining the social bandwagon – are in “reactive” instead of “proactive” mode. How can they incorporate social selling into their company's DNA? The experts speak. Brynne Tillman, Vengreso: “Social does not take the place of a handshake, but it turns a handshake into a hug” (Brian Fanzo). Mario Martinez Jr., Vengreso: “Just remember, you can't climb the ladder of success with your hands in your pockets” (Arnold Schwarzenegger). Kirsten Boileau, SAP: “There's a way to do it better – find it” (Thomas Edison). Join us for Social Selling at the Tipping Point – Part 2.

The buzz: “79% of sales people that use social media outsell their peers” [Forbes]. Social selling is at a tipping point, “that magic moment when an idea, trend, or social behavior crosses a threshold, tips, spreads like wildfire” (Malcolm Gladwell). It is impacting how sales and marketing teams collaborate, do business and engage customers. But the laggards – organizations just now joining the social bandwagon – are in “reactive” instead of “proactive” mode. How can they incorporate social selling into their company's DNA? The experts speak. Brynne Tillman, Vengreso: “Social does not take the place of a handshake, but it turns a handshake into a hug” (Brian Fanzo). Mario Martinez Jr., Vengreso: “Just remember, you can't climb the ladder of success with your hands in your pockets” (Arnold Schwarzenegger). Kirsten Boileau, SAP: “There's a way to do it better – find it” (Thomas Edison). Join us for Social Selling at the Tipping Point – Part 2.

The buzz: “We don't even know If a salesperson replying to us in real-time in the year 2020 would be a human or a robot…AI has already penetrated into our lives with or without our consent” (Mehreen Siddiqua). AI is changing business in ways not seen since the Industrial Revolution, says Accenture. But when we apply AI technologies to human interactions, particularly in B2B Social Selling, will it add value for modern B2B salespeople? The experts speak. Bernie Borges, Vengreso: “The secret to success is good leadership…making the lives of your team members or workers better” (Tony Dungy). Tim Hughes, Digital Leadership Associates: Sometimes it is the people no one imagines anything of who do the things that no one can imagine (Alan Turing). Kirsten Boileau, SAP: “As more and more artificial intelligence is entering into the world, more and more emotional intelligence must enter into leadership” (Amit Ray). Join us for Social Selling and AI: New Frontier or Pricey Gimmick? Part 2.

The buzz: “We don't even know If a salesperson replying to us in real-time in the year 2020 would be a human or a robot…AI has already penetrated into our lives with or without our consent” (Mehreen Siddiqua). AI is changing business in ways not seen since the Industrial Revolution, says Accenture. But when we apply AI technologies to human interactions, particularly in B2B Social Selling, will it add value for modern B2B salespeople? The experts speak. Bernie Borges, Vengreso: “The secret to success is good leadership…making the lives of your team members or workers better” (Tony Dungy). Tim Hughes, Digital Leadership Associates: Sometimes it is the people no one imagines anything of who do the things that no one can imagine (Alan Turing). Kirsten Boileau, SAP: “As more and more artificial intelligence is entering into the world, more and more emotional intelligence must enter into leadership” (Amit Ray). Join us for Social Selling and AI: New Frontier or Pricey Gimmick? Part 2.

The buzz: “We have to remember social over selling” (Viveka Von Rosen). “[Social networking risks]…Trickier to manage are lapses of etiquette, tone and consistency” (Barbara Giamanco and Kent Gregoire). The Golden Rule – “Do to others what you want them to do to you” – still applies in our digital world. Pop quiz for social sellers: Are you aggressively pursuing prospects, inundating them with your ads and trying to get into their newsfeed? Stop! It's time to “play nice” in the digital sandbox by serving as a listener, advisor and partner in their buying process. The experts speak. Kirsten Boileau, SAP: “Your customer doesn't care how much you know, until they know how much you care” (Damon Richards). Hilary Carter, InTune Communications: “A fool with a tool is still a fool” (Grady Booch). Julio Viskovich, rFactr: “Saying hello doesn't have ROI. It's about building relationships” (Gary “Vee” Vaynerchuk). Join us for Social Selling and the Golden Rule: Manners Still Matter!

The buzz: “We have to remember social over selling” (Viveka Von Rosen). “[Social networking risks]…Trickier to manage are lapses of etiquette, tone and consistency” (Barbara Giamanco and Kent Gregoire). The Golden Rule – “Do to others what you want them to do to you” – still applies in our digital world. Pop quiz for social sellers: Are you aggressively pursuing prospects, inundating them with your ads and trying to get into their newsfeed? Stop! It's time to “play nice” in the digital sandbox by serving as a listener, advisor and partner in their buying process. The experts speak. Kirsten Boileau, SAP: “Your customer doesn't care how much you know, until they know how much you care” (Damon Richards). Hilary Carter, InTune Communications: “A fool with a tool is still a fool” (Grady Booch). Julio Viskovich, rFactr: “Saying hello doesn't have ROI. It's about building relationships” (Gary “Vee” Vaynerchuk). Join us for Social Selling and the Golden Rule: Manners Still Matter!

The buzz: “We just have a way of getting ourselves into hot water” (Carl Wilson, The Beach Boys). How Social Selling is conducted and how a brand is portrayed in social media – whether undertaken by the PR department, sales force or an individual worker in a large company, or by a small enterprise or a new start-up entrepreneur – can have big ramifications for the company, good and bad. If you're not paying attention to the lurking pitfalls related to how you can contact prospects, what you can convey, and how to properly use company intellectual property assets, tune in and take notes! The experts speak. Renée L. Duff, Esq.: “Success is the progressive realization of a worthy goal or ideal” (Earl Nightingale). Peter Hoppenfeld, Attorney At Law: “When you see a fork in the road, take it” (Yogi Berra). Kirsten Boileau, SAP: “The best way to predict the future is to create it” (Peter Drucker). Join us for Social Selling, Social Media and The Law: How's Your Brand Doing?

The buzz: “We just have a way of getting ourselves into hot water” (Carl Wilson, The Beach Boys). How Social Selling is conducted and how a brand is portrayed in social media – whether undertaken by the PR department, sales force or an individual worker in a large company, or by a small enterprise or a new start-up entrepreneur – can have big ramifications for the company, good and bad. If you're not paying attention to the lurking pitfalls related to how you can contact prospects, what you can convey, and how to properly use company intellectual property assets, tune in and take notes! The experts speak. Renée L. Duff, Esq.: “Success is the progressive realization of a worthy goal or ideal” (Earl Nightingale). Peter Hoppenfeld, Attorney At Law: “When you see a fork in the road, take it” (Yogi Berra). Kirsten Boileau, SAP: “The best way to predict the future is to create it” (Peter Drucker). Join us for Social Selling, Social Media and The Law: How's Your Brand Doing?

Kirsten Boileau, Director of Digital Innovations at SAP is leading the charge to take social selling to the next level for SAP sales professionals. SAP employs more than 30,000 salespeople globally. Through social selling training and enablement delivered at scale, the impact on the business has been very positive. In this podcast episode, Kirsten discusses the role of social selling in SAP's B2B sales environment. Tune in to hear a couple of inspiring success stories and to find out how Kirsten is focused on Training and Enablement to scale social selling at SAP. View the show notes page: http://www.socialbusinessengine.com/podcasts/how-sap-scales-social-selling

The buzz: “Trust, but verify.” (Ronald Reagan) Social Selling is real - now! How do we know? The numbers. Sales people not using social media missed quota 15% more often than peers who do (Hubspot). Directors with SSI 70 were promoted 1.6X faster to VP than those with SSI 30 in the past two years (LinkedIn profile data). Sounds great, but you may still need to convince your entire sales organization to internalize and adopt a new selling and engagement strategy. How? The right training and follow-up programs. The experts speak. Barbara Giamanco, Social Centered Selling: “Strategy without tactics is the slowest route to victory, tactics without strategy is the noise before defeat” (Sun Tsu). Mario M. Martinez Jr., M3Jr Growth Strategies: “What got you here, won't get you there” (Marshall Goldsmith). Kirsten Boileau, SAP: “Human behavior flows from three main sources: desire, emotion, and knowledge” (Plato). Join us for Social Selling Adoption: How to Make It Happen – Part 2.

The buzz: “Trust, but verify.” (Ronald Reagan) Social Selling is real - now! How do we know? The numbers. Sales people not using social media missed quota 15% more often than peers who do (Hubspot). Directors with SSI 70 were promoted 1.6X faster to VP than those with SSI 30 in the past two years (LinkedIn profile data). Sounds great, but you may still need to convince your entire sales organization to internalize and adopt a new selling and engagement strategy. How? The right training and follow-up programs. The experts speak. Barbara Giamanco, Social Centered Selling: “Strategy without tactics is the slowest route to victory, tactics without strategy is the noise before defeat” (Sun Tsu). Mario M. Martinez Jr., M3Jr Growth Strategies: “What got you here, won't get you there” (Marshall Goldsmith). Kirsten Boileau, SAP: “Human behavior flows from three main sources: desire, emotion, and knowledge” (Plato). Join us for Social Selling Adoption: How to Make It Happen – Part 2.

Stop hunting for the latest and greatest social selling tool. Social selling isn’t about a tool. It’s about matching your selling behavior with the new buyer journey, and changing the behavior of an entire organization is no easy feat. In this episode Kirsten Boileau, Director of SAP Experience, unpacks how to build, deliver, and scale a social selling training program in your sales organization.