Must read Sales Enablement tweets

In case you don’t follow me on twitter @SalesEnablement the following retweets might be of interest to you:

Emely Abbey ‏ @EarlyStageNQE

Companies with Mature Sales Enablement Programs Witnessing 15+ Percent Annual Growth Rates

Paola Norambuena ‏ @panoram

Only 25% of companies actively listen to, and respond to, what consumers say about them. @jeffmancini

@Onboardly

An #Interview With @AprilDunford, #Blogger …

Scott Santucci ‏ @scottsantucci

Q&A with Tamara Schenk @tamaraschenk, VP of #SalesEnablement, T-Systems. #Forrester #Blogs

@corpv

ReTooling #Sales Enablement Tools: Make the Selling Simpler via CRM Magazine destinationcrm.com

dgriesman ‏ @dgriesman

always fun 2 discover: RT @stevekeifer: Shadow marketing: rogue content creation by sales teams outside of corp/product marketing

@fisiononline

“By 2017, a #CMO will spend more on #IT than the #CIO”; says #Gartner Group. #marketing #enterprise #technology

@forrester

From Sales Enablement Forum: 86% of B2B buyers report sourcing information independent of interactions with vendor sales

@JRSilber

Daniel West, Informatica: “18 months ago, sales enablement was nice to have, now it is recognized as a must have.”

@JasonAndersson

#IDC Directions: Sales enablement is marketing’s job # 1.

@julianng

Sales enablement in 2012: Buying cycle now 19 months for big-ticket IT purchases, expanded by 2 months in 2011.

Social Media Marketing for SMBs

This post is a must read for SMBs who don’t have a Social Media Marketing strategy yet:
10 Small Business Social Media Marketing Tips by Ross Kimbarovsky, from October 28th, 2009.

The following is only the introduction. Read the 10 tips and leave your comment here.

“[…] Capacity – especially to plan and execute effective marketing strategies – is a big challenge for every small business. In this post, I’ll offer 10 suggestions for how small businesses can supercharge their marketing efforts by leveraging social media. For each suggestion, I will discuss a basic strategy – for those who simply want to get their toes wet, as well as anadvanced strategy – for those who want to spend a bit more time and go a bit deeper in their social media marketing efforts. These tips are based on my experience leveraging social media marketing for my company, crowdSPRING.

I suggest you begin by outlining clear goals for your social media marketing efforts and figuring out how you’ll measure success. Once you’ve outlined your goals, let’s look at 10 great ways you can begin to leverage social media for your marketing efforts.

[…]”

Social Media Trends for 2010

HarvardBusiness.org blog post ‘Six Social Media Trends for 2010’ by David Armano (@armano) from November 2, 2009:

“In 2009 we saw exponential growth of social media. According to Nielsen Online, Twitter alone grew 1,382% year-over-year in February, […] In 2010, social media will get even more popular, more mobile, and more exclusive — at least, that’s my guess. What are the near-term trends […]:

1. Social media begins to look less social
With groups, lists and niche networks becoming more popular, networks could begin to feel more “exclusive.” Not everyone can fit on someone’s newly created Twitter list and as networks begin to fill with noise, it’s likely that user behavior such as “hiding” the hyperactive updaters that appear in your Facebook news feed may become more common. Perhaps it’s not actually less social, but it might seem that way as we all come to terms with getting value out of our networks — while filtering out the clutter.

2. Corporations look to scale
There are relatively few big companies that have scaled social initiatives beyond one-off marketing or communications initiatives. Best Buy’s Twelpforce leverages hundreds of employees who provide customer support on Twitter. The employees are managed through a custom built system that keeps track of who participates. This is a sign of things to come over the next year as more companies look to uncover cost savings or serve customers more effectively through leveraging social technology.

3. Social business becomes serious play

Relatively new networks such as Foursquare are touted for the focus on making networked activity local and mobile. However, it also has a game-like quality to it which brings out the competitor in the user. Participants are incentivized and rewarded through higher participation levels. And push technology is there to remind you that your friends are one step away from stealing your coveted “mayorship.” As businesses look to incentivize activity within their internal or external networks, they may include carrots that encourage a bit of friendly competition.

4. Your company will have a social media policy (and it might actually be enforced)
If the company you work for doesn’t already have a social media policy in place with specific rules of engagement across multiple networks, it just might in the next year. From how to conduct yourself as an employee to what’s considered competition, it’s likely that you’ll see something formalized about how the company views social media and your participation in it.

5. Mobile becomes a social media lifeline
With approximately 70 percent of organizations banning social networks and, simultaneously, sales of smartphones on the rise, it’s likely that employees will seek to feed their social media addictions on their mobile devices. What used to be cigarette breaks could turn into “social media breaks” as long as there is a clear signal and IT isn’t looking. As a result, we may see more and/or better mobile versions of our favorite social drug of choice.

6. Sharing no longer means e-mail
The New York Times iPhone application recently added sharing functionality which allows a user to easily broadcast an article across networks such as Facebook and Twitter. Many websites already support this functionality, but it’s likely that we will see an increase in user behavior as it becomes more mainstream for people to share with networks what they used to do with e-mail lists. And content providers will be all too happy to help them distribute any way they choose.

[…]

David Armano [@armano] is both an active practitioner and thinker in the worlds of digital marketing, experience design, and the social web. […]”

Comment by Daniel:

“One thing you missed, David: People will use lifestreaming platforms to add more context to their content. For instance, you may post that you’re eating a hamburger via Twitter — alas, the dreaded “what I ate” tweet — but if you were to use a lifestream platform such as Brightkite or Foursquare, you can add dimension to your content so it actually helps others.

But this is one part of lifestreaming. The other, you see, is aggregation.

Look for companies to develop storystreaming platforms that enable brands – and individuals – to stream in content from the social web. Since content curation is a key part of this, look for this year’s “killer app” to be a tool that enables power users (brand managers, agencies, community managers, etc.) to fine-tune the content that gets pulled in. […]”

Comment by Jason:

“Social media will become more global in 2010.

With Facebook, Linkedin and Twitter all gear up on their language translation capabilities, we will see an interesting growth of international users on all these platforms.

Social media will become an increasingly important medium for global brands to market toward oversea consumers. It will be interesting to see how multi-national brand managers can tap into rich social data and engagement oversea without having to leave the corporate headquarter.”

David Armano’s response to comments:

“Seems that the most common, high value use of social media mechanisms is to bypass bad operating designs (service models).”

Yes. Yes. Yes. Social service design possibly? The signs are here, this will probably get traction in the next year in a more formalized way. Again, Twelpforce is an early indicator.

Jason, Global is a good point.

Other themes here that I think would emerge is the popularity of anything that can support the real time Web or as we call “dynamic signals” As Daniel eludes to , storytelling in a real time Web becomes storystreaming. Brands and content providers will have tremendous opportunities here if leadership can persuade the lawyers.

And most definitely social commerce. I already know of a few players planning these initiatives.”

Comment by Loraine Antrim:

“One trend in social media as we approach 2010 is that the “media” aspect will increase dramatically. Video is exploding on the web; more and more blogs include links to video content and as mobile devices expand the use of video, we will see even more video content in all aspects of social media. Also, the idea of “Social” will take second seat to corporations’ use of social media, but the real trend is the increase of SMBs who will start to use social media as a strategy for attraction and retention of customers. […]”

Job opening – Sales Enablement Community Manager

[Sales Enablement] Community Manager – Job opening on monster.com

Job Summary

“Location: Telecommute
Industries: Business Services – Other
Job Type: Full Time, Temporary/Contract/Project, Employee
Relevant Work Experience: 5+ to 7 Years
Education Level: Bachelor’s Degree
Career Level: Manager (Manager/Supervisor of Staff)

About the Job
We are a sales enablement company and are looking to build a content rich social network for sales professionals. We are looking for a Community Manager that will help us build, launch and grow this network which will bring together training/coaching and collaboration for all things sales.

An overview of the position:

Collect, edit, and publish content on our site. Manage outbound messaging programs that deliver broader (# of subscribers/fans) and deeper (frequency of engagement) connections with community members and prospects. Activities to include: editorial responsibility for our site, development and management of email program plans and content, development and management of outbound messaging plans and content on social media platforms.

Responsibilities:

· Ensure that the best, most current, most compelling content is available for community members based on analysis of trends and activity on the site/forums etc.

· Create / implement a content plan.

· Work with key contributors / outside SMEs / contributing editors to identify the best content and provide it to consumers via the site and outbound messaging platforms (email, facebook, LinkedIn, Twitter, etc.).

· Customize the user experience based on preferred content

· Set time frames for publishing and goals for engagement experience.

· Set time frames for publishing and goals for views/engagement in outbound messaging platforms including but not limited to: email, facebook, Twitter etc.

· Develop broader (# of subscribers/fans) and deeper (frequency of engagement) connections between community members via effective program design and content selection/editing.

· Consult with teammates regarding frequency of communications on social platforms considering quality of content, fan/subscriber engagement, and fan/subscriber growth or attrition.

· Oversee report production, develop action plans for improvement, and distribute to managers and executive team.

· Create dashboards, oversee report production, develop action plans for improvement and distribute to managers and executive team.

· Recruit guest contributors

KNOWLEDGE, SKILLS AND EXPERIENCE

· Dynamic publishing and/or outbound messaging professional with at least 5 years of experience

· Editorial sense (Being the digital “Editor in Chief”)->content and story developer with specific skill in digital communications.

· Self directed. Able to create plans, execute, and achieve results with little specific direction.

· Natural entrepreneurial instinct and ability to succeed in variety of situations and political environments

· Strong marketing understanding and excellent analytical skills

· Excellent production knowledge: use of content management systems, publishing workflows, approval cycles, publishing to multiple platforms

· Extensive knowledge of at least one robust content management platform used to power a large-scale site

· Knowledge of one or more of the following will be a plus: search engines, analytics applications, ad-serving technology and email systems.

· Excellent planning and project management competencies

· Strong knowledge of or background in Sales would be great”

Enterprise 2.0

2 in the cloud
I just discovered the blog sachachua.com where @sachac – Enterprise 2.0 consultant at IBM – has been blogging for many years.

On June 30, 2009, Sarah Lacy @sarahcuda wrote the following post on Techcrunch (I’m posting it here mainly because it led me to the Sales 2.0 case studies “Dell Makes $3 Million From Twitter-Related Sales” and “Comcast’s Twitter Guru Speaks”):

“I still think “Enterprise 2.0” is a meh business trend with a horrible name. It’s not that social media/collaboration tools don’t have a role in business, and I agree there are some situations where consumer tools aren’t the right fit. A great example is Twitter versus Yammer. (Oh, if you only saw the conversations that happen on TechCrunch’s Yammer feed…)

But I don’t see Enterprise 2.0 becoming a big area of corporate spending. The tools are too cheap and easy to replicate with tons of free alternatives, and many of the vendors are just not ready for prime time. One exception might be blogging software, but don’t most companies who want a corporate blog have one by now? Rather than the next Oracle (who by the way was one of the study’s underwriters) or even Salesforce.com emerging from this space, I’m betting that existing software-as-a-service companies incorporate the functionality themselves or you get a lot of built-in-house code.

There’s also the problem that nearly 20% of executives have no idea what “Enterprise 2.0″ is. That comes from a study [aiim.org/Research/Collaboration-Enterprise20-Research.aspx] that’s actually talking up the adoption of Enterprise 2.0. It points out that 40% didn’t know what it was at the beginning of the year, so at least that’s progress. What’s more it says that 50% of those surveyed consider enterprise 2.0 to be “very important” to their business success. (Of course, I think working out everyday is “very important” to my weight loss goals…doesn’t mean I actually do it.)

Still, given that number is so high, it stunned me that the study also said only 7% of people over the age of 45 think that Twitter is an important rapid-feedback tool for business. Sadly, it’s not much better among younger folks: Only 27% of those between the ages of 18-30 say Twitter is an important rapid-feedback tool for business. What? Really? You may think we obsess about Twitter too much on TechCrunch, but clearly most business folks aren’t getting the memo.

Let’s put aside for a moment that there are pretty well proven test cases on how Twitter utilization has helped companies like Dell and Comcast. Paying for outreach or collaboration tools without first checking out what a free, easy tool like Twitter could do is missing the entire point of the cheap flexibility and ubiquity of social media. Put another way (and to paraphrase James Carville): It’s a recession, stupid. Try the free tools first.”

Discuss Sarah Lacy’s blog post on Techcrunch.

Here are all my blog posts on Sales 2.0

Here are all my blog posts on Twitter

Twitter for Product Marketers

Via rocketwatcher.com, I’m subscribed to, I found “7 Reasons Why Good Product Managers Must Be On Twitter”:

  1. Connect with other PMs […]
  2. Get in touch with (potential) clients […]
  3. Listen to customer feedback […]
  4. Locate the experts […]
  5. Share good and relevant articles […]
  6. Grow your online-reputation […]
  7. Let people know about your product […]

Read the full blog post at webproductblog.com

Here is the response “5 Not Obvious Reasons Product Marketers Should Twitter” from rocketwatcher.com:

“Thomas Fuchs Martin over at webproductblog.com had a great post called “the 7 reasons why good product managers must be on Twitter” which covers the big reasons like listening to customer feedback and connecting with other PM’s. This then got me thinking about other perhaps less pressing reasons to be on Twitter and I give you…

5 non-obvious reasons product marketers should Twitter:

  1. Communicate Bad News […]
  2. Spy on the Other Guys […]
  3. Get inside the heads of Analysts and Experts […]
  4. Find People you Want to Hire (and some you don’t) […]
  5. Prove you’re human (so people cut your company some slack when you screw up) […]”

Read the full blog post “5 Not Obvious Reasons Product Marketers Should Twitter“.

Ten Ways Twitter has Completely Changed the Sales Process

10 Ways Twitter has Completely Changed the Sales Process

By Pat Kitano (@pkitano) on May 21st, 2009:

“[…]

Pre-Twitter [or lets say Pre-Sales 2.0] Post-Twitter [or lets say with Sales 2.0]
Sales opportunities run through channels and pipelines Sales opportunities also arise out of cloud, provider and client find each other via “shared business interest”
Sales happen closer to where the sales force is physically based Sales can happen virtually anywhere with priority based upon size of opportunity
Relationships and networks facilitate execution Sure, relationships matter, but older networks usually don’t facilitate new opportunities. Twitter builds new networks quickly via search, target and network
Referral-based networking systems conducive to building business connections Sure, referrals work, but credible online reputation will now serve as a “self-reference”
Scheduling conference call three weeks in advance (frankly, I always thought this was arrogant) Instantaneous, and serendipitous conversations happen
Hard to get noticed by decision makers Retweet decision maker, compliment, and comment. Easy to start a conversation.
Dealing with the “gatekeeper” Twitter facilitates direct communication between relevant parties
Sales calls limited from 9 to 5 On Twitter, business conversations can happen any time (if one so chooses), because Twitterers are generally on 24-by-7
Closing requires face-to-face Twitter, social media and the recession facilitates closing by most economical means possible
Tedious sales support based on phone tree systems and locating the right resources Twitter begins to replace the phone system with new support and CRM tools (note Salesforce is integrating Twitter)

Mass media being replaced by social streams of information

Thomas Baekdal (@baekdal) from baekdal.com put trends into a great graphic and wrote a blog post on April 27, 2009:

http://www.baekdal.com

“[…]

2007 – Me too

3 years later the social element if the internet showed just how powerful the voice of the people really is. The TV was [for] the first time no longer the primary source of information, and newspapers are struggling to survive.

Everyone wanted to create their own little world, and connect it with their friends. But 2007 was also the turning point for the traditional websites. It was once the most important change, but now people compared the traditional websites to newspapers – a static and passive form of information. We wanted active information. We wanted to be a part of it, not just looking at it.

The blogs also started to get in trouble. Just as TV had eliminated radio (because it was better and richer way to give people LIVE information) so are social networks eliminating blogs. A social profile is a more active way for people to share what they care about. Social networks are simply the best tool for the job, and the blogs could not keep up.

2009 – Everything is Social

2 years later, today, the new internet is completely dominating our world. The newspapers are dead in the water, and people are watching less TV than ever. The new king of information is everyone, using social networking tools to connect and communicate.

Even the traditional website is dying from the relentless force of the constant stream of rich information from the social networks.

In the past 210 years we have seen an amazing evolution of information. We could:

  • Get information from distant places
  • Get it LIVE
  • See it LIVE
  • Get to decide when to see something, and what to see
  • Allow us to take part, and comment.
  • Publish our own information
  • …and in 2009… be the information.

But 2009 is also going to be the start of the next revolution. Because everything we know is about to change.

The Future

The first and most dramatic change is the concept of Social News. Social news is quickly taking over our need for staying up-to-date with what goes on in the world. News is no longer being reported by journalists, now it comes from everyone. And it is being reported directly from the source to you – bypassing the traditional media channels. […]

But social news is much more than that. It is increasingly about getting news directly from the people who [make] it. Instead of having a journalist reporting what some analyst are saying, you hear it from the analyst […]. Social news is about getting news from the source, directly, and unfiltered.

A new wave of entertainment is emerging […], one dominated by the games, video and audio streams. Instead of tuning into a TV channel, you decide what to see and when to see it. We are no longer subscribing to a channel, where someone else decides what you can see. You decide and control everything about the experience.

And a new concept in the form of targeted information is slowly emerging. We are already seeing an increasing number of services on mobile phones, where you can get information for the area that you are in. E.g. instead of showing all the restaurants in the world, you will only get a list of the restaurants in your area.

This is something that is going to explode into in the years to come. In the world where we have access to more information that we can consume, getting only the relevant parts is going to be a very important element. And, this will expand far beyond the simple geo-targeting that we see today.

2020 – Traditional is dead

In the next 5-10 years, the world of information will change quite a bit. All the traditional forms of information are essentially dead. The traditional printed newspapers no longer exists, television in the form of preset channels is replaced by single shows that you can watch whenever you like. Radio shows [are being] replaced [by] podcasts and vodcasts.

The websites have a much lesser role, as their primary function will be to serve as a hub for all the activities that you do elsewhere. It is the place where people get the raw material for use in other places. And the websites and social networks will merge into one. Your website and blog is your social profile.

Social news, as described previously, is going to be the most important way that people communicate. The traditional journalistic reporting is by now completely replaced getting information directly from the source. Everyone is a potential reporter, but new advances in targeting will eliminate most of the noise. The journalists will turn into editors who, instead of reporting the news, bring it together to give us a bigger picture.

The news stream of the future will be personalized to each individual person, and is constantly adjusting what you see – much the same way as Last.fm is doing today with music.

Everything will incorporate some form of targeting. You will be in control over every single bit of information that flows your way.

In 2010, two new concepts will start to emerge. One of them is intelligent information, where information streams can combine bits from many different news sources. Not just by pulling data, but summarizing it, breaking it apart and extracting the valuable parts.

Instead of reading 5 different articles on the same topic, you will be presented with one, highlighting the vital point of interest.

The world information is also going to be available almost everywhere. The concept of having to get the paper, sit in front of your TV, or look at your computer, will be long gone. Information will not be something you have to get. It comes to you, wherever you are, in whatever situation you happen to be in.

In the same way, information will not be something you ‘consume’ a certain times – like you did with prime-time on TVs. The information stream will be a natural part of every second of your life. It is not something you get, it is something you have.

The static and controlled forms of information that we see today will soon be a thing of the past.

Get ready!

Ask yourself. Are you still trying to get journalists to write about your products? Are you still making websites? Is your social networking strategy to ‘get a Facebook Page’?

…or…

Are you making yourself a natural part of people’s stream of information?”

With this great thought I would like to hand it over to Chris Brogan (@chrisbrogan) and April Dunford (@aprildunford) with the blog post “What Marketers can Learn from Chris Brogan’s ‘Next Media Company'” from rocketwatcher.com:

“Chris Brogan is a social media marketing smarty-pants.  There are a lot of folks out there (in marketing especially) that bill themselves as “Social Media Experts” because, like, they use Facebook a lot, but Chris, my friends is the real deal.  If you don’t read his blog you should and following him on Twitter is great because he interacts with everyone.

His latest post “The Next Media Company” is a must-read for anyone thinking about what social media means for traditional media and communications in general and that mean YOU, dear marketing readers.  In it he outlines a set of characteristics that he believes the next generation of media companies should have. Here are a few points I have picked out that I think are really important for marketers to think about:

  • Stories are points in time, but won’t end at publication. (Edits, updates, extensions are next.)
  • Media cannot stick to one form. Text, photos, video, music, audio, animation, etc are a flow.
  • Everything must be portable and mobile-ready. (Mobile devices need to evolve here, too).
  • Everything must have collaborative opportunities. If I write about a restaurant, you should have wikified access to add to the article directly.
  • Contributors come in many shapes: onstaff, partner (how pros like TechCrunch link to Washington Post), guest (for love and glory only), and conversational come right to mind. Who else?
  • Collaboration rules. Why should I pick the next cover? Why should my picture of the car crash be the best?
  • Everything is modular and linkable. Everything is fluid. Meaning, if I want the publication to be a business periodical, then I don’t want to have to read a piece about sports.

Now go back and think about your company website, your marketing materials, your customer facing information in any form.  How much of that is interactive/collaborative/fluid?  How much of your customer facing communications crosses media types?  How much of it is mobile-ready?  Is all of your customer-facing content being created inside the organization?  Do you make your customers read a bunch of stuff that isn’t relevant to them, just to get at the bits that are?  Do you collaborate with your customers?

If you are in marketing, you are in the communications business and the way we are communicating is changing, in my opinion, for the better.  The next great marketing company is going to be thinking a lot about the same things the next media company is thinking about.”

Read this blog post on rocketwatcher.com

Sales trainers embrace the 2.0 era!

Yesterday (May 9, 2009), I spoke to someone who said he doesn’t care about this new thing called ‘Twitter’ and he doesn’t want to take the time to find out what it is. I’m going to let Karl Goldfield speak. I found his rant from July 19, 2008 via Seamus Whittington Crawford’s post from Sunday, May 10, 2009:

Karl goes on a rant about technology and sales training. Here is my favorite part of his (unedited) challenge to sales trainers:

If you are not tweeting your blog posts and sending newsletters to keep your mind trust strong in the frontal lobe of your prospects and customers; if you are not joining groups and connecting on Linked In or E-cademy, Facebook or Plaxo; if you are not using Jigsaw or Salesconx to find your the top level prospects; if you do not set up google alerts and research news aggregators for trigger events; if you do not use Genius or Leadlander, then Landslide or another Process driven tool to manage your lead cultivation, what on earth are you doing?

[…] if you are not using VOIP and SAAS, or this whole paragraph is in a new language, get off the soap box and go back to the classroom. It is time to learn a new game, then teach others. Go, now, get moving!

I love it! Karl is absolutely right. Sales trainers who procrastinate, waiting for their clients to drag them into the Sales 2.0 era are going to lose any competitive edge they might currently have. Sales trainers need to understand, embrace, and integrate sales-enablement and learning technologies into their IP (intellectual property) and the delivery of their IP.

The new relationship between technology and sales effectiveness:

I speak with sales trainers every day. Too many tell me that they don’t get involved with technology for any number of reasons. Most of them aren’t explanations, they’re excuses.
Sales trainers: Do you want to be considered a leader by your clients and the sales training industry? Join the companies that are already there. Prove, with auditable performance metrics, that your approach, process, tools, content, etc., either integrating with, or leveraging, relevant Sales 2.0/Web 2.0 technology, enables your clients to achieve their sales performance goals and objectives, whether that be more sales, higher contract values, shorter selling cycles, or all three. […]”

Twitter the lead generation tool

Adam Green (@140dev) commented the following on this Techcrunch post on April 24th, 2009:

“There may be millions of people on Twitter, but if you know how to do the right Google search, you can pick out exactly the people you want to reach. It is an amazing lead generation tool. All you have to do is look for the right patterns in user bios. for example to find all the lawyers, you can search for:

(intext:”bio * legal” OR intext:”bio * lawyer”) site:twitter.com

I’ve written up this complete procedure for creating Google Alerts based on these searches on my blog:

The great thing about doing this with Google Alerts is that you will be notified as soon as a new bio is created or edited with your keywords. This lets you follow people when they have a new account, which is when they are most likely to follow back.

So in time Twitter bios will be a directory for millions of professionals. It is so light weight that it may replace Facebook for people’s “home page” online. Best of all, it doesn’t insist on your current sexual preference and marital status. I’m sure a lot of professionals are not that interested in publicly announcing their preferences in hooking up.

The advertising implications of knowing the bios of millions of people and being able to deliver selective “follow lists” will be huge. Right now Twitter auto-follows celebrities when you create an account. I’d rather auto-follow potential customers.”

Adam Green’s (@140dev) blog post:

“Twitter search tools are everywhere now, and most of them are much faster than Google Alerts, but they focus on the text of a tweet. If you are looking for marketing contacts to follow, chasing every use of a keyword in tweets is casting a very wide net, and can waste a lot of time. For example, just because someone uses the word lawyer in a tweet doesn’t mean that they work in the legal profession. If you want to develop a quality list of contacts through Twitter, you are better off trying to find people who use your keywords in their username or bio.

That’s where Google Alerts comes in. If you build the right query, you’ll be notified every time a new Twitter account is created by someone who wants to tell the world they are closely associated with your keywords. The nice part of this approach is that you will discover new users as they create their accounts, which is when they are most likely to follow you back. We’ll work this procedure out step by step using legal contacts as an example. The information we are looking for is on a user’s Twitter profile page. If you look at the profile page for the user @legaltwitt you’ll see that the user name is in the title.

Example Twitter Bio

We can create a Google Alert for exactly the pattern of a profile page. This will keep us from getting alerts where the keyword just happens to be in a tweet:

intitle:”legal * on twitter” site:twitter.com

This query can be expanded to match other keywords in usernames, such as lawyer:

(intitle:”legal * on twitter” OR intitle:”lawyer * on twitter”) site:twitter.com

The next area of the page we want to match is the bio. There are two possibilities. The keywords can come right after the word bio. This is matched by:

(intext:”bio legal” OR intext:”bio lawyer”) site:twitter.com

The other case is when there are words between bio and the target keyword, which can be found with this pattern:

(intext:”bio * legal” OR intext:”bio * lawyer”) site:twitter.com

We can put all of these matches together in a single search:

(intitle:”legal * on twitter” OR intitle:”lawyer * on twitter” OR intext:”bio legal” OR intext:”bio lawyer” OR intext:”bio * legal” OR intext:”bio * lawyer”) site:twitter.com

[…]”

I just tried
(intext:”bio * sales enablement” OR intext:”bio * sales 2.0″) site:twitter.com works great!