Earlier tonight I replied to a posting in a LinkedIn group and then thought I should share some of the same information here with a bit more detail.

The question was about the account planning process and I shared some of the things I've developed and taught over the years. I call it Account Development Planning, but different people use different terms.

Overall, the process I've developed includes:

  TA McCann from Gist.com spoke at the American Association of Inside Sales Professionals (AA-ISP) Seattle Chapter meeting, and among a number of really great insights he shared his 5-3-2 rule for social media content.  It’s fairly simple – out of 10 Tweets or LinkedIn updates or similar:
•     Five should be content from others, relevant to your audience
•   Three should be content from you, relevant to your audience (and not directly selling your products)
•   Two should be personal, something non-work related to help humanize yourself and/or your brand

Even if you don’t follow this to a tee, the gist (no pun intended) is simple:
•    Focus on your audience more than yourself
•    Humanize your voice, even if it’s from a branded social channel vs. an individual
Good advice.

by Matt Heinz

For as long as I can remember, there has been this long standing debate inside the content delivery industry regarding which network architecture is better, one that is distributed or non-distributed. While many have opinions on the subject, to me, it's the content owner that decides which is best and not the vendor. Over the years I've spoken to hundreds of customers about the topic and frankly, I think it's time for the industry to redefine what it means to have a "distributed" network and the real metrics should be used when comparing one network to another.