Sales 2.0 for the Internet-Driven Economy
James Burnes, MediaSauce
VP Development & Strategy

About Us
A track record for leading online initiatives

2001
2005
2009
2012
The Pipe

5 Channels

Millions of
“channels”

Control what
people see

Everyone
has a voice

INFORMATION
AGE

INTERCONNECTED
AGE

Have you seen a revolution…
where no one got hurt?

“The rate of internal change
must be greater than the rate
of external change, or the
company will fall behind”
- Jack Welch

Options:
Lead the change
Follow other's change
Quit

Recipe for a Transformation
Dose of Desire
Layer of ThinkBig
Unyielding Commitment

Every 3
seconds…

1 person buys a device to
access the internet
2 blogs are started
3 youtube videos are posted
4 people sign up for Facebook
500 words are added to wikipedia

There are lots of customers out there!

Customers have
constant access
to information

They can make decisions 24/7

They are overwhelmed by sales messages

They need solutions (now!)

Our competitors are
ready to do battle...

We have to separate from the competition

We have to be better connected...

...than our competition.

Outwit

Out Maneuver

Connect More

Do More

Sell More

We’ll start with the
essentials

Are you on…
• 193% Growth YOY
• 11.9 Million Unique Visitors / mo.
• Nearly 60% of LinkedIn users have high
personal incomes and hold executive-level or
consultant positions
• The greater the number of connections the
greater the likelihood of higher personal income

Are you on…
• 116% Growth YOY
• 39 Million Unique Visitors / mo.
• More than half of Facebook users are older than
college age
• More than 13 million users update their status at
least once each day
• More than 2.5 million users become fans of Pages
each day

Are you on…
• 343% Growth YOY
• 5.57 Million Unique Visitors / mo.
• Fastest growing web site in the world
• 7.5 Thousand new accounts daily

You’re On.
BUT ARE YOU
LEVERAGING IT?

How many people are you connected to?

Impacts your page rank

has even more uses
• Perform blind and reverse company checks
• Dig deeper on contacts and referrals
• Gauge the health of the company
• Learn about product launches and “stealth”
competitor activity
• Answer questions…become an expert

Let’s try a quick social experiment

Making prospects
and customers your
‘friend’ gets you
insider information!

Have the inside scoop

…or get t.m.i.

has even more uses
• Discover events and activities your
network is participating in
• Link back to blogs, new web site features,
business related media
• Interconnect all activities

Quickly emerging, Twitter is the
ultimate connection tool

Twitter is easy, engaging

Social networks are powerful

Social media empowers your sales
team with connections to succeed

And don’t forget you can
recruit for the future (now!)…

Any
questions?

A few examples of companies
engaging in social media effectively

www.mediasauce.com/ibj
Access the full presentation, pose
questions, and read our blog.

THANK YOU!

How will you connect?

Connect with me

So how do we
build a strategy?

How do we approach the strategic process?
The MediaSauce Methodology

Success starts with Investigation
The MediaSauce Methodology
Investigation

Success starts with Investigation
The MediaSauce Methodology
1. What are your core products and services?
2. What is your unique selling proposition?
3. Who is your audience? What are their pain points?
4. What does your competition do?
5. What are your goals?
6. What is your budget?
7. Who are your partners or internal resources?
8. How does your target market use the web?
9. Where does your target market go online?
10. How can you be an expert in the eyes of your audience to
address their pain points?

Success starts with having a plan
There’s no silver bullet, but smart decisions lead to great results
Investigation
Exploration

Success continues with Exploration
The MediaSauce Methodology
1. How can we position ourselves where our audience is?
2. Who on our team can be an expert or voice of our organization?
3. What ideas do we have to go viral?
4. What does our competition do poorly?
5. How can we better leverage our offline resources?
6. What are our highest aspirations?
7. Who already reaches our audience that we can partner with?
8. What are our finalized strategies (not tactics)

Success starts with having a plan
There’s no silver bullet, but smart decisions lead to great results
Investigation
Exploration Decision

Success progresses with Decision
The MediaSauce Methodology
1. What specific tactics will we complete for each strategy?
2. What resources are required?
3. What metrics will we use to judge the success or failure of the
tactics?
4. What are the priorities and timelines for each tactic?
5. What resources will be required internally or externally to
complete these tactics?
6. What budget allocation should we expect?

Success starts with having a plan
There’s no silver bullet, but smart decisions lead to great results
Investigation Confirmation
Exploration Decision

Success requires a Confirmation
The MediaSauce Methodology
1. What timeline and budget will we commit to?
2. What is the finalized scope of work required to complete the
work?
3. Who will manage and implement the tactics we are
committing to?
4. How do we introduce these initiatives to our internal and
external stakeholders?
5. Have we scheduled our upcoming strategy review sessions?
Who will be our oversight committee?

Success starts with having a plan
There’s no silver bullet, but smart decisions lead to great results
Investigation Confirmation
Exploration Decision Implementation