how social media
aligns with the
sales cycle
chris brogan - new marketing labs
chris@chrisbrogan.com
@chrisbrogan
#mprofs

me
typist

this isn’t magic
social media are tools that allow for a
different kind of interaction. it’s up to you to
make good things happen with the tools.
use them bluntly, and they are no more
effective than anything else.

from audience

to community

wiifm
framework / lead gen / support / promotion

a sales marketing framework
connect wild ideas to actionable steps

they aren’t easy

not at all

these tools aren’t crazy
squint and you recognize the sales cycle

prospecting

prospecting
pipeline

prospecting
pipeline
sale

prospecting
pipeline support
sale

prospecting r&d
pipeline support
sale

LISTENING
CONTENT MKTG
prospecting r&d
pipeline support
sale

LISTENING
CONTENT MKTG
prospecting r&d
pipeline support
LISTENING
COMMUNITY
sale

LISTENING
CONTENT MKTG
prospecting r&d
pipeline support
LISTENING
COMMUNITY
sale
EDUCATION
COMMUNITY

LISTENING
CONTENT MKTG
prospecting r&d
pipeline support
LISTENING LISTENING
COMMUNITY COMMUNITY
sale
EDUCATION
COMMUNITY

LISTENING
CONTENT MKTG LISTENING
prospecting r&d
pipeline support
LISTENING LISTENING
COMMUNITY COMMUNITY
sale
EDUCATION
COMMUNITY

they drive a strategy
listening, experience, presence

they drive the sales cycle
lead gen / support / promotion

listening and lead gen

05_ listening

http://search.twitter.com
http://blogsearch.google.com
http://www.technorati.com
http://www.alltop.com
http://google.com/reader
Google the phrase “grow bigger ears.”

support

promotion

06_ experience
HTTP://WWW.FLICKR.COM/PHOTOS/RICHARDSTOWEY/118272308/

07_ presence

HTTP://WWW.FLICKR.COM/PHOTOS/MICHELLARDI/3046087654/

HTTP://WWW.FLICKR.COM/PHOTOS/MICHELLARDI/3046087654/

reward the faithful
my canadian club experience

make an online presence
setting up a few accounts

twitter
facebook
linkedin
yelp
upcoming.org
dopplr

some tools to look into
sick of hearing about twitter yet?

tools
twitter , facebook, blogs, email marketing
private community, location-based apps
physical tools: flip , podcasting, mobile

listening as marketing
the roger smith hotel, new york city

cafe-shaped conversations
how do you make meaningful relationships?
how does it bring in leads?

connect connect
build small powerful networks

some resources
Google:
“grow bigger ears”
“if I started today”
“chrisbrogan outposts”
http://www.chrisbrogan.com/best-of/

questions?
chris@chrisbrogan.com
twitter.com/chrisbrogan
617.759.3639