Keynote: The Future of Sales is Social

The Future of Sales Is Social Ross Dawson Chairman, Advanced Human Technologies Author, Living Networks and Implementing Enterprise 2.0 www.rossdawsonblog.com

Humans are social

How business really works

A brief history of social media 2009 2008 2007 2006 2005 2004 Facebook opened to public Twitter takes off at SXSW YouTube founded Facebook has >300m users Twitter growing >1000% pa 5 million blogs launched (doubling every 5 months) LinkedIn has 500K members “ Enterprise 2.0” coined Delicious founder leaves day job Flickr hosts >4 billion images

Using social media for sales
1. Identify prospective clients
2. Discover prospects’ interests and hot buttons
3. Find mutual connections and introductions
4. Get in touch with prospects
5. Find most relevant expertise in your company
6. Keep in touch with clients
7. Build relationships with clients
8. Get testimonials and referrals

New ways of connecting

Balancing benefits and risks Benefits Risks/ Concerns Risks of NOT using social tools Productivity and efficiency Productivity loss Reduced competitiveness Staff engagement Loss of control Harder to attract talented staff Knowledge access Information reliability Fragmentation of information Reputation as leader Reputational damage Unauthorized use of web tools

Taking action
Encourage use of social networks
Provide training in social media for sales
Integrate CRM systems with social tools
Treat governance as an enabler
Build a supporting culture
Create a networked organisation

The rise of the reputation economy

Create the future of sales! For free book chapters, videos and resources: www.rossdawsonblog.com

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Keynote: The Future of Sales is Social

by Ross Dawsn on Nov 25, 2009

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Keynote: The Future of Sales is Social — Presentation Transcript