Keynote: The Future of Sales is Social


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Slides for keynote presentation by Ross Dawson on The Future of Sales is Social, in webinar run by ITNews and Oracle.

Published in: Business, Technology

Keynote: The Future of Sales is Social

  1. 1. The Future of Sales Is Social Ross Dawson Chairman, Advanced Human Technologies Author, Living Networks and Implementing Enterprise 2.0
  2. 2. Humans are social
  3. 3. How business really works
  4. 4. 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
  5. 5. Using social media for sales <ul><li>1. Identify prospective clients </li></ul><ul><li>2. Discover prospects’ interests and hot buttons </li></ul><ul><li>3. Find mutual connections and introductions </li></ul><ul><li>4. Get in touch with prospects </li></ul><ul><li>5. Find most relevant expertise in your company </li></ul><ul><li>6. Keep in touch with clients </li></ul><ul><li>7. Build relationships with clients </li></ul><ul><li>8. Get testimonials and referrals </li></ul>
  6. 6. New ways of connecting
  7. 7. 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
  8. 9. Taking action <ul><li>Encourage use of social networks </li></ul><ul><li>Provide training in social media for sales </li></ul><ul><li>Integrate CRM systems with social tools </li></ul><ul><li>Treat governance as an enabler </li></ul><ul><li>Build a supporting culture </li></ul><ul><li>Create a networked organisation </li></ul>
  9. 10. The rise of the reputation economy
  10. 11. Create the future of sales! For free book chapters, videos and resources: