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Social Media<br />Impact to businessesall sizes, all industries<br />Social Networks – A Volcano Waiting to Erupt?<br />
Social Networking has surpassed email<br />
The Numbers<br />Fastest growing sector for Internet use is communities (5.4% in a year)<br />Member communities reach mor...
What shapes trust / corporate reputation?<br />2006<br />2010<br />Slide by Deloitte<br />
I’m not ready for that<br />
This is not applicable in our business<br />This may work in B2C but not in B2B<br />This is good for B2B but not B2C<br /...
B2C behavior is a predictor of B2B behavior<br />
What does this mean for sales?<br />
What is Social CRM?<br />“Social CRMis a philosophy & a business strategy, supported by a technology platform, business ru...
Customer Network Value<br />Customer LTV<br />
Is this going to happen?<br />
Lots of Bluebirds?<br />Less (sales)Influence?<br />
Social Network in the (Sales) Enterprise<br />Collaboration<br />Innovation<br />Service & Support<br />Sales<br />Marketi...
The Sales Person’s Community<br />Manager<br />Enterprise<br />Peers<br />Channel Partners<br />Personal Network<br />Cust...
Who do you follow?<br />Who / What do you follow?<br />
Who / what do I follow?<br />
Who / what do I follow?<br />
10 Rules in the Social Universe<br />Empathize – Put your finger on the pulse<br />Engage – Cultivate the customer ‘where ...
Resources …<br />www.dealmakergenius.com<br />www.sales20network.com<br />www.youtube.com/user/dealmakermagic<br />Twitter...
Dealmaker Pulse<br />
Your Perspective?<br />
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Social Networks - A Volcano Waiting to Erupt?

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Social Networks - A Volcano Waiting to Erupt?

  1. 1. Social Media<br />Impact to businessesall sizes, all industries<br />Social Networks – A Volcano Waiting to Erupt?<br />
  2. 2.
  3. 3. Social Networking has surpassed email<br />
  4. 4. The Numbers<br />Fastest growing sector for Internet use is communities (5.4% in a year)<br />Member communities reach more internet users (66.8%) than email (65.1%) (Nielsen “Global Faces on Networked Places”)<br />By 2010 over 60% of Fortune 1000 companies will have some form of online community deployed for CRM purposes (Gartner Group – “Business Impact of Social Computing on CRM)<br />
  5. 5.
  6. 6.
  7. 7.
  8. 8. What shapes trust / corporate reputation?<br />2006<br />2010<br />Slide by Deloitte<br />
  9. 9. I’m not ready for that<br />
  10. 10. This is not applicable in our business<br />This may work in B2C but not in B2B<br />This is good for B2B but not B2C<br />Our industry is not ready<br />My customers are not there yet<br />Our competitors don’t do anything either<br />My customer never asked my about social media<br />We have no budget<br />We have no resources<br />We have no plan<br />In that economy we have no time for this<br />None of our executives have a clue<br />Our culture is so old<br />We are so much under pressure<br />I can’t do anything<br />
  11. 11. B2C behavior is a predictor of B2B behavior<br />
  12. 12. What does this mean for sales?<br />
  13. 13. What is Social CRM?<br />“Social CRMis a philosophy & a business strategy, supported by a technology platform, business rules, workflow, processes & social characteristics, designed to engage the customer in a collaborative conversation in order to provide mutually beneficial value in a trusted & transparent business environment.<br />It’s the company's response to the customer’s ownership of the conversation." ~ Paul Greenberg, Author of CRM at the Speed of Light<br />
  14. 14. Customer Network Value<br />Customer LTV<br />
  15. 15. Is this going to happen?<br />
  16. 16. Lots of Bluebirds?<br />Less (sales)Influence?<br />
  17. 17. Social Network in the (Sales) Enterprise<br />Collaboration<br />Innovation<br />Service & Support<br />Sales<br />Marketing<br />Team Collaboration<br />Innovations Insights<br />Social Support Insights<br />Social Sales Listening Post<br />Social Marketing Insight<br />Enterprise Collaboration<br />Crowdsource<br />Social Response<br />Social Sales Conversation<br />Social Marketing Response<br />Customer Collaboration<br />Peer to Peer Leverage<br />Social Buying Generation<br />Social Campaign Tracking<br />SFA / CRM as Social Informant<br />Social Event Management<br />Common language / process / methodology<br />Needed across the entire (sales) enterprise <br />
  18. 18. The Sales Person’s Community<br />Manager<br />Enterprise<br />Peers<br />Channel Partners<br />Personal Network<br />Customers<br />Business Network<br />CRM System<br />Competitors<br />
  19. 19. Who do you follow?<br />Who / What do you follow?<br />
  20. 20. Who / what do I follow?<br />
  21. 21. Who / what do I follow?<br />
  22. 22. 10 Rules in the Social Universe<br />Empathize – Put your finger on the pulse<br />Engage – Cultivate the customer ‘where they are’ <br />Be generous – Give value first, expect nothing in return<br />Influence – Be part of the “Recommendation Chain”<br />Authentic – Be yourself, Stay the course<br />Collaborate / Co-create – Play in (or start) a community<br />Follow – People, opportunities, accounts, networks<br />Integrate – Community, CRM, Methodology<br />Measure – Use Klout, Grader etc., to monitor progress <br />Learn – impossible to predict all dynamics<br />
  23. 23. Resources …<br />www.dealmakergenius.com<br />www.sales20network.com<br />www.youtube.com/user/dealmakermagic<br />Twitter: @sales20network<br />www.thetasgroup.com<br />
  24. 24. Dealmaker Pulse<br />
  25. 25. Your Perspective?<br />

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