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<ul><li>How Social Media and Social Networking are Turning Sales and Marketing Upside-down </li></ul><ul><li>@sjagger @sha...
“ I think that’s going to  break.”
“ The Customer Owns Your Brand”
The Future is Now <ul><li>Nearby restaurants </li></ul><ul><li>Shopping </li></ul><ul><li>Community workforce breakdown </...
We Still Use Old Media
600 million
100 Million
100 million updates/day
1Billion Views/Day
Business-to-Business Decision Makers <ul><li>… 69% of B2B buyers use social networks  “primarily for business networking a...
<ul><li>“ It’s not about B2B or B2C it is really about person to person.”  </li></ul>
 
The Reverse Drip
Rules of Engagement <ul><li>#1 Stop pitching and start connecting </li></ul><ul><li>#2 Doers win in the game of social med...
Boeing
Mediadecoder.com: <ul><li>“ Like many large companies we do not accept unsolicited ideas. Experience showed that most idea...
Nano-markets
 
 
 
George Moen – CEO, Blenz Coffee
 
What Platforms? Blogs
Use Multiple Channels Engagementdb.com
Who blogs anyway?
 
 
 
Maximize Consumption
 
 
 
LinkedIn nano-markets
LinkedIn Toolbar
Share to nano-markets & individuals
Comment on your contacts ’ status
Take it one step further
Multiple Platforms
Social media marketing is about  LISTENING
 
Tweets tell the future <ul><li>Computer scientists studied 3 million tweets </li></ul><ul><li>25 movies (including Avatar)...
Listening http://Search.twitter.com   http://Google.com/alerts http://Blogsearch.google.com http://facebook.com/search htt...
Sales Cycle Relationship Building Model Warming Up The Call 1 Breaking The Ice Uncovering Buying Motives The Sales Proposa...
Integration <ul><ul><ul><li>Make it part of your daily activities </li></ul></ul></ul><ul><ul><ul><li>Start pulling listen...
Getting Real
Launch Plan <ul><li>Identify Your Goal </li></ul><ul><li>Identify Your Target Audience and your Nanotribes </li></ul><ul><...
Resources <ul><li>http://closingbigger.net </li></ul><ul><li>http://socialized.me   </li></ul><ul><li>http ://twitter.com/...
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Corning Cable Systems Social Media for Sales

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Social media for sales seminar slides that was delivered by Shane Gibson (http://socialized.me) during the Corning Cable Systems sales and marketing conference in Hickory, North Carolina.

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Corning Cable Systems Social Media for Sales

  1. 1. <ul><li>How Social Media and Social Networking are Turning Sales and Marketing Upside-down </li></ul><ul><li>@sjagger @shanegibson </li></ul>
  2. 2. “ I think that’s going to break.”
  3. 3. “ The Customer Owns Your Brand”
  4. 4. The Future is Now <ul><li>Nearby restaurants </li></ul><ul><li>Shopping </li></ul><ul><li>Community workforce breakdown </li></ul><ul><li>Schools </li></ul><ul><li>Housing inventory and stability </li></ul><ul><li>Crime rates </li></ul><ul><li>Past pricing and sales on the home itself </li></ul>Better Homes and Gardens
  5. 5. We Still Use Old Media
  6. 6. 600 million
  7. 7. 100 Million
  8. 8. 100 million updates/day
  9. 9. 1Billion Views/Day
  10. 10. Business-to-Business Decision Makers <ul><li>… 69% of B2B buyers use social networks “primarily for business networking and development.” </li></ul><ul><li>… Stereotypes may have C-level executives delegating research to others, but the study reveals that 53% prefer to search the Web and locate information themselves. – Google and Forbes Insights Study (2009) </li></ul>
  11. 11. <ul><li>“ It’s not about B2B or B2C it is really about person to person.” </li></ul>
  12. 13. The Reverse Drip
  13. 14. Rules of Engagement <ul><li>#1 Stop pitching and start connecting </li></ul><ul><li>#2 Doers win in the game of social media </li></ul><ul><li>#3 It ’s not about you </li></ul><ul><li>#4 Be fearless in your contribution to community </li></ul><ul><li>#5 Don ’t be a social spammer, engage </li></ul><ul><li>#6 Be authentic </li></ul><ul><li>#7 Be consistent </li></ul>
  14. 15. Boeing
  15. 16. Mediadecoder.com: <ul><li>“ Like many large companies we do not accept unsolicited ideas. Experience showed that most ideas had already been considered by our engineers and that there can be unintended consequences to simply accepting these ideas. The time, cost and risk involved in processing them, therefore, were not justified by the benefits gained.” - Boeing </li></ul>
  16. 17. Nano-markets
  17. 21. George Moen – CEO, Blenz Coffee
  18. 23. What Platforms? Blogs
  19. 24. Use Multiple Channels Engagementdb.com
  20. 25. Who blogs anyway?
  21. 29. Maximize Consumption
  22. 33. LinkedIn nano-markets
  23. 34. LinkedIn Toolbar
  24. 35. Share to nano-markets & individuals
  25. 36. Comment on your contacts ’ status
  26. 37. Take it one step further
  27. 38. Multiple Platforms
  28. 39. Social media marketing is about LISTENING
  29. 41. Tweets tell the future <ul><li>Computer scientists studied 3 million tweets </li></ul><ul><li>25 movies (including Avatar) </li></ul><ul><li>Tweet frequency could be used to accurately predict the box office takings </li></ul><ul><li>Content of the messages predict ongoing success. </li></ul><ul><li>&quot;Our predictions were incredibly close,&quot; Bernardo Huberman, head of the social computing lab at HP </li></ul>
  30. 42. Listening http://Search.twitter.com http://Google.com/alerts http://Blogsearch.google.com http://facebook.com/search http://www.linkedin.com/signal/
  31. 43. Sales Cycle Relationship Building Model Warming Up The Call 1 Breaking The Ice Uncovering Buying Motives The Sales Proposal Handling Objections Closing The Sale 6 Add-ons And Up Sells 7 2 3 5 4 Invite and Engage At Every Step
  32. 44. Integration <ul><ul><ul><li>Make it part of your daily activities </li></ul></ul></ul><ul><ul><ul><li>Start pulling listening feeds </li></ul></ul></ul><ul><ul><ul><li>Engage, Lead, and Contribute </li></ul></ul></ul><ul><ul><ul><li>Make it real at least once a week </li></ul></ul></ul><ul><li>Rapport & Value = Mind Share = Wallet Share </li></ul>
  33. 45. Getting Real
  34. 46. Launch Plan <ul><li>Identify Your Goal </li></ul><ul><li>Identify Your Target Audience and your Nanotribes </li></ul><ul><li>Pick the Right Platforms </li></ul><ul><li>Map out Social Etiquette and Policy </li></ul><ul><li>Implement Listening and Engagement Strategy </li></ul><ul><li>Know Core Pains, Dreams, and Goals </li></ul><ul><li>Uniquely Communicate Solutions Mixing Marketing and Community </li></ul>
  35. 47. Resources <ul><li>http://closingbigger.net </li></ul><ul><li>http://socialized.me </li></ul><ul><li>http ://twitter.com/shanegibson </li></ul>

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