The document discusses the transformative impact of social media on sales and marketing, emphasizing that customers now control brand narratives. It highlights the importance of authentic engagement and the shift from traditional media to digital platforms, where personal connections are prioritized. Key strategies include listening to customer feedback and creating meaningful relationships throughout the sales process.

1. How Social Media and Social Networking are Turning Sales and Marketing Upside-down @sjagger @shanegibson

2. “ I think that’s going to break.”

3. “ The Customer Owns Your Brand”

4. The Future is Now Nearby restaurants Shopping Community workforce breakdown Schools Housing inventory and stability Crime rates Past pricing and sales on the home itself Better Homes and Gardens

5. We Still Use Old Media

6. 600 million

7. 100 Million

8. 100 million updates/day

9. 1Billion Views/Day

10. Business-to-Business Decision Makers … 69% of B2B buyers use social networks “primarily for business networking and development.” … 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)

11. “ It’s not about B2B or B2C it is really about person to person.”

13. The Reverse Drip

14. Rules of Engagement #1 Stop pitching and start connecting #2 Doers win in the game of social media #3 It ’s not about you #4 Be fearless in your contribution to community #5 Don ’t be a social spammer, engage #6 Be authentic #7 Be consistent

15. Boeing

16. Mediadecoder.com: “ 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

17. Nano-markets

21. George Moen – CEO, Blenz Coffee

23. What Platforms? Blogs

24. Use Multiple Channels Engagementdb.com

25. Who blogs anyway?

29. Maximize Consumption

33. LinkedIn nano-markets

34. LinkedIn Toolbar

35. Share to nano-markets & individuals

36. Comment on your contacts ’ status

37. Take it one step further

38. Multiple Platforms

39. Social media marketing is about LISTENING

41. Tweets tell the future Computer scientists studied 3 million tweets 25 movies (including Avatar) Tweet frequency could be used to accurately predict the box office takings Content of the messages predict ongoing success. "Our predictions were incredibly close," Bernardo Huberman, head of the social computing lab at HP

42. Listening http://Search.twitter.com http://Google.com/alerts http://Blogsearch.google.com http://facebook.com/search http://www.linkedin.com/signal/

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

44. Integration Make it part of your daily activities Start pulling listening feeds Engage, Lead, and Contribute Make it real at least once a week Rapport & Value = Mind Share = Wallet Share

45. Getting Real

46. Launch Plan Identify Your Goal Identify Your Target Audience and your Nanotribes Pick the Right Platforms Map out Social Etiquette and Policy Implement Listening and Engagement Strategy Know Core Pains, Dreams, and Goals Uniquely Communicate Solutions Mixing Marketing and Community

47. Resources http://closingbigger.net http://socialized.me http ://twitter.com/shanegibson