SlideShare a Scribd company logo
how social media
aligns with the
sales cycle
chris brogan - new marketing labs
chris@chrisbrogan.com
@chrisbrogan
#mprofs
me
typist
Social Media and the Sales Cycle
this isn’t magic

social media are tools that allow for a
different kind of interaction. it’s up to you to
make good things happen with the tools.
use them bluntly, and they are no more
effective than anything else.
from audience
to community
wiifm
framework / lead gen / support / promotion
a sales marketing framework
connect wild ideas to actionable steps
they aren’t easy
not at all
these tools aren’t crazy
squint and you recognize the sales cycle
prospecting
prospecting




         pipeline
prospecting




         pipeline



                    sale
prospecting




         pipeline          support



                    sale
prospecting                          r&d




         pipeline          support



                    sale
LISTENING
CONTENT MKTG

 prospecting                          r&d




          pipeline          support



                     sale
LISTENING
CONTENT MKTG

 prospecting                          r&d




          pipeline          support

         LISTENING
        COMMUNITY
                     sale
LISTENING
CONTENT MKTG

 prospecting                               r&d




          pipeline               support

         LISTENING
        COMMUNITY
                       sale

                     EDUCATION
                     COMMUNITY
LISTENING
CONTENT MKTG

 prospecting                                  r&d




          pipeline                support

         LISTENING                LISTENING
        COMMUNITY                COMMUNITY
                       sale

                     EDUCATION
                     COMMUNITY
LISTENING
CONTENT MKTG                                LISTENING

 prospecting                                  r&d




          pipeline                support

         LISTENING                LISTENING
        COMMUNITY                COMMUNITY
                       sale

                     EDUCATION
                     COMMUNITY
they drive a strategy
listening, experience, presence
they drive the sales cycle
lead gen / support / promotion
listening and lead gen
05_ listening
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
http://search.twitter.com
http://blogsearch.google.com
http://www.technorati.com
http://www.alltop.com


http://google.com/reader

Google the phrase “grow bigger ears.”
support
Social Media and the Sales Cycle
Social Media and the Sales Cycle
promotion
06_ experience




                 HTTP://WWW.FLICKR.COM/PHOTOS/RICHARDSTOWEY/118272308/
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
07_ presence
HTTP://WWW.FLICKR.COM/PHOTOS/MICHELLARDI/3046087654/
HTTP://WWW.FLICKR.COM/PHOTOS/MICHELLARDI/3046087654/
reward the faithful
my canadian club experience
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
make an online presence
setting up a few accounts
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
twitter
facebook
linkedin
yelp
upcoming.org
dopplr
some tools to look into
sick of hearing about twitter yet?
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
tools
twitter , facebook, blogs, email marketing
private community, location-based apps

physical tools: flip , podcasting, mobile
listening as marketing
the roger smith hotel, new york city
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
cafe-shaped conversations
how do you make meaningful relationships?
how does it bring in leads?
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
Social Media and the Sales Cycle
connect connect
build small powerful networks
Social Media and the Sales Cycle
Social Media and the Sales Cycle
some resources
Google:

“grow bigger ears”
“if I started today”
“chrisbrogan outposts”

http://www.chrisbrogan.com/best-of/
questions?
chris@chrisbrogan.com
twitter.com/chrisbrogan
617.759.3639

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