social crm speaker #scrm strategy for pivotal scrm cdc software

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Going Social with CRM: How Social Media is Turning Sales Upside Down With Shane Gibson Co-author Sociable! Chief Social Officer – Socialized! Ltd

Post on 14-Sep-2014

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Social CRM Speaker Shane Gibson's Presentation: Going Social with CRM: How Social Media is Turning Sales Upside Down Shane Gibson, Author of Sociable! and Closing Bigger; President of Knowledge Brokers International It's not who you know but who knows you in today’s hyper-connected marketplace. The consumer and the crowd now own your brand, and in order to profit from this new dynamic, you need a solid strategy and set of principles to engage the marketplace. Understanding the role social media and social networking play in this new dynamic is paramount to your future success as sales professionals, marketers, and corporations. In this fast-paced keynote presentation Shane Gibson, co-author of Sociable!, will share with you: The new rules of engagement in sales and marketing Prospecting 2.0: How to use Social Media to connect, attract and grow profitable clients opportunities 5 Reasons not to let sales people post content and 10 reasons why you should The top social media and networking tools for sales organizations

TRANSCRIPT

Page 1: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

Going Social with CRM: How Social Media is Turning Sales Upside Down

With Shane Gibson Co-author Sociable!

Chief Social Officer – Socialized! Ltd

Page 2: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

Please Feel Free to Tweet

#SCRM

@ShaneGibson

#scrmroadshow

Page 3: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

“I think that’s going to break.”

Page 4: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

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

Page 5: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

“The Customer Owns Your Brand”

Page 6: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

800 Million

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100 Million

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100 Million updates/day

Page 9: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

1Billion views/day

Page 10: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

Google + 22 million in 20 days

Page 11: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

IBM Institute for Business Value analysis. CRM Study 2011

Page 12: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

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

– Jeff Booth, CEO

Page 13: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

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)

Page 14: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

The Reverse Drip

Page 15: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

Social media marketing is about

LISTENING

Page 16: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

LISTENINGhttp://Search.twitter.com

http://Google.com/alerts

http://Blogsearch.google.com

http://facebook.com/search

http://www.linkedin.com/signal/

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Score Keeping?

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Stakeholder Spotting

Page 19: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software
Page 20: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

#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

#8 SCRM is a customer driven process

#SCRM Rules of Engagement

Page 21: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

Being

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#SCRM = Smart Engagement

SCRM

SocialemailValues

PreferencesData

RelationshipHistory

Business IntelPersonal Intel

360 view

SCRM

ConversationChannels

Monitoring

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How to win

• Realize that marketing/sales is a conversation

• Monitor and respond in real-time• Get social with a tool like Pivotal SCRM• Socialize your entire business and get

ready for Web 3.0 and Customer 3.0

Page 25: Social CRM Speaker #SCRM Strategy for Pivotal SCRM CDC Software

Socialized.me/scrmTwitter.com/[email protected]