Presentation to TAG Enterprise 2.0 group on 4/6/10 in Atlanta, GA.
The presentation covers key findings of a social media and sales effectiveness survey and attitudes surrounding the use of social media in the sales process. The discussion will review the tools and techniques currently being used by the successful sales professional in the next generation enterprise.
23. Rules of Engagement “Amplify” others through your channels to help them build their personal awareness & credibility…you become a promotion engine for your customers. Avoid the frontal assault – not the forum or channel for generic sales pitch, respond in context and be helpful. Be personal and authentic – not to be outsourced or placed in entry-level hands Always respond with a smile…no matter what. You do not control the conversation. Always in public…build the echo chamber. Go off-line when the time is right. Always transparent…both good and bad. Your advocates will stand up for you. Point them somewhere like a blog, social network, or a user community that you host. You want them to connect & share….even about things unrelated to you. #gist/@RobertAtGist
24. Social Media & Sales Survey Collected via on-line survey (n=499) Gist users so skewed in terms of use of social media But…a good leading indicator Wanted to understand usage as well as results You know what they say about statistics… 7 #gist/@RobertAtGist
30. Email isn’t going anywhere… 13 “Email is life's database” “Email is the foundation of all that I do.” “Email is part of what I do everyday. Going outside of Outlook slows my productivity.” “I prefer to stay in email. It is where I live and where work gets done.” “Most of the time spent is in Email, it becomes - with all its quirks - the primary organization and contact management tool.” #gist/@RobertAtGist
31. 14 Too many inboxes Too many connections Too much information Too little time