18. • Company Founded on $3,000
• Zero funding - Bank, VC, Seed,
Angel
• No Marketing Dept. for 1st Five
Years
• #1 Rated Product for 10 Years
• 2 Million Users Worldwide
• 5,000 VARS
• 500+ Third Party Apps
• Defined
The Roots of
SFA/CRM
37. Before: Today:
Some data. All your data.
Manually. Automatically.
38. The Old Sales 1.0
Process
• Identify prospect
• Do homework
• Send Email/Cold Call on Phone
• Schedule Meeting
• Ask Questions to determine BANT
• Educate on Products/Services
• Close Deal
40. The New Sales 2.0
• Customer 2.0 doesn’t need Education
Process
• With Web 2.0/Social they educate
themselves
• They Ignore Your Slick Marketing
Material
• They use Peer Recommendations
• They make decisions w/o calling/taking
calls
• They yell at companies & expect a
response
41. Customer 2.0 Expectations
• Be Honest, Authentic & Responsible
• Understand my business goals
• Listen before proposing a solution
• Display knowledge of my industry
• Be Prepared before any Meeting
• Do Your HomeWork!
43. Is the New Funnel a LifeCycle Loop?
Businesses need to Acquire and Retain Customers
Confidential 43
44. Professional
Network
Reach out to your
Community
45. Building Your Personal
Brand?
Influence is “the capacity to have an effect on the character,
development or behavior of someone or something”
46. Why Build Your
Brand?
• Help your company grow
• Grow your existing profession
• Connect with other influencers
• Protect your reputation
• Promote and sell products and services
• Find a new career
47. Building Your Brand
• Be Relevant
• Be Authentic
• Be Personal
• Support Others
• Pay it Forward
• Content Attracts
• Sustainable Community
48. Personal Branding
• Create Your Personal & Business Social Identities
• Identify Communities
• Listen to Others
• Add Value
• Educate & Engage
• Connect & Nurture
53. The 5 E’s of Social
Business
• Educate with Content
• Enchant by being Relevant
• Engage with Authenticity
• Embrace with Intent
• Empower Your Customers
76. • There are gems in your Social Graph
• Listen & Engage
• Stay Top of Mind
• Nurture Relationships
• Mine the nuggets in your network
• Build Your Brand
87. • Check Twitter -in the Morning and
Twice Daily Respond when
necessary. Follow the @replies that
Afternoon
make sense.
• Check LinkedIn. Reply to emails and
comments when appropriate.
• Scan Twitter followers for relevant
conversations to join.
• Check your business's Facebook Page
for questions and respond when
necessary.
• Scan Google Alerts for brand and
company mentions. Respond as