The era of mass marketing, sales driven information gathering and sharing, and being "just good enough to win" is being shattered by the rapid emergence of a smart, networked, and increasingly demanding generation of empowered customers.
Learn how to adjust your customer acquisition approach to these new realities, and see how other companies are already leveraging these new strategies to reap meaningful rewards.
Building a B2B Social Media Strategy: How Businesses Can Stay Relevant
Ähnlich wie Networks, Signals, Reputation, and Delight: Emerging keys to sales and marketing success in an always on, attention scarce, information rich world
Ähnlich wie Networks, Signals, Reputation, and Delight: Emerging keys to sales and marketing success in an always on, attention scarce, information rich world (20)
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Networks, Signals, Reputation, and Delight: Emerging keys to sales and marketing success in an always on, attention scarce, information rich world
1. NETWORKS
SIGNALS
REPUTATION
& DELIGHT
Emerging keys to sales and marketing success
in an always on, attention scarce, information rich world
Brian Vellmure
Principal / Founder
Initium LLC
http://www.brianvellmure.com
http://www.twitter.com/CRMStrategies
3. "If I had to name the single characteristic
shared by all the truly successful people I've
met over a lifetime, I'd say it is the
ability to create and nurture a
network of contacts.”
– Harvey Mackay
4. Andrew
“Here lies a man who knew
how to enlist the service of
better men than himself."
6. Exponential number of networks to join
Over 800,000 Groups & growing exponentially
Source: Meetup.com March 2011
Source: LinkedIn March 2011
OCT 2009: 52 million Groups
FEB 2010: 620 million Groups
Source: www.allfacebook.com
11. Era of Human Digitization
Portrait by
Popeye Francom
12. “It's the place where tens of millions of people turn to freely share their thoughts with the
world— and where hundreds millions more go to read those thoughts”
- Evan Williams, Serial Entrepreneur, Founder of Twitter & Pyra Labs (discussing Blogger)
13. “Every two days now we create as much information
as we did from the dawn of civilization up until 2003”
- Eric Schmidt, Co-Founder of Google
18. Are
Do this too: You
Listening?
Your prospects & customers are also:
searching
sharing
creating
engaging
Asking questions that you can answer…
19.
20. The Semantic Web (Web
3.0) holds the potential of
taking all of this content
and automatically
connecting it (and you)
with potential partners,
customers, prospects,
employees
…Based on
your networks
your signals
your reputation
Credit: iphones.ru
31. More than
85%
of consumers
said they would
PAY A PREMIUM of up to
25% for a
Superior Customer
Experience.
Source: RightNow Technologies Customer Experience Impact Report
32. Americans will spend
9% more
with companies that
provide excellent service
but 2/3 feel companies
aren’t doing enough
to EARN their business
Source: 2010 American Express
Global Customer Service Barometer
33. Customers looking to be delighted
This year's results make it clear that
'delight' is now the critical brand
differentiator and most important
driver of engagement and loyalty,“
stresses Robert Passikoff, founder
and president of the Brand Keys
consultancy.
"Mere brand 'satisfaction' has never
been more cost-of-entry. Consumers
already know the brands. They know
what they do and they know what
they're willing to pay for them. Now,
they're looking to be delighted."
Source: 2011 Brand Keys Customer Loyalty Index
46. Reputation
and Ranking
Reputation and Ranking
Reputation
and Ranking
Reputation
and Ranking
Reputation
and Ranking
93% of B2B buyers use
Reputation search to begin the buying process.
and Ranking Source: Marketo
Reputation 80% of IT decision makers say
and Ranking
word of mouth is their most important
source when making buying decisions
Reputation Source: Marketo
and Ranking
90% of business buyers say
Reputation when they’re ready to buy, they’ll find you
and Ranking Source: DemandGen Report
(SocialRank, PeopleRank, HumanRank) Rank
by Brian Vellmure @CRMStrategies
50. Grows existing network
Delight
Reputation
THE NETWORK 2nd Circle 3rd Circle
Signals
Individuals
Groups Networks, Signals, Reputation & Delight
by Brian Vellmure @CRMStrategies
52. NETWORKS
SIGNALS
REPUTATION
& DELIGHT
ARE THE
Emerging keys to sales and marketing success
in an always on, attention scarce, information rich world
53. Brian Vellmure
Principal / Founder
Initium LLC
http://www.brianvellmure.com
http://www.twitter.com/CRMStrategies