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

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

2. Please Feel Free to Tweet #SCRM #scrmroadshow @ShaneGibson

3. “I think that’s going to break.”

4. 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

5. “The Customer Owns Your Brand”

6. 800Million

7. 100 Million

8. 100 Million updates/day

9. 1Billion views/day

10. Google + 22 million in 20 days

11. IBM Institute for Business Value analysis. CRM Study 2011

12. “It’s not about B2B or B2C it is really about person to person.” – Jeff Booth, CEO

13. 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)

14. The Reverse Drip

15. Social media marketing is about LISTENING

16. LISTENING http://Search.twitter.com http://Google.com/alerts http://Blogsearch.google.com http://facebook.com/search http://www.linkedin.com/signal/

17. Score Keeping?

18. Stakeholder Spotting

20. #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

21. Being

23. #SCRM = Smart Engagement Conversation Channels SCRM Monitoring Social email Values Preferences Data Relationship History Business Intel Personal Intel 360 view SCRM

24. 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

25. Socialized.me/scrm Twitter.com/shanegibson Shane@socialized.me