1. The Evolution of the Social Buying Process
Scott Miller
President
Social123
Peter Gracey
Co-founder & COO
AG Salesworks
Jon Ferrara
Founder & CEO
Nimble
Atri Chatterjee
CMO
Act-On Software
Panelists
Social Selling Discussion with Experts from Act-On, Nimble,
Social123 and AG Salesworks
Follow the discussion on Twitter: #socialbuyer
2. Social Lead Generation
• Sales Representatives believe contact
data in LinkedIn is better than the
data inside of their CRM
85%
• Marketers plan to use Social Media
Data to drive marketing campaigns in
2013
78%
• Marketers want to add social data to
their customer data profile42%
#socialbuyer
3. Social Lead Generation
What is the name of your company
What is the name of the product you sell
What is the name of your primary competitor
What’s the name the competitor's product
To what industry do your sell
What are your industries big conferences
What are your Google Ad Words
Who are your biggest prospects / customers
#socialbuyer
5. Social Lead Generation
First Name: Aaron
Last Name: Biddar
Location: Atlanta, GA
URL: social123.com
Self-Description: CEO @ Social123, Social Media know it all
Followers: 456
6. Social Lead Generation
What is your personal twitter handle
What is your corporate twitter handle
What is your competitor’s twitter handle
What association supports your customers?
What publications cover your customers?
"A business friend of a business friend is a potential friend of my business.”
#socialbuyer
7. www.act-on.com | @ActOnSoftware
Marketing Throughout the Customer Lifecycle
ACQUISITION
PROGRAMS
NURTURING
PROGRAMS
MARKETING TO
SALES HANDOFF
CUSTOMER
SUCCESS
PROGRAMS
Social
Webinars
Whitepapers
STAGESACTIVITIESSYSTEMS
LEADS
MQL
SQL &
OPPORTUNITIES
CUSTOMERS
ENGAGED
CUSTOMERS
ADVOCATE
& FAN
EXPANSION
Advocacy
Referrals
Increased Purchases
Implementation
Training
Usage
8. www.act-on.com | @ActOnSoftware
The Role of Social in Marketing Automation
• Intelligence about prospects & customers
• Static attributes dynamic information
• Profile information that is actionable
• Source for advanced automation & nurturing
• Campaigns triggered on social responses (in addition to
email & web)
• Nurturing and scoring incorporates real-time nature of
social in the automation process
• Better collaboration between marketing and sales
• Timely information to sales based on immediate customer
needs
22. The 5 E’s of Social
Business
• Educate with Content
• Enchant by being Relevant
• Engage with Authenticity
• Embrace with Intent
• Empower Your Customers
30. Thank you for listening to
The Evolution of the Social Buying Process
Notas del editor
Colleen,Please make the following changes:StagesExtend out the stages to beyond becoming a customer (see next slide for example)Add a cylinder called Engaged customerGrowing CustomerActivitiesRename customer retention campaigns to “customer success programs”Add activities implementation, training, and usage under customer success programsAdd another box called ExpansionAdd activities like advocacy, referrals, and increased purchasesSystemsWe need to re-think this diagram in the following way: Act-On needs to be more central with CRM integration being more on the left side (acquisition) while support platforms being on the right. The idea is that Act-On now plays a part in the whole lifecycle