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.

1. Getting the Gist of Digital Communication TAG Enterprise 2.0 Society 4/7/2010 Robert PeaseVice President of Marketing robert@gist.com @RobertAtGist

2. Last slide first* IT “Personalization” is blurring the professional/personal divide Social media efforts must move beyond listening to effective engagement to see the greatest benefit Social media can drive revenue but sales is still a process Inboxes proliferate and are becoming more social Available information is overwhelming and effective filtering is essential #gist/@RobertAtGist Copyright © 2010 Gist 2 *Thanks to Zach Nelson, CEO, Netsuite

4. My Equipment

5. My BrandBrand/Sentiment Monitoring Policies & Procedures  Line of Business/Individual Use #gist/@RobertAtGist

6. Do my prospects care about what is being said? 4 #gist/@RobertAtGist

8. Generic response

9. Direct sales tactics

10. Nothing worth sharing

11. Partial coverage

12. Response within 4 – 6 Hours

13. Sales = Support

14. Actionable & meaningful

15. Contribute domain knowledge

16. Response within 1-10 minutes

17. Personal & authentic

18. Speed wins

19. Complete coverage

20. DO NOT outsource

21. No coverage

22. No responseReal-time/Near-time Response No Clue Batch & Act #FAIL #gist/@RobertAtGist

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

25. Finding information… 8 #gist/@RobertAtGist

26. Social media generates revenue… 9 #gist/@RobertAtGist

27. Up to 20% more… 10 #gist/@RobertAtGist

28. But does not always reduce sales cycles 11 #gist/@RobertAtGist

29. Popular tools… 12 #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

32. 15 #gist/@RobertAtGist

33. How Gist Works… 16 #gist/@RobertAtGist

34. Dashboard – what I need to know about my network 17

35. Inside Outlook – integrated with my workflow 18

36. Inside Salesforce – giving me the reason to call… 19 #gist/@RobertAtGist

37. iPhone – smart, relevant information, on the go 20 #gist/@RobertAtGist

38. In a daily email digest… #gist/@RobertAtGist

39. Inside Lotus Notes… 22 #gist/@RobertAtGist

40. Thanks robert@gist.com twitter.com/robertatgist www.gist.com