Video:  socialnomics 2014

Switch from selling to helping.  Help the customer buy.  78% salesperson using social networks outsell peers. (Identity + relationship = who influence them).  Should follow buyers based on their comments after sale.

Customers expect companies feel personal and authentic. Adapt or die.  By 2025, 75 percent will be millennials.  The millenial buying profile mandates this behavior or you will be out in the cold.

Become more human through unedited voices and personalities.  92% of b2b start search online. Modern buyers best friend. 57% buying process before engaging sales.  Marketers manage more of the buying process. Buyer to company 33%, buyer to buyer 92%

Become credible and influencer in process.  Social selling key and need to be seen as expert.   B2b = twitter and linkedin

Social selling is using social to Research to be relevant to build relationships that drive revenue.

resume to digital rep

always be connecting

use content to engage

social listen to leads

measure meaningful metrics

Need to be info concierge.  Use Little Bird to id smarty pants people in industry and serves up content they are sharing.  411 = 4 piece non company content, 1 company, 1 humanizing piece (Ted talks, kids, etc.)

  Specific Soclal Media Tools

LinkedIn.  fix profile.  Headline how help vs. title. First person. Tell a story vs. resume.  Recommendations key.   Use their words on your invite. Groups key.  Find alumni. 

Twitter - hashtags. Create lists, linkedin URL, clean it up.