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	<title>Social Gastronomy &#187; Blog</title>
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		<title>Defining the Root Problem in Sales and Marketing Today</title>
		<link>http://www.socialgastronomy.com/blog/defining-root-problem-sales-marketing-today/</link>
		<comments>http://www.socialgastronomy.com/blog/defining-root-problem-sales-marketing-today/#comments</comments>
		<pubDate>Tue, 15 May 2012 15:12:37 +0000</pubDate>
		<dc:creator>Matthew Rosenhaft</dc:creator>
				<category><![CDATA[Buyer-Centric]]></category>
		<category><![CDATA[Marketing Strategy]]></category>

		<guid isPermaLink="false">http://www.socialgastronomy.com/?p=1281</guid>
		<description><![CDATA[Print PDF Buyers now have access to better information in the market thanks to by social networks, online communities, technical forums, blogs, video, and other web 2.0 interactive technologies;  enabling them to collaborate, share information, and empower themselves to the disadvantage of the vendors. This is causing a shift in market behavior to a more [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Welcome to the Buyer-Centric Movement</title>
		<link>http://www.socialgastronomy.com/blog/buyer-centric-movement/</link>
		<comments>http://www.socialgastronomy.com/blog/buyer-centric-movement/#comments</comments>
		<pubDate>Tue, 07 Feb 2012 14:18:15 +0000</pubDate>
		<dc:creator>Judy</dc:creator>
				<category><![CDATA[Business Case]]></category>
		<category><![CDATA[Buyer-Centric]]></category>
		<category><![CDATA[Complex Solutions]]></category>
		<category><![CDATA[buyer behavior]]></category>
		<category><![CDATA[buyer-centric]]></category>
		<category><![CDATA[buying process]]></category>
		<category><![CDATA[Customer Lifecycles]]></category>
		<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Lead Identification]]></category>

		<guid isPermaLink="false">http://www.socialgastronomy.com/?p=1251</guid>
		<description><![CDATA[Print PDF In response to my last two posts, an “Open Letter to Buyers” and an “Open Letter to Buyer-Centric Organizations”, I have tried to articulate the evolution in the conversations I’ve had about why social is disruptive to business as we know it, why a buyer-centric approach is so critical to the long-term viability [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Buyer-Centric Bill of Rights</title>
		<link>http://www.socialgastronomy.com/blog/buyer-centric-bill-rights/</link>
		<comments>http://www.socialgastronomy.com/blog/buyer-centric-bill-rights/#comments</comments>
		<pubDate>Mon, 06 Feb 2012 17:22:07 +0000</pubDate>
		<dc:creator>Matthew Rosenhaft</dc:creator>
				<category><![CDATA[Buyer-Centric]]></category>
		<category><![CDATA[General Marketing]]></category>
		<category><![CDATA[Marketing for CEOs]]></category>
		<category><![CDATA[buyer bill of rights]]></category>
		<category><![CDATA[buyer-centric]]></category>
		<category><![CDATA[call-center]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[SPAM]]></category>

		<guid isPermaLink="false">http://www.socialgastronomy.com/?p=1242</guid>
		<description><![CDATA[Print PDF We created a Buyer&#8217;s Bill of Rights a couple of months ago, but didn&#8217;t have the right context to explain the &#8220;why&#8221; of Buyer-Centric, but now in context it is becoming clear that this is the &#8220;how&#8221; to become buyer-centric in your engagement within your markets. Imagine if all vendors treated buyers this [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>The Evolution to Buyer-Centric</title>
		<link>http://www.socialgastronomy.com/blog/evolution-buyer-centric/</link>
		<comments>http://www.socialgastronomy.com/blog/evolution-buyer-centric/#comments</comments>
		<pubDate>Mon, 06 Feb 2012 17:07:56 +0000</pubDate>
		<dc:creator>Matthew Rosenhaft</dc:creator>
				<category><![CDATA[Buyer-Centric]]></category>
		<category><![CDATA[Marketing for CEOs]]></category>
		<category><![CDATA[Marketing Strategy]]></category>
		<category><![CDATA[behavioral target marketing]]></category>
		<category><![CDATA[Business Case]]></category>
		<category><![CDATA[buyer needs]]></category>
		<category><![CDATA[buyer-centric]]></category>
		<category><![CDATA[buying process]]></category>
		<category><![CDATA[context]]></category>
		<category><![CDATA[decision support]]></category>
		<category><![CDATA[evolutionairy]]></category>
		<category><![CDATA[Marketing]]></category>

		<guid isPermaLink="false">http://www.socialgastronomy.com/?p=1232</guid>
		<description><![CDATA[Print PDF As we have progressed to defining a &#8220;new&#8221; category of engagement in sales and marketing that we coined &#8220;Buyer-Centric&#8221; versus your traditional sales and marketing models, we have continued to develop better visual tools to help companies figure out where they are in their development. We decided that &#8220;social&#8221; was not helping people [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Defining Buyer-Centric Marketing</title>
		<link>http://www.socialgastronomy.com/blog/defining-buyer-centric-marketing/</link>
		<comments>http://www.socialgastronomy.com/blog/defining-buyer-centric-marketing/#comments</comments>
		<pubDate>Mon, 06 Feb 2012 16:35:00 +0000</pubDate>
		<dc:creator>Matthew Rosenhaft</dc:creator>
				<category><![CDATA[General Marketing]]></category>
		<category><![CDATA[Marketing for CEOs]]></category>
		<category><![CDATA[buyer-centric]]></category>
		<category><![CDATA[buying process]]></category>
		<category><![CDATA[decision support]]></category>
		<category><![CDATA[engagement]]></category>
		<category><![CDATA[Social Media]]></category>
		<category><![CDATA[solution]]></category>

		<guid isPermaLink="false">http://www.socialgastronomy.com/?p=1227</guid>
		<description><![CDATA[Print PDF We are Seeing a Disconnect Between The Way Buyer&#8217;s Approach the Market And The Solution-Centric Marketing That Vendors Provide Buyers are active and participating within on social websites, forums etc., but the social market is noisy, saturated, mature,  and cluttered with vendors so buyers are faced with many options to choose from which makes the [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Open Letter to Buyer-Centric Organizations</title>
		<link>http://www.socialgastronomy.com/blog/open-letter-buyer-centric-organizations/</link>
		<comments>http://www.socialgastronomy.com/blog/open-letter-buyer-centric-organizations/#comments</comments>
		<pubDate>Tue, 20 Dec 2011 21:04:16 +0000</pubDate>
		<dc:creator>Judy</dc:creator>
				<category><![CDATA[Complex Solutions]]></category>
		<category><![CDATA[Social Leadership]]></category>
		<category><![CDATA[CEO]]></category>
		<category><![CDATA[CMO]]></category>
		<category><![CDATA[Customer Acqusition Costs]]></category>
		<category><![CDATA[customer experience]]></category>
		<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Linkedin]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[product management]]></category>
		<category><![CDATA[ROI]]></category>

		<guid isPermaLink="false">http://www.socialgastronomy.com/?p=1215</guid>
		<description><![CDATA[Print PDF The last two posts, an “Open Letter to CMOs” and an “Open Letter to Buyers” have triggered a large number of pretty intense conversations about the frustrations that you’re feeling today around the disruptive impact social media is having on your markets.  It’s disruptive, not because of the technology, but because of the [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Recent Social Executive Council Post: Open Letter to Buyers</title>
		<link>http://www.socialgastronomy.com/blog/social-executive-council-post-open-letter-buyers/</link>
		<comments>http://www.socialgastronomy.com/blog/social-executive-council-post-open-letter-buyers/#comments</comments>
		<pubDate>Mon, 07 Nov 2011 16:20:23 +0000</pubDate>
		<dc:creator>Judy</dc:creator>
				<category><![CDATA[Marketing for CEOs]]></category>
		<category><![CDATA[Marketing Strategy]]></category>
		<category><![CDATA[Open Letter]]></category>
		<category><![CDATA[Anti-Social]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[buyer behavior]]></category>
		<category><![CDATA[buying process]]></category>
		<category><![CDATA[CEO]]></category>
		<category><![CDATA[CMO]]></category>
		<category><![CDATA[customer expectations]]></category>
		<category><![CDATA[customer experience]]></category>
		<category><![CDATA[Customer Lifecycles]]></category>
		<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[target marketing]]></category>

		<guid isPermaLink="false">http://www.socialgastronomy.com/?p=1201</guid>
		<description><![CDATA[Print PDF We owe you a mea culpa…. We’ve been seller driven, not buyer driven. We’ve focused on selling you what we think you need (what we sell) versus helping you make better decisions.  We haven’t helped you make the business case for why this is a significant problem.  We’ve automated our marketing systems to [...]]]></description>
		<wfw:commentRss>http://www.socialgastronomy.com/blog/social-executive-council-post-open-letter-buyers/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Anti-Marketing is the Anti-Matter Equivelant for Marketing and is Now Back in Vogue</title>
		<link>http://www.socialgastronomy.com/blog/anti-marketing-anti-matter-equivelant-marketing-vogue/</link>
		<comments>http://www.socialgastronomy.com/blog/anti-marketing-anti-matter-equivelant-marketing-vogue/#comments</comments>
		<pubDate>Thu, 13 Oct 2011 15:42:17 +0000</pubDate>
		<dc:creator>Matthew Rosenhaft</dc:creator>
				<category><![CDATA[Marketing for CEOs]]></category>
		<category><![CDATA[Marketing Strategy]]></category>
		<category><![CDATA[social marketing]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[anti-marketing]]></category>
		<category><![CDATA[buyer behavior]]></category>
		<category><![CDATA[complex purchases]]></category>
		<category><![CDATA[Lead Generation]]></category>
		<category><![CDATA[marketing budgeting]]></category>
		<category><![CDATA[marketing campaigns]]></category>
		<category><![CDATA[social target marketing]]></category>
		<category><![CDATA[strategic marketing]]></category>

		<guid isPermaLink="false">http://www.socialgastronomy.com/?p=1186</guid>
		<description><![CDATA[Print PDF Anti-marketing is coming back into vogue. Anti-marketing is the anti-thesis of the flashy, emotional appeal. It is the lengthy, detailed, fact laden, and intellectual outline of the context of the problem, value proposition, feature and functionality comparison. In short, it isn’t short, but substantive. Not “anti” marketing where marketing is evil, but more [...]]]></description>
		<wfw:commentRss>http://www.socialgastronomy.com/blog/anti-marketing-anti-matter-equivelant-marketing-vogue/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
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		<item>
		<title>Social Target Marketing for Complex Sales &#8211; Evangelism, Advocacy, Justification</title>
		<link>http://www.socialgastronomy.com/blog/social-target-marketing-complex-sales-evangelism-advocacy-justification/</link>
		<comments>http://www.socialgastronomy.com/blog/social-target-marketing-complex-sales-evangelism-advocacy-justification/#comments</comments>
		<pubDate>Mon, 26 Sep 2011 19:46:07 +0000</pubDate>
		<dc:creator>Judy</dc:creator>
				<category><![CDATA[Business Case]]></category>
		<category><![CDATA[Complex Solutions]]></category>
		<category><![CDATA[Enterprise Social]]></category>
		<category><![CDATA[Marketing for CEOs]]></category>
		<category><![CDATA[Marketing Strategy]]></category>
		<category><![CDATA[Advocacy]]></category>
		<category><![CDATA[complex sales]]></category>
		<category><![CDATA[evangelism]]></category>
		<category><![CDATA[Justification]]></category>
		<category><![CDATA[social target marketing]]></category>

		<guid isPermaLink="false">http://www.socialgastronomy.com/?p=1175</guid>
		<description><![CDATA[Print PDF As part of our process, we have built a three-part conceptual framework for social target marketing and the business impact that we believe is critical for managing the complexity of the buying process in today’s market.  The first, “Open Letter to CMO’s” focuses on the impact that social is already having on the [...]]]></description>
		<wfw:commentRss>http://www.socialgastronomy.com/blog/social-target-marketing-complex-sales-evangelism-advocacy-justification/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Open Letter to CMO&#8217;s &#8211; Social Target Marketing for Complex Sales</title>
		<link>http://www.socialgastronomy.com/blog/open-letter-cmos-social-target-marketing-complex-sales/</link>
		<comments>http://www.socialgastronomy.com/blog/open-letter-cmos-social-target-marketing-complex-sales/#comments</comments>
		<pubDate>Mon, 26 Sep 2011 19:34:39 +0000</pubDate>
		<dc:creator>Judy</dc:creator>
				<category><![CDATA[Business Case]]></category>
		<category><![CDATA[Complex Solutions]]></category>
		<category><![CDATA[Enterprise Social]]></category>
		<category><![CDATA[Marketing for CEOs]]></category>
		<category><![CDATA[Marketing Strategy]]></category>
		<category><![CDATA[Social Leadership]]></category>
		<category><![CDATA[CEO]]></category>
		<category><![CDATA[CMO]]></category>
		<category><![CDATA[complex sales]]></category>
		<category><![CDATA[Customer Lifecycles]]></category>
		<category><![CDATA[social marketing strategy]]></category>
		<category><![CDATA[social search]]></category>
		<category><![CDATA[social target marketing]]></category>

		<guid isPermaLink="false">http://www.socialgastronomy.com/?p=1172</guid>
		<description><![CDATA[Print PDF I’m not sure if you saw the “Open Letter to CMO’s” in the Social Executive Council.  The feedback we’ve received is that the post is helping to build your own business case to address the impact that social is having on the purchase behaviors in your industry, in particular those with a very [...]]]></description>
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		<slash:comments>2</slash:comments>
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