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 purchase behaviors in your industry and established the foundation for the criticality of the business case. The second, “Social Target Marketing for Complex Sales” focuses on the right approach for your organization to take and that the timing is more critical than ever.
The third is understanding how to apply that process to internally developing the consensus around the business case for social target marketing. Our recommended approach is to focus on building the business case as part of the evangelism and then allow the internal team to build the business justification based upon the available resources, budgets, market priorities, and timing factors. We schedule one-on-one meetings with each of the critical stakeholders to build consensus prior to a formal meeting. At the meeting, we then provide external social market research as validation and a checkpoint for the internal team to evaluate your organization’s readiness. Our commitment is to manage the business case and evangelism processes, but transition the actual decision making process to the internal sponsor.