Game Changers Volume III, May 2011

Pre-Commerce:

How Companies and Customers Are Transforming Business … Together

The Troyanos Group is very pleased to present our readers with an exclusive preview of Bob Pearson’s new book, Pre-Commerce: How Companies and Customers Are Transforming Business Together, which offers a step-by-step process for leaders to apply this knowledge to begin transforming their companies.

Pearson’s expertise in this area is extensive, and he brings a unique combination of social media, marketing and communications skills acquired during nearly 25 years at three Fortune 500 companies and a major consultancy. He currently serves as Chief Technology and Media Officer for WCG, a leading independent global communications company focused on the integrated corporate and product marketing and communications needs of the world’s leading companies. Previously, he was vice president of Communities and Conversations at Dell Inc, where he was responsible for developing an industry-leading approach to the use of social media, as highlighted in the book GroundSwell.

Excerpt: “In my observations over the past five years, I’ve found that at least three-quarters of e-commerce customers turn to peer reviews, blogs, forums and other social media channels before completing an online transaction … Few companies have recognized and reacted to this remarkable shift in influence. More and more, your customers will arrive at your door or come to your Web site with their minds already made up. And if you have no way of reaching them while they’re making their decision, you’ve already missed the sale.”