Good post Bob. For the reasons that you share, the purchase power has forever shifted from seller to buyer. The sales cycle must now be recognized as a buy cycle, and sellers must change their communication style from monologue blasts to dialogue conversations. Social channels are where buyers now get connected, get informed, get independent reviews and get existing customer feedback on potential vendors. If those vendors are to be found, and be considered during the first ~60% of the buy cycle (and before buyers actually engage their short-listed finalists), they must meet buyers in those social channels. It's a very interesting time for sellers to craft innovative social CRM solutions. I look forward to learning more at WWPC.