Adding Social Fuel To Demand Generation Programs [Webinar]
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Adding Social Fuel To Demand Generation Programs [Webinar]

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This webinar will demonstrate how sales and marketing leaders are adding social selling strategies to accelerate pipeline creation—including lead generation and qualification, and gaining access to ...

This webinar will demonstrate how sales and marketing leaders are adding social selling strategies to accelerate pipeline creation—including lead generation and qualification, and gaining access to multiple decision-makers.

The webinar will show how companies are using social selling to:

find and engage contacts at target accounts;
expand network of prospects by sharing relevant information with targeted groups;
better profile the right targets;
improve conversion rates and engagement by learning what prospects really care about, and;
accelerating close rates by getting access to the right executives.


Featured Speakers

• Koka Sexton, Sr. Social Marketing Manager, Linkedin
One of the most recognized social experts in the industry, Koka’s expertise extends beyond his endless knowledge of social networks into his skill at employing them to drive lead generation, create new opportunities, and engage customers.

• Andrew Gaffney, Founder and Editorial Director, Demand Gen Report
Covering best practices in lead generation and lead nurturing for more than six years, Andrew is a frequently referenced thought leader in the area of pipeline development. Andrew also helps B2B organizations develop socially-optimized content campaigns.

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Adding Social Fuel To Demand Generation Programs [Webinar] Adding Social Fuel To Demand Generation Programs [Webinar] Presentation Transcript

  • Adding  Social  Fuel  To  Demand   Genera4on  Programs   #SocialDG  
  • #SocialDG   Welcome  to  the  Webinar   Type  ques4on  here  
  • #SocialDG   Follow  this  webinar  on  LinkedIn  &  Twi<er   #SocialDG  
  • About  Demand  Gen  Report   @DG_Report http://linkd.in/DG_Specialists •  Launched  in  2007  to  track  best  pracCces  in   lead  generaCon   •  Newsle<er  has  grown  to  more  than  26,000   readers   •  We  also  offer  a  menu  of  research  and  best   pracCces  reports     •  New  audio/video  podcasts  at   DemandGenReport.com  
  • #SocialDG   Poll  #1   Is  your  organiza4on  currently  using  social  media  for  the   following  areas  of  demand  genera4on?     a.  To  find  and  engage  contacts  at  target  companies   b.  To  strengthen  our  brand  by  sharing  relevant  resources/content   c.  To  gather  intelligence  on  prospects  needs  and  pain  points   d.  To  influence  deals  by  providing  meaningful  tools  to  key  contacts   e.  Not  currently  uClizing  social  media  for  demand  generaCon    
  • #SocialDG   Panelist   Koka  Sexton   Sr.  Social  MarkeCng  Manager   LinkedIn   MODERATOR:   Andrew  Gaffney   Editor,  Demand  Gen  Report  
  • ©2013 LinkedIn Corporation. All Rights Reserved.   Adding  Social  Fuel  To  Demand  GeneraCon  Programs  
  • ©2013 LinkedIn Corporation. All Rights Reserved. Can Social Media Accelerate deals?
  • Recent success of social selling with inContact 122%  increase  in  revenue  for  those   sales  reps  using  LinkedIn.   157%  increase  in  revenue  for  those   sales  reps  using  LinkedIn  &  Eloqua.   •  Advanced  searches   •  inMails   •  Leveraging  connecCons  (TeamLink)   •  MarkeCng  automaCon  
  • Recent success of social selling with uSamp 18 Net New Appointments with Qualified Prospects in 30 days •  Sharing relevant news •  Listening to social trigger events •  Leveraging connections (TeamLink) •  Engaging on LinkedIn for communication
  • ©2013 LinkedIn Corporation. All Rights Reserved. Find and engage
  • ©2013 LinkedIn Corporation. All Rights Reserved. Deepen your advanced searches using additional filters
  • Example: Sales Navigator would help John find more warm introductions at Hasbro LSS 13©2013 LinkedIn Corporation. All Rights Reserved. John’s… 1 +3 +10 1st degree connections at Hasbro: Teamlink 2nd degree connections at Hasbro through current colleagues: 2nd degree connections at Hasbro through John’s connections:
  • ©2013 LinkedIn Corporation. All Rights Reserved. Adding Social Fuel to Demand Generation
  • 4 Actions to adding social fuel 15 Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility Gathering Intelligence: Researching social information to prepare for sales conversations Building your Network: Developing relationships with people who can share information and provide referrals Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts 1. Be DISCOVERED 3. Let them ENGAGE 2. Let them EXPLORE 4. Create ADVOCATES
  • LinkedIn Confidential ©2013 All Rights Reserved 16 Status  Updates   Content  Led   Precision  TargeCng   Expanded  Reach   1. Be Discovered
  • Company followers generate revenue 50 %of members are more likely to purchase from a company they engage with on LinkedIn
  • LinkedIn Confidential ©2013 All Rights Reserved18 Company  Page   Social  ExploraCon   Company  Updates   SlideShare  Channel   Managed  Groups     2. Let them Explore
  • LinkedIn Confidential ©2013 All Rights Reserved Lead  GeneraCon   Display  Ads   Status  Updates   SlideShare  Ads   3. Let them Engage
  • Followers of a company on LinkedIn are 2x more likely to purchase and recommend 2X
  • LinkedIn Confidential ©2013 All Rights Reserved 21LinkedIn Confidential ©2013 All Rights Reserved 2121LinkedIn Confidential ©2013 All Rights Reserved Followers   RecommendaCons     HP Followers are 1.5 times more likely to consider HP products and services and 2 times more likely to recommend HP than non- HP followers 4. Create Advocates
  • ©2013 LinkedIn Corporation. All Rights Reserved. Becoming a Social Selling Pro
  • How How do I get a warm intro? LSS 23©2013 LinkedIn Corporation. All Rights Reserved. +200M members +2B member updates per week Billions connections How LinkedIn fits into this world What What to talk about? Who Who are the Right People?
  • 4 Actions to Becoming a Social Selling Pro 24 Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility Gathering Intelligence: Researching social information to prepare for sales conversations Building your Network: Developing relationships with people who can share information and provide referrals Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts 1. Build Your PROFILE 3. Gather INSIGHTS 2. Develop Your NETWORK 4. Contribute INSIGHTS
  • 1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU 25
  • 2. Proactively Develop Your Network Build trusted relationships who can support your professional objectives
  • 27 3. Gather Intelligence Be prepared for every interaction by researching contacts and companies
  • 28 4. Contribute Insights Share ideas through status updates, and participate in groups
  • ©2013 LinkedIn Corporation. All Rights Reserved. Using email for social selling success
  • ©2013 LinkedIn Corporation. All Rights Reserved. 30
  • Using email and social for success ©2013 LinkedIn Corporation. All Rights Reserved. 31 Emailnurturing •  Monitor “Who’s viewed my profile” •  Connect with new leads •  Leverage connections •  Nurture through updatesLinktosalesprofiles.
  • ©2013 LinkedIn Corporation. All Rights Reserved. 32
  • #SocialDG   Poll  #2   How  far  along  do  you  consider  your  organiza4on  with   regards  to  social  selling?   a.  We  haven’t  done  any  social  selling  yet   b.  We’ve  done  some  social  selling  but  don’t  have  a  comprehensive   strategy  or  tools   c.  We  have  a  strategy  and  are  levering  social  selling  tools   d.  I’m  not  sure  
  • #SocialDG   Q&A    //    Submit  your  quesCons   Type  ques4on  here  
  • #SocialDG   Q&A    //    Panelist   Koka  Sexton   Sr.  Social  MarkeCng  Manager   LinkedIn   MODERATOR:   Andrew  Gaffney   Editor,  Demand  Gen  Report  
  • #SocialDG   Thanks  for  a<ending  this  webinar!   Download  this  presentaCon  and  the     “7  Ways  Sales  Professionals  Drive  Revenue   With  Social  Selling”  E-­‐book  at:         hIp://dg-­‐r.co/socialfuel