Why B2B selling needs to change to align with B2B buying - and headline guidance for effective social selling

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The Internet and Search has been a game-changer for buyers who can now educate themselves and research their options. B2B sellers need to develop new sales and marketing strategies in response.
This presentation outlines the changes in B2B buying and B2B selling in particular the role of social media to help sales people to identify new opportunities through research, monitoring and search through B2B social networks.
This is the first section of 3 that were presented to a business owners, sales and marketing professionals and managers in Bristol in October 2013.

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  • Introduction Topics – 2 slidesAsk – who thinks Social Media is a game changer for B2B sales? y/n/?Actually this could be a negative not just a positiveBuyers use Social Media to find suppliers and check reputation Previous game-changers – Email, Mobile, Internet, Search, Took a while to establish – 10 years or so. Social now 5 years old. WIKI sourcesLinkedInFacebookTwitterG+ 2011 – 2nd largest – Overtook Twitter Jan 2013 Circle DiagramSo- will Social Networking a) last and b) change the game?If you use it wisely it could be a positive for you.If you don’t it might be a positive for a competitor.
  • Why B2B selling needs to change to align with B2B buying - and headline guidance for effective social selling

    1. 1. Why and How is B2B selling changing? Social Media Strategies for B2B Sales Part 1 of ‘Social Media – is it a Game-Changer for B2B Sales? Mark Stonham Twitter @MarkJStonham #LinkedWin
    2. 2. Social Media Strategy for B2B Sales  Conversational not Salesy  Inform, Educate, provide Insight, Entertain  Be Memorable!  Curate - as well as Create  Invite people to take ‘the next step’.
    3. 3. To learn more about how you can use LinkedIn to generate leads and opportunities …     Contact Mark Stonham Email mark@wurlwind.co.uk Follow @markjstonham Connect on LinkedIn  Contact Wurlwind  Wurlwind Website     Find and Follow us: Wurlwind on LinkedIn @wurlwind_li @wurlwind_scrm #LinkedWin

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