Social Selling + Pipeline Marketing The Sales Conference

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Vendemore presentation from the Sales Conference

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Social Selling + Pipeline Marketing The Sales Conference

  1. 1. ”How can social selling and pipeline marketing be used to influence B2B buying?”
  2. 2. Pipeline Marketing™
  3. 3. Pipeline Marketing™ Social selling
  4. 4. Pipeline Marketing™ Social selling Cold calling and dating? The Pipeline Marketing Company
  5. 5. Pipeline Marketing™ Social selling 1. Visit profile The Pipeline Marketing Company
  6. 6. Pipeline Marketing™ Social selling 2. Comment on a post The Pipeline Marketing Company
  7. 7. Pipeline Marketing™ Social selling 3. Send InMail or Email Hi Jill. I really liked your post about phone based qualification of leads. Vendemore has 400+ clients in 13 countries. We work with 50+ consulting firms such as Accenture, CGI, Tieto and also many mid sized consulting firms. In already made framework agreements they typically struggle to win each transaction. This is difficult since the sales people can’t access all individual buyers inside a large organisation. I will try to reach you on the phone between 8 and 10 on Tuesday. I hope that is ok. Regards Christopher Engman The Pipeline Marketing Company
  8. 8. Pipeline Marketing™ Social selling 4. Call …at least double hit rate 200% The Pipeline Marketing Company
  9. 9. Pipeline Marketing™ Social selling 1. 2. 3. 4. 5. 6. 7. Visit profile Wait Comment on a post Wait Send InMail o Email Wait Call The Pipeline Marketing Company
  10. 10. Pipeline Marketing™ Social selling Cold calling and dating? The Pipeline Marketing Company
  11. 11. Pipeline Marketing™ Pipeline Marketing
  12. 12. Pipeline Marketing™ Pipeline Marketing Large complex deals Cross selling Framework agreements The Pipeline Marketing Company
  13. 13. Pipeline Marketing™ Pipeline Marketing Products/Services Customers U V Y Z € -- -- -- -- -- -- € C D X € A B W -- € -- € The Pipeline Marketing Company
  14. 14. Pipeline Marketing™ What can we do? Run marketing towards the whole buying organisation
  15. 15. Pipeline Marketing™ Advertise… Only people working in the organisations you choose. Marketing towards the buying organisation during the sales cycle The Pipeline Marketing Company
  16. 16. Pipeline Marketing™ Advertising, films, social media, articles are targeted to the buying organisation
  17. 17. Pipeline Marketing™ Banner pushing references and raising questions The Pipeline Marketing Company
  18. 18. Pipeline Marketing™ Video about how the international banks become social using IBM The Pipeline Marketing Company
  19. 19. Pipeline Marketing™ Content feed through Twitter in a banner The Pipeline Marketing Company
  20. 20. Pipeline Marketing™ Download banner promoting 3 reports about banks (customers and sales/marketing channels) Marketing towards the buying organisation during the sales cycle The Pipeline Marketing Company
  21. 21. Pipeline Marketing™ Facebook targeting your prioritised accounts The Pipeline Marketing Company
  22. 22. Pipeline Marketing™ 10x The Pipeline Marketing Company
  23. 23. How we can use social selling and pipeline marketing to influence B2B buying?
  24. 24. Pipeline Marketing™ Social Selling Pipeline Marketing

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