5 Must-Haves For Boosting Sales With Social Media
 

5 Must-Haves For Boosting Sales With Social Media

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Your customers have changed. How you find them and engage with them has changed too. It’s more important than ever for sales organizations to recognize this opportunity to build relationships and ...

Your customers have changed. How you find them and engage with them has changed too. It’s more important than ever for sales organizations to recognize this opportunity to build relationships and generate new leads using social media. The problem is what tools to use, metrics to track and how to train them. In this session, you will learn about the 5 easy steps you should take, that will empower a sales team to engage with customers in social networks. You will also learn what tools work best and how to measure the results.

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  • Your customers have changed. How you find them and engage with them has changed too. It’s more important than ever for sales organizations to recognize this opportunity to build relationships and generate new leads using social media. The problem is what tools to use, metrics to track and how to train them. In this session, you will learn about the 5 easy steps you should take, that will empower a sales team to engage with customers in social networks. You will also learn what tools work best and how to measure the results.
  • Your customers have changed. How you find them and engage with them has changed too. It’s more important than ever for sales organizations to recognize this opportunity to build relationships and generate new leads using social media. The problem is what tools to use, metrics to track and how to train them. In this session, you will learn about the 5 easy steps you should take, that will empower a sales team to engage with customers in social networks. You will also learn what tools work best and how to measure the results.
  • It shouldn’t be news to you that customers have disconnected from the traditional sales and marketing communications. The revolution against interruption based marketing is almost complete and in order to survive businesses need to adapt to the new customer 2.0.
  • Many sales teams are still using old techniques to reach prospects. Voice mail after voicemail and unanswered emails don’t get get the attention of customer 2.0. Phones were the primary tool before email and now successful sales people need to adapt new tools into their sales process in order to capture new leads, build stronger relationships and find new opportunities.
  • This may seem like marketing data but its really a call to action for sales teams. People are using social media as a primary tool for getting information on products and services. If from a search in Twitter or a deeper conversation in a LinkedIn group or forum, people are not asking companies for information, they are asking their peers, other customers and trusted advisors.
  • It’s time to realize that your prospects and customers are connecting and talking to each other more than you know. Learn to be a part of these conversations .
  • Paying attention even on a small scale will bring your attention to conversations you can be a part of. Find new opportunities Learn more about your prospects Build relationships with influencers Generate interest in your product/service Create better alignment between sales & marketing
  • The first online profile you should focus on is LinkedIn. Stop thinking of it as a profile only updated when you are looking for a job. Your LI profile is being looked at by 60% or more of the people you come in contact with. Make sure your profile is updated, professional and an excellent example of YOU . I could talk for an hour on ways to enhance your LinkedIn profile but the most important points you should focus on are headline – Photo - websites - work history and summary .
  • As I already touched on, I think Twitter is an underutilized tool for sales people. There are so many conversations happening in real time that you can be a part of. At a minimum you should have a Twitter profile just so you can follow the companies you interact with. You will find people of interest and you should engage in conversations. A lot of these updates will lead you to their company blog or even their personal blogs and that gives you an even better platform to create discussions.

5 Must-Haves For Boosting Sales With Social Media 5 Must-Haves For Boosting Sales With Social Media Presentation Transcript

  • 5 Must-Haves For Boosting Sales With Social Media Wednesday, April 6 th , 11:30am - 12:10pm
  • Overview
    • What is Customer 2.0
    • Social Media Meets Sales
    • 5 Steps for Social Selling in B2B
    • Tools for Social Selling
    | SLIDE :
  • Customer 2.0 has tuned out all of your yelling by Orange_Beard
  • time level of buyer activity “ I’m just downloading stuff” “ We have a project” “ We’ve made a decision ” “ I’m just browsing” “ We’ve shortlisted vendors” awareness consideration purchase online “ 70% of the B2B buying process happens online” SiriusDecisions Inc.
  • SLIDE : There are 7 Times more web pages on the internet than people on the planet.
  • SLIDE : 1 out of every 8 minutes online is spent on comScore's " 2010 U.S. Digital Year in Review ,"
  • 5 Steps for Social Selling in B2B
    • Listening
    • Trigger Events
    • Empowering sales
    • Leverage B2B Social Networks
    • Starting on Twitter
    SLIDE :
  • SLIDE : #1 Listen to your sales territory
  • SLIDE :
  • “ Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst relations and press relations are being trumped by customers talking to customers.” Geoffrey James, BNET | SLIDE : Sales 1.0 Sales 2.0 Social media empowers sales people! 1876 1982
  • #2 Look for the Sales Triggers SLIDE :
  • SLIDE : When you can spot an opportunity while it’s still a blip, you have the knowledge to act.
  • | SLIDE : B2B Customers are using social media to make buying decisions. Sales teams need to be engaged to find these prospects.
    • “ Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst relations and press relations are being trumped by customers talking to customers.” Geoffrey James, BNET
    | SLIDE :
  • SLIDE : #3 Empower Sales to be Super .
  • SLIDE : Engage in communities that discuss topics and issues that you can help with. Share information that your prospects and customers want.
  • SLIDE : Sales Can Add Value and Build a Pipeline Using Social Media
  • # 4
  • LinkedIn Facts
    • Primarily B2B sales activity
    • 100M+ users - 67% are buyers
    • 2 Billion people searches in 2010
    • Executives from all Fortune 500 are members
    • Half a million+ LinkedIn groups exist
    • More than 1 million company pages
  • Why sales people should be engaged | SLIDE :
    • Find new opportunities
    • Learn more about your prospects
    • Build relationships with influencers
    • Generate interest in your product/service
    • Create better alignment between sales & marketing
  • | SLIDE : Customize headline Add Websites Add Twitter Add Photo The 5 Most Important Items to Update Customize link
  • SLIDE : Knowing who viewed your profile is an opportunity to find new customers. Who is looking at you?
  • SLIDE : 140 million. The average number of Tweets people sent per day, in the last month. # 5
  • | SLIDE : Join the Twitterverse
    • Add a picture
    • Create your Bio
    • Follow people, companies, brands.
    • Update your followers
    • Have a personality
    • Don’t be spammy
    • Keep a good following ratio
    • Don’t ignore a genuine DM
    • Never argue with someone
  • 5 Steps for Social Selling in B2B
    • Listening
    • Trigger Events
    • Empowering sales
    • Leverage B2B Social Networks
    • Twitter
    SLIDE :
  • Thank You Email: [email_address] | Twitter: @insideview @socialsellingu @kokasexton