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Social Media in B2B Sales - #SMPlus

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Presentation from Social Media Plus event. #smplus

Presentation from Social Media Plus event. #smplus

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  • Marketing departments are now having to do more than just throw leads over the fence. With ROI being added to their requirements, you cant afford to hand sales a phone book and hope they close deals.
  • Part of engagement should be monitoring for sales triggers
  • You have to enable your sales team and help them become an extension of your marketing messaging. This is the only way to be successful.
  • 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.

Transcript

  • 1. Social SellingLeveraging Social Media for B2B Sales Teams @kokasexton | SLIDE :1
  • 2. Social Selling Does Not ExistWithout the Fundamentals Sales DNA Process Training Tools Social Selling SLIDE :2
  • 3. Sales Can Add Value and Build a Pipeline Using Social Media SLIDE :3
  • 4. 60% of decision makers use social media | SLIDE :4
  • 5. Sales and Marketing are not Aligned | SLIDE :5
  • 6. Empower Sales to be Super. SLIDE :6
  • 7. “70% of the B2B buying process happens online” SiriusDecisions Inc. awareness consideration purchaselevel of buyer activity “We have a project” “I’m just “We’ve downloading made a decision” stuff” “We’ve shortlisted vendors” “I’m just browsing” time
  • 8. Do you really need more contact data?
  • 9. Know Your Customer | SLIDE :9
  • 10. Tools Used by Inside Sales Prospect/customer websites 73.5 LinkedIn 69.3 LinkedIn groups 38.8 Blogs 30.6 Facebook 26.5 Twitter 24.5 Google 8.2 | SLIDE :10
  • 11. Look for the Sales Triggers SLIDE :11
  • 12. When you can spot an opportunity while it’s still a blip,you have the ability to act. SLIDE :12
  • 13. Emulate the Borg | SLIDE :13
  • 14. Effective use of Sales Intelligence | SLIDE :14
  • 15. Something is wrong! B2B companies able to track leads from social mediaNoYes 0% 10% 20% 30% 40% 50% 60% 70% | SLIDE :15
  • 16. Get Social | SLIDE :16
  • 17. | SLIDE :17
  • 18. Social networks are already in useby sales, teach them how to beawesome! | SLIDE :18
  • 19. Where do I start? | SLIDE :19
  • 20. Monitor ConnectTrack Engage | SLIDE :20
  • 21. 1:1 Marketing | SLIDE :21
  • 22. | SLIDE :22
  • 23. Engage incommunitiesthat discusstopics andissues that youcan help with.Shareinformation thatyour prospectsand customerswant. SLIDE :23
  • 24. Source: Lab42 SLIDE :25
  • 25. The 5 Most Important Items to UpdateCustomizeheadlineAdd PhotoAdd WebsitesAdd TwitterCustomize link | SLIDE :26
  • 26. Join the next evolution of sales www.socialsellingu.com | SLIDE :27