Social SellingLeveraging Social Media for B2B Sales Teams               @kokasexton                                       ...
Social Selling Does Not ExistWithout the Fundamentals                        Sales DNA                         Process    ...
Sales Can Add Value and Build a  Pipeline Using Social Media                                  SLIDE :3
60% of decision  makers use social media              |   SLIDE :4
Sales and Marketing are not Aligned                                      |   SLIDE :5
Empower Sales to be Super.                             SLIDE :6
“70% of the B2B buying process happens online”                                                                            ...
Do you really need more contact data?
Know Your Customer                     |   SLIDE :9
Tools Used by Inside Sales Prospect/customer websites                           73.5                   LinkedIn           ...
Look for the Sales Triggers                              SLIDE :11
When you can spot an opportunity while it’s still a blip,you have the ability to act.                                     ...
Emulate the Borg                   |   SLIDE :13
Effective use of Sales Intelligence                                      |   SLIDE :14
Something is wrong!           B2B companies able to track leads from social mediaNoYes      0%      10%      20%     30%  ...
Get Social             |   SLIDE :16
|   SLIDE :17
Social networks are already in useby sales, teach them how to beawesome!                            |   SLIDE :18
Where do I start?                    |   SLIDE :19
Monitor        ConnectTrack             Engage                           |   SLIDE :20
1:1 Marketing   |   SLIDE :21
|   SLIDE :22
Engage incommunitiesthat discusstopics andissues that youcan help with.Shareinformation thatyour prospectsand customerswan...
Source: Lab42   SLIDE :25
The 5 Most Important Items to UpdateCustomizeheadlineAdd PhotoAdd WebsitesAdd TwitterCustomize link                       ...
Join the next evolution of sales    www.socialsellingu.com                                   |   SLIDE :27
Social Media in B2B Sales - #SMPlus
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Social Media in B2B Sales - #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.
  • Social Media in B2B Sales - #SMPlus

    1. 1. Social SellingLeveraging Social Media for B2B Sales Teams @kokasexton | SLIDE :1
    2. 2. Social Selling Does Not ExistWithout the Fundamentals Sales DNA Process Training Tools Social Selling SLIDE :2
    3. 3. Sales Can Add Value and Build a Pipeline Using Social Media SLIDE :3
    4. 4. 60% of decision makers use social media | SLIDE :4
    5. 5. Sales and Marketing are not Aligned | SLIDE :5
    6. 6. Empower Sales to be Super. SLIDE :6
    7. 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. 8. Do you really need more contact data?
    9. 9. Know Your Customer | SLIDE :9
    10. 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. 11. Look for the Sales Triggers SLIDE :11
    12. 12. When you can spot an opportunity while it’s still a blip,you have the ability to act. SLIDE :12
    13. 13. Emulate the Borg | SLIDE :13
    14. 14. Effective use of Sales Intelligence | SLIDE :14
    15. 15. Something is wrong! B2B companies able to track leads from social mediaNoYes 0% 10% 20% 30% 40% 50% 60% 70% | SLIDE :15
    16. 16. Get Social | SLIDE :16
    17. 17. | SLIDE :17
    18. 18. Social networks are already in useby sales, teach them how to beawesome! | SLIDE :18
    19. 19. Where do I start? | SLIDE :19
    20. 20. Monitor ConnectTrack Engage | SLIDE :20
    21. 21. 1:1 Marketing | SLIDE :21
    22. 22. | SLIDE :22
    23. 23. Engage incommunitiesthat discusstopics andissues that youcan help with.Shareinformation thatyour prospectsand customerswant. SLIDE :23
    24. 24. Source: Lab42 SLIDE :25
    25. 25. The 5 Most Important Items to UpdateCustomizeheadlineAdd PhotoAdd WebsitesAdd TwitterCustomize link | SLIDE :26
    26. 26. Join the next evolution of sales www.socialsellingu.com | SLIDE :27
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