Social Media For B2B Sales

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Social Media is an effective tool to help with B2B Sales. It can be used to help with both account management and prospecting. The best tools are Linkedin and Twitter.

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  • Thanks for sharing. Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called www.found.ly which utilizes LinkedIn and grabs us the professional email address of our prospects in real-time, and also allows us to reach out to them using the internally built email automation tool. I'd be interested to hear if anyone else uses this system?
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Social Media For B2B Sales

  1. 1. www.vapartners.ca @markeelliott @vapartners Presentation for Leveraging Social Media in the B2B Sales Process September 4, 2013
  2. 2. www.vapartners.ca @markeelliott @vapartners Agenda • Why SM for Sales • Platforms • Linkedin • Twitter • What Marketing/Leadership can do to help • Create a plan • Taking on-line relationships off-line • Other great resources
  3. 3. www.vapartners.ca @markeelliott @vapartners Why Social Media for Sales? • Competitive information • Account Management • Prospecting • Stay top of mind • Show you are a subject matter expert.
  4. 4. www.vapartners.ca @markeelliott @vapartners Which Platform is the best for you? • Where are your Customers and Partners? • How do they like to get information? • Don’t spread yourself too thin • Get the best ROI
  5. 5. www.vapartners.ca @markeelliott @vapartners Why Linkedin? • Best platform for B2B Sales • Over 7 Million Canadians using it • People are there to connect based on business • Flexible tool • Keep in contact with new and old connections http://www.techvibes.com/blog/linkedins-seven-million-canadian-users-2013-05-13
  6. 6. www.vapartners.ca @markeelliott @vapartners Linkedin the basics • Completed profile, with picture • Link to company page • Join Groups • Set your public profile
  7. 7. www.vapartners.ca @markeelliott @vapartners Account Management Linkedin • Make connections with existing accounts • Changes in profile • SalesLoft • Add 1 connection every day • Update status • Like posts • Participate in groups • Answer questions
  8. 8. www.vapartners.ca @markeelliott @vapartners Linkedin Prospecting • Leverage 2nd Connections • Company Page • Connections • Company Details • Searches • Company • Contacts • inMail • Who has viewed your profile? • Connect after meetings and events
  9. 9. www.vapartners.ca @markeelliott @vapartners Why Twitter? • Open connections, a lot of business applications • In Canada over 10 Million accounts • Business and Personal • Great way to Share information http://carabinerpr.com/blog/infographic-new-b2b-marketing-study/
  10. 10. www.vapartners.ca @markeelliott @vapartners Twitter the basics • Completed profile, with picture • Create lists • 3rd Party Sources • Company • Prospects • Customers • Competitors • Create searches • Use tools • Web • Mobile
  11. 11. www.vapartners.ca @markeelliott @vapartners Using Twitter • Use it every day • Follow before engaging • RT is powerful • Events and # • Don’t be afraid to connect with an @reply but don’t pester
  12. 12. www.vapartners.ca @markeelliott @vapartners What can Marketing/Leadership do to help? • Create great content • Blog content • White Papers • Make it easy to share • Company Posts to Linkedin and Twitter • Create best practices document • Celebrate success • Sales reinforcement • Planning sessions • Use it yourself • Team meetings
  13. 13. www.vapartners.ca @markeelliott @vapartners Create a plan • Set aside time regularly • Set goals • Connect • Everyone loves a RT/Share • Don’t just share your information • Create lists • Help others
  14. 14. www.vapartners.ca @markeelliott @vapartners Taking Relationships Offline • Find the connectors • Meeting at events • New connection on Linkedin ask for a coffee or a call • Go through your old connections and schedule meetings • Offer help for people, before you need anything from them
  15. 15. www.vapartners.ca @markeelliott @vapartners Great Resources @B2Bspecialist Linkedin Group Linkedin Group
  16. 16. www.vapartners.ca @markeelliott @vapartners Connect with me @markeelliott Mark Elliott on Linkedin

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