Your SlideShare is downloading. ×
How to build your sales pipeline with social and emerging media
Upcoming SlideShare
Loading in...5

Thanks for flagging this SlideShare!

Oops! An error has occurred.

Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

How to build your sales pipeline with social and emerging media


Published on

Learn how to build your sales pipeline by using these social media tips and best practices from a panel of experts.

Learn how to build your sales pipeline by using these social media tips and best practices from a panel of experts.

Published in: Business, Technology

  • Be the first to comment

  • Be the first to like this

No Downloads
Total Views
On Slideshare
From Embeds
Number of Embeds
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

No notes for slide


  • 1. How to Build Your Sales Pipeline with Social and Emerging Media
    Moderated by:
    Laura Horton
    Marketing Manager, Pardot
  • 2. Panelists
    Chris UschanDirector of Online Marketing
    Courtney WileyDirector of Digital Marketing
    Rob MacEwan Managing Director
  • 3. Chris Uschan
  • 4. Everybody’s Doing It
  • 5. B2B Social Media in Practice
    Awareness, Expertise
    • Conference 2.0TM
    • 6. Engage365 / EventCamp
    Content Marketing &
    Lead Generation
    Reach, Nurture
    • Connect w/ Thought leaders (Twitter, Lists, Groups, LI)
    • 7. Content Hub (blog)
    • 8. Bi-Monthly Emails
  • 9. Advice & Resources
  • Courtney Wiley
  • 29. Social Media for B2B is the “New Normal”
    33% visit social media sites to engage in research before making a purchasing decision.
    47% say social media sites influence their decision to purchase from a specific company.
    26% have changed their minds about a purchasing decision after reading peer comments on a social media site.
  • 30. B2B Marketers to Boost Spending
  • 31. How We Use Social Media for B2B
    Attract. “INgage.” Reward. Repeat.
    • Twitter, LinkedIn
    • 32. Search + connect to attract analysts, prospects, PR connects, customers
    • 33. Establish business partnerships with like-minded organizations
    • 34. Be everywhere all the time with hashtags and schedulers
    • 35. Customer care inquiries, requests
    • 36. Go deeper with RTs, @ mentions. “INgage” on a 1-to-1 level
    • 37. Online Community and Chat
    • 38. Find new customers through friends, provide micro-groups
    • 39. Integrate social media results in search engines
    • 40. Leverage Pardot data for immediate chat sessions
    • 41. Facebook
    • 42. “Like” customers and prospects, engage by leaving messages
    • 43. Broadcast solution videos
    • 44. Use photos to show off company culture
    • 45. YouTube
    • 46. Connect videos with landing pages
    • 47. Increase search engine ranking + brand recognition
    • 48. Social Bookmarking Sites
    • 49. Generate exposure for brands, tag appropriately
    • 50. Email marketing, prospecting via Pardot
    • 51. Include social media channels on all outgoing emails, track links
    • 52. Use new Pardot feature to quickly research prospects
    Drive qualified traffic
    2. Generate net new leads
    3. Increase loyalty
  • 53. Cost Savings Case Study
    INgage Networks has identified $10,000 per employee in cost savings and potential revenue
  • 54. Rob MacEwan
  • 55. Engaging Social Media Users
    It’s not about selling – It’s about engaging
    Partners – Build your brand
    Thought Leaders – Learn from them
    Peers in Other Industries – Get referrals
    Competitors – Listen, Advance the Industry
    Customers – Promote them, Help them
  • 56. It’s Not Working!
    • Most B2B Customers aren’t there
    • 57. Be Patient
    • 58. Incorporate Social Content on your Site
    • 59. Payoff is Longer Term
    • 60. Figure it out now
    • 61. Develop Success Measurements
    • 62. Don’t get distracted
    • 63. Focus and keep relevant
    • 64. Keep doing the regular stuff
  • Action Items
    • Call to Action
    • 65. Link to your landing pages and forms
    • 66. Track your links to your content
    • 67. Do Everything
    • 68. Let users pick the type of content they want
    • 69. Blog, Video, Whitepaper, Email, Seminar
    • 70. It’s just another touch
    • 71. Use other reliable methods to keep dripping
  • Keep in Touch
    Chris Uschan -
    Courtney Wiley - Ingage
    Rob MacEwen - Audaxium