Adding Social Fuel To Demand Generation Programs [Webinar]
•
2 likes•2,474 views
This document summarizes a webinar about using social media to fuel demand generation programs. It discusses how organizations can use social platforms like LinkedIn to find and engage contacts, strengthen their brand, gather intelligence on prospects, and influence deals. Specific tactics covered include developing an online presence, building networks, researching social profiles, and providing useful content. Participants were polled on their current social media use and level of social selling strategy/tools. The presenters from LinkedIn and Demand Gen Report then took questions and shared examples of how their clients successfully used social platforms to increase revenue.
Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Viewers also liked
Viewers also liked (13)
Similar to Adding Social Fuel To Demand Generation Programs [Webinar]
Similar to Adding Social Fuel To Demand Generation Programs [Webinar] (20)
More from G3 Communications
More from G3 Communications (20)
Recently uploaded
Recently uploaded (20)
Adding Social Fuel To Demand Generation Programs [Webinar]
- 1. Adding Social Fuel To Demand Genera4on Programs #SocialDG
- 2. #SocialDG Welcome to the Webinar Type ques4on here
- 3. #SocialDG Follow this webinar on LinkedIn & Twi<er #SocialDG
- 4. About Demand Gen Report @DG_Report http://linkd.in/DG_Specialists • Launched in 2007 to track best pracCces in lead generaCon • Newsle<er has grown to more than 26,000 readers • We also offer a menu of research and best pracCces reports • New audio/video podcasts at DemandGenReport.com
- 5. #SocialDG Poll #1 Is your organiza4on currently using social media for the following areas of demand genera4on? a. To find and engage contacts at target companies b. To strengthen our brand by sharing relevant resources/content c. To gather intelligence on prospects needs and pain points d. To influence deals by providing meaningful tools to key contacts e. Not currently uClizing social media for demand generaCon
- 6. #SocialDG Panelist Koka Sexton Sr. Social MarkeCng Manager LinkedIn MODERATOR: Andrew Gaffney Editor, Demand Gen Report
- 7. ©2013 LinkedIn Corporation. All Rights Reserved. Adding Social Fuel To Demand GeneraCon Programs
- 8. ©2013 LinkedIn Corporation. All Rights Reserved. Can Social Media Accelerate deals?
- 9. Recent success of social selling with inContact 122% increase in revenue for those sales reps using LinkedIn. 157% increase in revenue for those sales reps using LinkedIn & Eloqua. • Advanced searches • inMails • Leveraging connecCons (TeamLink) • MarkeCng automaCon
- 10. Recent success of social selling with uSamp 18 Net New Appointments with Qualified Prospects in 30 days • Sharing relevant news • Listening to social trigger events • Leveraging connections (TeamLink) • Engaging on LinkedIn for communication
- 11. ©2013 LinkedIn Corporation. All Rights Reserved. Find and engage
- 12. ©2013 LinkedIn Corporation. All Rights Reserved. Deepen your advanced searches using additional filters
- 13. Example: Sales Navigator would help John find more warm introductions at Hasbro LSS 13©2013 LinkedIn Corporation. All Rights Reserved. John’s… 1 +3 +10 1st degree connections at Hasbro: Teamlink 2nd degree connections at Hasbro through current colleagues: 2nd degree connections at Hasbro through John’s connections:
- 14. ©2013 LinkedIn Corporation. All Rights Reserved. Adding Social Fuel to Demand Generation
- 15. 4 Actions to adding social fuel 15 Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility Gathering Intelligence: Researching social information to prepare for sales conversations Building your Network: Developing relationships with people who can share information and provide referrals Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts 1. Be DISCOVERED 3. Let them ENGAGE 2. Let them EXPLORE 4. Create ADVOCATES
- 16. LinkedIn Confidential ©2013 All Rights Reserved 16 Status Updates Content Led Precision TargeCng Expanded Reach 1. Be Discovered
- 17. Company followers generate revenue 50 %of members are more likely to purchase from a company they engage with on LinkedIn
- 18. LinkedIn Confidential ©2013 All Rights Reserved18 Company Page Social ExploraCon Company Updates SlideShare Channel Managed Groups 2. Let them Explore
- 19. LinkedIn Confidential ©2013 All Rights Reserved Lead GeneraCon Display Ads Status Updates SlideShare Ads 3. Let them Engage
- 20. Followers of a company on LinkedIn are 2x more likely to purchase and recommend 2X
- 21. LinkedIn Confidential ©2013 All Rights Reserved 21LinkedIn Confidential ©2013 All Rights Reserved 2121LinkedIn Confidential ©2013 All Rights Reserved Followers RecommendaCons HP Followers are 1.5 times more likely to consider HP products and services and 2 times more likely to recommend HP than non- HP followers 4. Create Advocates
- 22. ©2013 LinkedIn Corporation. All Rights Reserved. Becoming a Social Selling Pro
- 23. How How do I get a warm intro? LSS 23©2013 LinkedIn Corporation. All Rights Reserved. +200M members +2B member updates per week Billions connections How LinkedIn fits into this world What What to talk about? Who Who are the Right People?
- 24. 4 Actions to Becoming a Social Selling Pro 24 Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility Gathering Intelligence: Researching social information to prepare for sales conversations Building your Network: Developing relationships with people who can share information and provide referrals Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts 1. Build Your PROFILE 3. Gather INSIGHTS 2. Develop Your NETWORK 4. Contribute INSIGHTS
- 25. 1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU 25
- 26. 2. Proactively Develop Your Network Build trusted relationships who can support your professional objectives
- 27. 27 3. Gather Intelligence Be prepared for every interaction by researching contacts and companies
- 28. 28 4. Contribute Insights Share ideas through status updates, and participate in groups
- 29. ©2013 LinkedIn Corporation. All Rights Reserved. Using email for social selling success
- 30. ©2013 LinkedIn Corporation. All Rights Reserved. 30
- 31. Using email and social for success ©2013 LinkedIn Corporation. All Rights Reserved. 31 Emailnurturing • Monitor “Who’s viewed my profile” • Connect with new leads • Leverage connections • Nurture through updatesLinktosalesprofiles.
- 32. ©2013 LinkedIn Corporation. All Rights Reserved. 32
- 33. #SocialDG Poll #2 How far along do you consider your organiza4on with regards to social selling? a. We haven’t done any social selling yet b. We’ve done some social selling but don’t have a comprehensive strategy or tools c. We have a strategy and are levering social selling tools d. I’m not sure
- 34. #SocialDG Q&A // Submit your quesCons Type ques4on here
- 35. #SocialDG Q&A // Panelist Koka Sexton Sr. Social MarkeCng Manager LinkedIn MODERATOR: Andrew Gaffney Editor, Demand Gen Report
- 36. #SocialDG Thanks for a<ending this webinar! Download this presentaCon and the “7 Ways Sales Professionals Drive Revenue With Social Selling” E-‐book at: hIp://dg-‐r.co/socialfuel