@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
How Marketing Can Make Social
Media Easy for the...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
Agenda
1 Introductions
4
5
LinkedIn
Twitter
3 Fi...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Marketing Manager,
Venture Accelerator
Partne...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Competitive
intelligence
•  Account managemen...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
Where Do You Stand?
LinkedIn’s ‘Social
Selling’ ...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Where are your
customers and
partners?
•  How...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
Why LinkedIn?
Source: TechVibes
Source: Carabine...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Create great content that
solves your custome...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Make it easy
•  Start small
•  Use free (or n...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Sales enablement with
social media
•  Set an ...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Solicit the sales team’s
feedback
•  Weekly/m...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
LinkedIn: The Basics
Link to
Company
Page
Photo
...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Make connections with
existing accounts
•  Wa...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Leverage 2nd Connections
•  Company Page
•  C...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Completed profile,
with picture
•  Create lis...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Use it every day
•  Follow before engaging
• ...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Set aside time regularly
•  Set goals
•  Conn...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
•  Find the connectors
•  Meet at events
•  Ask ...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
@B2Bspecialist
Linkedin Group
Great Resources
@a...
@markeelliott @sambrennand @vapartners
#smwB2BSalesJoin the Conversation:
@markeelliott
Connect With Us
@sambrennand
@MaRS...
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Using Social Media to Support B2B Sales - MaRS Best Practices

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Integrating social media into the B2B sales process should be a key objective of forward-thinking startups and growing organizations.

Learn how marketers can prepare their B2B sales teams for success with social media. With content tailored for entrepreneurs, marketers and sales professionals, this presentation covers:

-Understanding the value of social media for B2B sales
-Choosing the right social media platforms for your customers
-Identifying content opportunities
-Increasing engagement
-Determining the right tools to use

We will also discuss social media training and onboarding best practices.

Join us as we examine how marketing can help B2B salespeople leverage social media to build relationships with prospects and customers at all stages of the buying cycle.

Published in: Business, Technology
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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 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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Using Social Media to Support B2B Sales - MaRS Best Practices

  1. 1. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: How Marketing Can Make Social Media Easy for the B2B Sales Team September 23rd, 2013
  2. 2. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation:
  3. 3. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: Agenda 1 Introductions 4 5 LinkedIn Twitter 3 Finding The Right Platforms 2 Why Use Social Media for Sales? 7 Creating a Plan 9 Additional Resources 8 Taking Relationships Offline 6 How Marketing Can Make It Easy
  4. 4. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Marketing Manager, Venture Accelerator Partners •  B2B marketing and sales roles with TELUS and Microsoft Canada Introductions •  Co-Founder, Venture Accelerator Partners •  10 years at a Fortune 500 company in various sales, marketing, and leadership roles Mark Elliott Sam Brennand •  Outsourced sales, marketing, and social media services for growing companies •  Worked with dozens of companies and driven millions of dollars in revenues VA Partners
  5. 5. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Competitive intelligence •  Account management •  Prospecting •  Stay top of mind •  Demonstrating subject matter expertise Why Use Social Media for Sales?
  6. 6. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: Where Do You Stand? LinkedIn’s ‘Social Selling’ Spectrum:
  7. 7. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Where are your customers and partners? •  How do they like to get information? •  Don’t spread yourself too thin •  Maximize your ROI Which Platform Works for You?
  8. 8. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: Why LinkedIn? Source: TechVibes Source: Carabiner PR Why Twitter? 85% 82% 77%36% 71%
  9. 9. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Create great content that solves your customers’ problems •  Consistent blogging •  White papers •  eBooks •  Case studies •  Videos •  Webinars •  Events How Can Marketing Help?
  10. 10. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Make it easy •  Start small •  Use free (or nearly free) tools •  Create lists •  Schedule and send reminders •  Keep it simple and consistent on social platforms •  Create easy to follow best practice documents How Can Marketing Help?
  11. 11. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Sales enablement with social media •  Set an example •  Help sales understand customers by sharing social insights •  Set activity targets •  Put sales reps on a pedestal •  Measure results •  Training sessions How Can Marketing Help?
  12. 12. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Solicit the sales team’s feedback •  Weekly/monthly meetings •  Compile customer stories •  Celebrate and promote social selling success stories How Can Marketing Help?
  13. 13. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: LinkedIn: The Basics Link to Company Page Photo Complete Profile Join Groups
  14. 14. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Make connections with existing accounts •  Watch for profile changes •  Add 1 connection a day •  Update status •  ‘Like’ posts •  Participate in groups •  Answer questions Account Management with LinkedIn
  15. 15. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Leverage 2nd Connections •  Company Page •  Connections •  Company Details •  Searches •  Company •  Contacts •  inMail •  Who’s looking at you? •  Always connect LinkedIn Prospecting
  16. 16. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Completed profile, with picture •  Create lists •  3rd Party Sources •  Company •  Prospects •  Customers •  Competitors •  Create searches •  Use tools •  Web •  Mobile Twitter: The Basics
  17. 17. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  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 Using Twitter
  18. 18. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Set aside time regularly •  Set goals •  Connect •  Everyone loves a RT/ Share •  Don’t just share your info •  Create lists •  Help others Creating a Plan
  19. 19. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: •  Find the connectors •  Meet at events •  Ask new connections for a coffee or a call •  Review older connections and schedule meetings •  Offer to help before you ask for anything Taking Relationships Offline
  20. 20. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: @B2Bspecialist Linkedin Group Great Resources @aprildunford @markevans@CopywriterTO @MaRSDD @james_t_shanks
  21. 21. @markeelliott @sambrennand @vapartners #smwB2BSalesJoin the Conversation: @markeelliott Connect With Us @sambrennand @MaRSDD

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