How and why to leverage social media tips
to generate leads, build relationships and
close more deals
Activities
How social media is changing B2B personal selling
How to use LINKEDIN to build credibility, network and track l...
Sales Social Media EVOLUTION
Business people
don’t answer their
phones
Business people
receive hundreds of
emails
Business...
Where do fishermen
go to fish?
Know where your customers hang outs
#FESTAMARKETING
Marketing’s role in social media
 Open and manage company pages
on relevant social networks
 Post on blogs
 Generate tr...
Sales’ role in social media
 Join relevant social networks
 Polish your profile
 Post on blogs your customers read
 He...
“Buyers have changed.
Social selling changes how you
find, relate to, and engage with
people.”
- The Social Media Sales Re...
?
?
?
who understand their business
understand them
and trust to solve their problems
- The Social Media Sales Revolution, Landy...
B2B buyers are…
Educated about options (research)
Looking for solutions
Asking their peers
Tired of sales pitches
Tech-sav...
Technology buyers expect you to…
Do your homework
Forget the sales pitch & gimmicks
Know your competition
Be relevant
Unde...
Become a trusted advisor
#FESTAMARKETING
Social media is where you promote YOU!
YOUR PERSONAL BRAND
 WHO ARE YOU?
 WHY CHOOSE YOU?
 HOW DO OTHERS SEE YOU?
 WHA...
What is the age and income
demographic on LinkedIn?
The average demographic on
LinkedIn is 43 years old and
makes 107k per year
- The Social Media Sales Revolution, Landy Cha...
9 steps to use LinkedIn to build credibility,
network and track leads
#FESTAMARKETING
Turbocharge your profile
Have a
professional
picture (smile!)
Optimize your headline Have a complete summary
List your ski...
FILL OUT your profile - SAMPLE
#FESTAMARKETING
Be found on search engines
21#FESTAMARKETING
22
Identify new prospects:
View “Who’s Viewed Your Profile?”
Doesn’t my friend
work in a
software
company?
#FESTAMARKETING...
23
Proactively develop your network
Build trusted relationships who can support your professional objectives
#FESTAMARKETI...
Leverage your network
24
YOU
Contact
Contact
Contact
Contact
2nd
2nd
2nd
2nd
2nd
3rd
3rd
Decision-
makerDecision-
maker
De...
Get the news you care about
#FESTAMARKETING
Gather Intelligence – researching contacts
#FESTAMARKETING
Contribute to and share news!
Share ideas through status updates, and participate in groups
#FESTAMARKETING
Generate thought leadership
Create and join Groups: Engage around common interests
5
Join many
Participate in a few
Manage...
Google Alerts
The secret to
always being in
the loop!
#FESTAMARKETING
GOOGLE ALERT ACTIVITY
http://www.google.ca/alerts
Who tweets?
@friend
Here’s a pic
of my cat
@FIFA
Can’t wait until
the World Cup!
@hockey
Did you catch
that goal?
@friend
...
What is the age
demographic of people
on Twitter?
35 to 45 year olds
Twitter is networking heaven!
Tradeshows
Customers
Partners
Influencers
Competitors
Industry experts
Journalists
Colleague...
What to do on Twitter?
Add a personal touch
Follow & interact with
people
Answer & ask questions Show your expertise
Becom...
 Listen for problems
 Share information
 Don’t push product
 Nurture your network
@SoniaDorais
thanks for the tips
Wha...
Twitter
No time?
How about
10 minutes
per day?
#FESTAMARKETING
Hootsuite
#FESTAMARKETING
Hootsuite is your new best friend!
Schedule posts
Cross post on different
social sites
Monitor multiple
streams
FREE repor...
Conclusion: Becoming a Social Selling Pro
Have you own brand: Build a strong online
reputation that showcases your
experie...
Social media for B2B sales executives
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Social media for B2B sales executives

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How and why to leverage social media tips to generate leads, build relationships and close more deals

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Social media for B2B sales executives

  1. 1. How and why to leverage social media tips to generate leads, build relationships and close more deals
  2. 2. Activities How social media is changing B2B personal selling How to use LINKEDIN to build credibility, network and track leads TWITTER: The global text message Simplify your life with GOOGLE ALERTS HOOTSUITE is you new best friend 2014 Sales Social Media Challenge #FESTAMARKETING
  3. 3. Sales Social Media EVOLUTION Business people don’t answer their phones Business people receive hundreds of emails Business people are interacting online #FESTAMARKETING
  4. 4. Where do fishermen go to fish?
  5. 5. Know where your customers hang outs #FESTAMARKETING
  6. 6. Marketing’s role in social media  Open and manage company pages on relevant social networks  Post on blogs  Generate traffic and awareness  Help customers with questions  Manage a community  Share information #FESTAMARKETING
  7. 7. Sales’ role in social media  Join relevant social networks  Polish your profile  Post on blogs your customers read  Help customers with questions  Share content  Provide added value #FESTAMARKETING
  8. 8. “Buyers have changed. Social selling changes how you find, relate to, and engage with people.” - The Social Media Sales Revolution, Landy Chase and Kevin Knebl
  9. 9. ? ? ?
  10. 10. who understand their business understand them and trust to solve their problems - The Social Media Sales Revolution, Landy Chase and Kevin Knebl People buy from People
  11. 11. B2B buyers are… Educated about options (research) Looking for solutions Asking their peers Tired of sales pitches Tech-savvy Socially empowered Looking for trusted advisors #FESTAMARKETING
  12. 12. Technology buyers expect you to… Do your homework Forget the sales pitch & gimmicks Know your competition Be relevant Understand their problems Add value Know their industry (not only yours…) #FESTAMARKETING
  13. 13. Become a trusted advisor #FESTAMARKETING
  14. 14. Social media is where you promote YOU! YOUR PERSONAL BRAND  WHO ARE YOU?  WHY CHOOSE YOU?  HOW DO OTHERS SEE YOU?  WHAT MAKES YOU DIFFERENT?  WHAT DO YOU HAVE TO OFFER? #FESTAMARKETING
  15. 15. What is the age and income demographic on LinkedIn?
  16. 16. The average demographic on LinkedIn is 43 years old and makes 107k per year - The Social Media Sales Revolution, Landy Chase and Kevin Knebl
  17. 17. 9 steps to use LinkedIn to build credibility, network and track leads #FESTAMARKETING
  18. 18. Turbocharge your profile Have a professional picture (smile!) Optimize your headline Have a complete summary List your skills State achievements Get recommendations from colleagues and customers! Share news! #FESTAMARKETING
  19. 19. FILL OUT your profile - SAMPLE #FESTAMARKETING
  20. 20. Be found on search engines 21#FESTAMARKETING
  21. 21. 22 Identify new prospects: View “Who’s Viewed Your Profile?” Doesn’t my friend work in a software company? #FESTAMARKETING I wonder if he can help me justify the business needs with my executives…
  22. 22. 23 Proactively develop your network Build trusted relationships who can support your professional objectives #FESTAMARKETING CONNECT NETWORK COMMUNICATE
  23. 23. Leverage your network 24 YOU Contact Contact Contact Contact 2nd 2nd 2nd 2nd 2nd 3rd 3rd Decision- makerDecision- maker Decision- maker #FESTAMARKETING
  24. 24. Get the news you care about #FESTAMARKETING
  25. 25. Gather Intelligence – researching contacts #FESTAMARKETING
  26. 26. Contribute to and share news! Share ideas through status updates, and participate in groups #FESTAMARKETING
  27. 27. Generate thought leadership Create and join Groups: Engage around common interests 5 Join many Participate in a few Manage one #FESTAMARKETING
  28. 28. Google Alerts The secret to always being in the loop! #FESTAMARKETING
  29. 29. GOOGLE ALERT ACTIVITY http://www.google.ca/alerts
  30. 30. Who tweets? @friend Here’s a pic of my cat @FIFA Can’t wait until the World Cup! @hockey Did you catch that goal? @friend Just bought these cool new shoes! #FESTAMARKETING
  31. 31. What is the age demographic of people on Twitter?
  32. 32. 35 to 45 year olds
  33. 33. Twitter is networking heaven! Tradeshows Customers Partners Influencers Competitors Industry experts Journalists Colleagues #FESTAMARKETING
  34. 34. What to do on Twitter? Add a personal touch Follow & interact with people Answer & ask questions Show your expertise Become known in the industry Share relevant content ? #FESTAMARKETING
  35. 35.  Listen for problems  Share information  Don’t push product  Nurture your network @SoniaDorais thanks for the tips What to do on Twitter! Follower Follower Follower Follower #FESTAMARKETING
  36. 36. Twitter No time? How about 10 minutes per day? #FESTAMARKETING
  37. 37. Hootsuite #FESTAMARKETING
  38. 38. Hootsuite is your new best friend! Schedule posts Cross post on different social sites Monitor multiple streams FREE reports It’s easy-to-use Accessible anytime, anywhere #FESTAMARKETING
  39. 39. Conclusion: Becoming a Social Selling Pro Have you own brand: Build a strong online reputation that showcases your experience and increases your credibility Get the scoop: Use social media to find information for sales conversations Grow your network: Build relationships with people who can share information and provide referrals Share news: Share news that is interesting to your followers and contacts Use tools to help: Taking advantage of innovative solutions like Hootsuite Build Your PROFILE Gather INSIGHTS Develop Your NETWORK Share NEWS Use SOLUTIONS #FESTAMARKETING

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