The way Sales uses socialCompanies & Contacts Prospects’ personal information Blogging? Sharing? Engaging?
The way Marketing usessocial •Sharing •Engaging •Spreading •Collaborating •Thought leadership •Fostering relationships Time?
Pushback fromsalesget paid to sell” Common responses: • “I • “I don’t have time” • “I’m not a good writer” • “How will this help me?”
Your move • Educate them! • Baby steps • Thought leadership, familiarity to improve their sales leverage • Address a common question in sales process • Ask them to do a webinar • Ego – you need their help • Excuses to reach out
MarketingSherpa 2012 Search Marketing BenchmarkReport - SEO Edition:• 60% plan to increase their social media budgets• 60% plan increases in landing page optimization• 57% plan increases in SEO• 41% plan increases in content marketing
• Extra listeners •Assign Google Alerts •TweetDeck or Twitter search •Conference hashtags •Join LI Groups •Size associated with prominence
Extra Labor:•Max your bandwidth•Content creation (blopos and webinars)•SHARE!•Comments on blogs, articles, LinkedIn discussions
Train your team•Develop quick and agile strategy•What’s the next step after white paper DL?•Don’t be creepy on social•When in doubt, be less sales-y•APV – Always Provide Value
Inbound:Outbound::PeanutButter:Jelly •Outbound is NOT dead • Inbound is outbound • Reuse Sales team’s content • You’re behind the 8-ball
Spectate helps you to… • Drive better traffic through inbound marketing (SEO, content creation, social) • Optimize for more form conversions• Track prospects and leads, while staying “top of mind”. • Nurture them down to the sale