Presentation for

Leveraging Social Media in the B2B Sales
Process

November 6, 2013
www.vapartners.ca @markeelliott @vapa...
Agenda
•
•
•
•
•
•
•
•

Why SM for Sales
Platforms
Linkedin
Twitter
What Marketing/Leadership can do to help
Create a plan...
Why Social Media for Sales?
•
•
•
•
•

Competitive information
Account Management
Prospecting
Stay top of mind
Show you ar...
Which Platform is the best for you?
•

•
•
•

Where are your
Customers and
Partners?
How do they like to get
information?
...
Why Linkedin?
•
•
•

•
•

Best platform for B2B
Sales
Over 7 Million
Canadians using it
People are there to
connect based ...
Linkedin the basics
•
•
•
•

Completed profile, with
picture
Link to company page
Join Groups
Set your public profile

www...
Account Management Linkedin
•
•

Make connections with
existing accounts
Changes in profile
• SalesLoft

•
•
•
•
•

Add 1 ...
Linkedin Prospecting
•
•

Leverage 2nd
Connections
Company Page
• Connections
• Company Details

•

Searches
• Company
• C...
Why Twitter?
•
•
•
•

Open connections, a lot of
business applications
In Canada over 10 Million
accounts
Business and Per...
Twitter the basics
•
•

Completed profile, with
picture
Create lists
•
•
•
•
•

•
•

3rd Party Sources
Company
Prospects
C...
Using Twitter
•
•
•
•
•

Use it every day
Follow before
engaging
RT is powerful
Events and #
Don’t be afraid to
connect wi...
What can Marketing/Leadership do to help?
•

Create great content
• Blog content
• White Papers

•

Make it easy to share
...
Create a plan
•
•
•
•
•
•
•

Set aside time
regularly
Set goals
Connect
Everyone loves a
RT/Share
Don’t just share your
in...
Taking Relationships Offline
•
•
•

•

•

Find the connectors
Meeting at events
New connection on
Linkedin ask for a coffe...
Great Resources

@B2Bspecialist

Linkedin Group

@james_t_shanks

www.vapartners.ca @markeelliott @vapartners

Linkedin Gr...
Connect with me
@markeelliott
Mark Elliott on Linkedin

www.vapartners.ca @markeelliott @vapartners
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Social Media for B2B Sales

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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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  • I love slide 4! LOL
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Social Media for B2B Sales

  1. 1. Presentation for Leveraging Social Media in the B2B Sales Process November 6, 2013 www.vapartners.ca @markeelliott @vapartners
  2. 2. Agenda • • • • • • • • Why SM for Sales Platforms Linkedin Twitter What Marketing/Leadership can do to help Create a plan Taking on-line relationships off-line Other great resources www.vapartners.ca @markeelliott @vapartners
  3. 3. Why Social Media for Sales? • • • • • Competitive information Account Management Prospecting Stay top of mind Show you are a subject matter expert. www.vapartners.ca @markeelliott @vapartners
  4. 4. Which Platform is the best for you? • • • • Where are your Customers and Partners? How do they like to get information? Don’t spread yourself too thin Get the best ROI www.vapartners.ca @markeelliott @vapartners
  5. 5. Why Linkedin? • • • • • Best platform for B2B Sales Over 7 Million Canadians using it People are there to connect based on business Flexible tool Keep in contact with new and old connections http://www.techvibes.com/blog/linkedins-seven-million-canadian-users-2013-05-13 www.vapartners.ca @markeelliott @vapartners
  6. 6. Linkedin the basics • • • • Completed profile, with picture Link to company page Join Groups Set your public profile www.vapartners.ca @markeelliott @vapartners
  7. 7. Account Management Linkedin • • Make connections with existing accounts Changes in profile • SalesLoft • • • • • Add 1 connection every day Update status Like posts Participate in groups Answer questions www.vapartners.ca @markeelliott @vapartners
  8. 8. Linkedin Prospecting • • Leverage 2nd Connections Company Page • Connections • Company Details • Searches • Company • Contacts • • • inMail Who has viewed your profile? Connect after meetings and events www.vapartners.ca @markeelliott @vapartners
  9. 9. Why Twitter? • • • • Open connections, a lot of business applications In Canada over 10 Million accounts Business and Personal Great way to Share information http://carabinerpr.com/blog/infographic-new-b2b-marketing-study/ www.vapartners.ca @markeelliott @vapartners
  10. 10. Twitter the basics • • Completed profile, with picture Create lists • • • • • • • 3rd Party Sources Company Prospects Customers Competitors Create searches Use tools • Web • Mobile www.vapartners.ca @markeelliott @vapartners
  11. 11. Using Twitter • • • • • 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 www.vapartners.ca @markeelliott @vapartners
  12. 12. What can Marketing/Leadership do to help? • Create great content • Blog content • White Papers • Make it easy to share • Company Posts to Linkedin and Twitter • Create best practices document • • Celebrate success Sales reinforcement • Planning sessions • Use it yourself • Team meetings www.vapartners.ca @markeelliott @vapartners
  13. 13. Create a plan • • • • • • • Set aside time regularly Set goals Connect Everyone loves a RT/Share Don’t just share your information Create lists Help others www.vapartners.ca @markeelliott @vapartners
  14. 14. Taking Relationships Offline • • • • • Find the connectors Meeting at events New connection on Linkedin ask for a coffee or a call Go through your old connections and schedule meetings Offer help for people, before you need anything from them www.vapartners.ca @markeelliott @vapartners
  15. 15. Great Resources @B2Bspecialist Linkedin Group @james_t_shanks www.vapartners.ca @markeelliott @vapartners Linkedin Group @paulcastain
  16. 16. Connect with me @markeelliott Mark Elliott on Linkedin www.vapartners.ca @markeelliott @vapartners

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