Social media and relationship development for sales


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  • Some tips and examples from our experiences, plenty of others on the web if you need more examples
  • Social media and relationship development for sales

    1. 1. Social media and relationship development for sales (and marketing) It’s as much about Sales as Marketing… 15 March 2011 Peter Abraham Director Econsultancy peter.abraham @ Linkedin & Twitter peterjabraham
    2. 2. Context <ul><ul><ul><li>Marketing and Sales are being drawn together through necessity – lack of staff, sales cycles, engagement, lead nurturing, flatter structures, etc </li></ul></ul></ul><ul><ul><ul><li>Content Marketing is a growing trend, seen as a way to talk ‘ with ’ customers not ‘ at ’ them. </li></ul></ul></ul><ul><ul><ul><li>Familiarity - Internal staff are probably already using many social media apps and networks </li></ul></ul></ul><ul><ul><ul><li>Social Brand - Personal ‘brand’ and Company ‘brand’ think ‘inside and outside’. </li></ul></ul></ul><ul><ul><ul><li>Trust - People like people that are transparent and helpful </li></ul></ul></ul><ul><ul><ul><li>Centres of Excellence a growing theme in digital </li></ul></ul></ul>|
    3. 3. Marketing mix is getting broader – and this doesn ’t include all those social media possibilities | Source: BCG analysis The Boston Consulting Group <ul><li>How do you maximise? </li></ul>
    4. 4. There ’s a new kid in town… Content Marketing – your content! Source: Junta42 - and Velocity and Partners - Some ideas/solutions for Content Marketing… White Paper eBook Case study Audio book eNwesletter Blog Podcast Video blog Mobile app Game Widget Facebook app Screencast Wiki Webinar /Webcast News release Customer focused community <ul><li>Where do you store this stuff? </li></ul>
    5. 5. Me the company brand <ul><li>Common approach </li></ul>
    6. 6. Me as a personal brand <ul><li>Build your credibility, reliability, LTV </li></ul><ul><li>What about internally? </li></ul>
    7. 7. Personal Branding: Rationale <ul><li>Building and maintaining a personal brand is becoming a critical activity for all professionals – it ’s good for you, but it can also ad value to an organisation, think LTV </li></ul><ul><li>Managing leads and client relationships increasingly involves understanding how digital networks and media work and how to use them effectively. </li></ul><ul><li>It is essential to make sure that the image and information you display online is going to encourage rather than discourage a potential or existing client </li></ul><ul><li>Econsultancy personality is its people . Applies to both Sales and Marketing staff, internally and externally. </li></ul>
    8. 8. Source: Taken from an article by David Edelman and Brian Salsberg Source: Marketing & Sales Practice Nov 2010 Earned. How do you best leverage and manage?
    9. 9. Source: Taken from an article by David Edelman and Brian Salsberg Source: Marketing & Sales Practice Nov 2010
    10. 10. “ Emarketing strategies for the complex sale ” Ardath Albee <ul><li>1. Select a problem-to-solution scenario for a specific persona </li></ul><ul><li>2. Determine what that persona needs to know to buy </li></ul><ul><li>3. Assign what prospects need to know during various buying stages </li></ul><ul><li>4. Map content to persona needs for each stage </li></ul>Make content available internally for sales?
    11. 11. Buying process past and present Status Quo Choice through channels Priority shift Research Options Step backs Validation Marketing (Content) Sales what channel? Past Now How do you make this easier for everyone? WHAT YOU KNOW AND CAN APPLY TO A NURTURE OR SALE Internal External
    12. 12. The TRUST equation (Maister) <ul><li>T=Trustworthiness </li></ul><ul><li>C=Credibility </li></ul><ul><li>R=Reliability </li></ul><ul><li>I=Intimacy </li></ul><ul><li>S=Selfishness (Self Orientation) </li></ul>T = C + R + I S Something to promote and develop internally? Evaluate each of the four elements and give yourself a rating of zero-to10
    13. 13. Start to consider using Sales and Marketing resource with social media Source: Social Media for Sales in the professions – white paper – download from:
    14. 14. Key themes - Social media as a change agent for sales (and marketing): <ul><li>These are likely to cause change and disruption in your business: </li></ul><ul><li>a. The decision making unit and sales cycle – lead nurturing to conversion </li></ul><ul><li>b. Personal brands vs. Corporate brands </li></ul><ul><li>c. Integration of Marketing and Selling through ‘content marketing’ </li></ul><ul><li>d. ‘ Atomisation ’ and ‘ attribution ’ = content distribution and scoring </li></ul>|
    15. 15. Key themes - Social media requirements resulting from change: <ul><li>The resulting requirements of the changes caused by social media: </li></ul><ul><li>a. Setting clear objectives (sales & marketing) </li></ul><ul><li>b. Exclusivity vs. Givers gain (transparency) </li></ul><ul><li>c. Layers of information (lead nurturing) </li></ul><ul><li>d. Developing trust (content play) </li></ul>|
    16. 16. | 13 January 2008 | Course Title | Two examples from Econsultancy
    17. 17. Answer some ‘Questions’ - related to reports and blog articles curated from LinkedIn, Twitter, Quora etc and distributed to staff daily to answer = drives more traffic .
    18. 18. “ Answers is now 7 th largest source of traffic to
    19. 19. #RedFriday Headline stats <ul><li>RedFriday campaign to experiment with Social Selling… </li></ul><ul><li>Offered external prize pot of £10k and gave the choice of users either getting the discount by using a unique user code and buying yourself OR getting others to buy using your personal code. </li></ul><ul><li>Used many different digital channels and internal staff networks and Groups to reach new and existing users – drives traffic and sales </li></ul><ul><li>388 codes created - 166 codes were used </li></ul><ul><li>209 individual purchases were made </li></ul><ul><li>Most were a single purchase, although 14 people made multiple sales. </li></ul><ul><li>Econsultancy staff were excluded from the onsite leaderboard, but internally we measured success and rewarded for it. </li></ul>|
    20. 20. | <ul><ul><ul><li>Good usage of internal staff (642 page views) </li></ul></ul></ul><ul><ul><ul><li>81 users from FB and twitter </li></ul></ul></ul>
    21. 21. | <ul><ul><ul><li>Thousands of tweets for #RedFriday, some instigated by internal staff.  </li></ul></ul></ul>
    22. 22. | <ul><ul><ul><li>Some h ighly influential, drove more traffic </li></ul></ul></ul>
    23. 23. | <ul><ul><ul><li>Blatant sales messages not good for ReTweets! </li></ul></ul></ul>
    24. 24. Blogs | <ul><ul><ul><li>We don ’ t always get it right </li></ul></ul></ul>
    25. 25. Summary | Centres of Excellence <ul><ul><ul><li>Content Marketing </li></ul></ul></ul><ul><ul><ul><li>Personal ‘brand’ and </li></ul></ul></ul><ul><ul><ul><li>Company ‘brand’ </li></ul></ul></ul><ul><ul><ul><li>Marketing and Sales </li></ul></ul></ul><ul><ul><ul><li>Trust </li></ul></ul></ul><ul><ul><ul><li>Manage </li></ul></ul></ul><ul><ul><ul><li>Manage </li></ul></ul></ul><ul><ul><ul><li>Manage </li></ul></ul></ul><ul><ul><ul><li>Build </li></ul></ul></ul><ul><ul><ul><li>Build </li></ul></ul></ul>
    26. 26. Thanks for your time <ul><li>Buy a Diamond Membership and get </li></ul><ul><li>5 free public training places - worth £2,500. </li></ul><ul><li> </li></ul><ul><li>Contact me or why not Email me your questions: </li></ul><ul><li>peter.abraham @ </li></ul><ul><li>Econsultancy is a global independent community -based publisher, focused on best practice digital marketing and ecommerce. Our hub has 100,000+ members worldwide from clients, agencies and suppliers alike with over 90% member retention rate. We help our members build their internal capabilities via a combination of research reports and how-to guides, training and development, face-to-face conferences , forums and professional networking . </li></ul><ul><li>Join Econsultancy today at . </li></ul>| 154