Koka Sexton
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The document discusses leveraging social media for B2B sales teams. It notes that 60% of decision makers use social media and that 70% of the B2B buying process happens online. It emphasizes the importance of knowing customers, looking for sales triggers on social media, and emulating intelligence gathering to spot opportunities early. The document provides tips for social sellers such as engaging in online communities, sharing helpful information, and customizing online profiles.
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Koka Sexton
- 1. Social Selling Leveraging Social Media for B2B Sales Teams @kokasexton | SLIDE :
- 2. Social Selling Does Not Exist Without the Fundamentals SLIDE :
- 3. SLIDE : Sales Can Add Value and Build a Pipeline Using Social Media
- 4. | SLIDE : 60% of decision makers use social media
- 5. Sales and Marketing are not Aligned | SLIDE :
- 6. SLIDE : Empower Sales to be Super .
- 7. time level of buyer activity “ I’m just downloading stuff” “ We have a project” “ We’ve made a decision ” “ I’m just browsing” “ We’ve shortlisted vendors” awareness consideration purchase online “ 70% of the B2B buying process happens online ” SiriusDecisions Inc.
- 8. | SLIDE : Know Your Customer
- 9. Tools Used by Inside Sales | SLIDE :
- 10. Do you really need more contact data?
- 11. Look for the Sales Triggers SLIDE :
- 12. SLIDE : When you can spot an opportunity while it ’ s still a blip, you have the ability to act.
- 13. | SLIDE : Emulate the Borg
- 14. Effective use of Sales Intelligence | SLIDE :
- 15. Something is wrong! | SLIDE :
- 16. | SLIDE : Get Social
- 17. | SLIDE :
- 18. | SLIDE : Social networks are already in use by sales, teach them how to be awesome!
- 19. | SLIDE : Where do I start?
- 20. | SLIDE :
- 21. | SLIDE : 1:1 Marketing
- 22. | SLIDE :
- 23. SLIDE : Engage in communities that discuss topics and issues that you can help with. Share information that your prospects and customers want.
- 25. SLIDE : Source: Lab42
- 26. | SLIDE : Customize headline Add Websites Add Twitter Add Photo The 5 Most Important Items to Update Customize link
- 27. Join the next evolution of sales | SLIDE : www.socialsellingu.com
Editor's Notes
- Marketing departments are now having to do more than just throw leads over the fence. With ROI being added to their requirements, you cant afford to hand sales a phone book and hope they close deals.
- Part of engagement should be monitoring for sales triggers
- You have to enable your sales team and help them become an extension of your marketing messaging. This is the only way to be successful.
- The first online profile you should focus on is LinkedIn. Stop thinking of it as a profile only updated when you are looking for a job. Your LI profile is being looked at by 60% or more of the people you come in contact with. Make sure your profile is updated, professional and an excellent example of YOU . I could talk for an hour on ways to enhance your LinkedIn profile but the most important points you should focus on are headline – Photo - websites - work history and summary .