Sales leaders are active across multiple social networks like Twitter and share different types of content. They discuss both business and personal topics, engaging with mainstream media, industry publications, and influential individuals in sales. Popular hashtags and keywords reveal the conversations sales leaders participate in. Mainstream sources like Forbes and industry sources like Hubspot are often shared. Highly mentioned individuals like Jill Konrath and Barbara Giamanco are influential on social media. To build an influential personal brand, sales professionals should engage where buyers are, develop thought leadership, and learn from top social sellers.

1. Discover How Sales Leaders
Win on Social Media

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Today’s Presenters
Carter Hostelley
Founder & CEO
@Leadtail
Karri Carlson
VP Social Insights
@Leadtail
Barbara Giamanco
Social Selling Author, Speaker
@Barbaragiamanco

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You’re Probably Wondering…
• Q&A at the end but submit questions anytime
• The webinar deck and recording will be available
after today’s presentation
• Didn’t get a copy of social insights report on sales
leaders? Email: hello@leadtail.com
• Hashtag for today? #SocialSelling

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About Leadtail

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Quick Poll: Best Describes You?
• Sales Professional
• Sales Management
• Vendor that Sells to Sales Leaders
• None of the Above

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Why Social Insights?
• Listen in: Get “real-time” insights
into sales leaders’ conversations
• Watch activity: See what content
they read, who they engage with
• Be influential: learn who influences
sales leaders and engage them!
Build your brand armed with social media insights…

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How We Generated Social Insights?
• Twitter as proxy for social media activity
• Twitter activity of 580 Sales Leaders
• From B2B and B2C industries, and inbound
and outbound sales operations
• Over 90-day period: July 1 to Sept 30, 2014
• Analyzed 68,310 tweets and 44,043 links
• Total follower reach: 1,182,357
• Median number of followers: 356

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What Topics and Conversations Do
Sales Leaders Engage In?

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Which Social Networks Do They Use?
Twitter continues to be a “hub” for cross-posting
content between social networks, particularly
content easily consumable in both the desktop and
mobile environment like video, pictures, and slide
decks.

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Hashtags Reveal Topics and Events
Business Personal

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Headline Keywords Shared

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Actionable Insights?
• Sales Leaders are active on multiple social networks and
share different media types
• They mix business and personal when engaging on
social networks. This enables them to “humanize” their
approach and more easily connect as real people
• Popular hashtags and keywords reveal what
conversation and topics they are engaging in

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Which Content Sources Do
Sales Leaders Engage in Most?

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Content Sources Shared
• Mainstream media reflect broader
trends and topics in business,
marketing, and tech
• Industry media plays a critical role
in shaping conversations w/ peers
and prospects; driven by
submissions from thought leaders
• Social media platforms are used to
share both job-related and
personal interest content
% of 100 most popular shared domains

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Most Shared Mainstream Sources
11. BusinessWeek
12. WIRED
13. USA Today
14. Medium
15. Time
16. The Washington Post
17. CNN Money
18. The New York Times (Free)
19. Bloomberg
20. BuzzFeed
21. CNBC
22. Yahoo! Finance
23. The Guardian
24. MarketWatch
25. ABC News
1. Forbes
2. Inc. Magazine
3. The New York Times (Paid)
4. HBR Blogs
5. Entrepreneur
6. The Wall Street Journal
7. The Huffington Post
8. Fast Company
9. WSJ Blogs
10. ESPN

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Most Shared Industry Sources
11. MarketingProfs
12. The Sales Blog
13. Gigaom
14. Salesforce Blog
15. The Verge
16. Re/Code
17. ZDNet
18. Buffer Blog
19. Marketing Land
20. Social Media Today
21. Top Sales World
22. MediaPost
23. Digiday
24. Social Media Examiner
25. Sales Benchmark Index
1. Business Insider
2. Mashable
3. TechCrunch
4. HubSpot Blog
5. The Business Journals
6. VentureBeat
7. Adweek
8. Business2Community
9. AdvertisingAge
10. The Next Web

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Actionable Insights?
• Sales Leaders read and share both mainstream and
industry media content
• Popular industry media is often driven by thought-
leader bylines, guest posts, and industry research

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Who Most Influences Sales Leaders?

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People Sales Leaders Mention Most
Mentioning a person by name can
mean a few different things in social
media: giving credit to someone for an
idea or piece of content being shared,
engaging someone directly in
conversation, or giving a shout-out to a
person you’ve recently met.
In any context, being mentioned is a
sign that a person is an active part of
the social conversation, and those
mentioned most are the people you’ll
find at the center of engaging
conversations between sales
professionals.
This word cloud shows the people
mentioned most by sales leaders
during the report period.

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People Sales Leaders Mention Most
* Based on unique # of sales leaders in the sample who mentioned the person.
11. @scoremoresales
12. @jill_rowley
13. @markroberge
14. @TiborShanto
15. @TheSalesHunter
16. @motoceo
17. @funnelholic
18. @nflcommish
19. @Mike_Kunkle
20. @BarackObama
21. @mcuban
22. @ReferralSales
23. @keenan
24. @simonsinek
25. @jeff_haden
26. @jimmyfallon
27. @RobertTerson
28. @jeffbullas
29. @bhalligan
30. @darrenrovell
31. @StuartScott
32. @GrantCardone
33. @kenkrogue
34. @babettetenhaken
35. @barbaragiamanco
36. @DanWaldo
37. @markwschaefer
38. @jamietshanks
39. @srichardv
40. @jaybaer
41. @gerhard20
42. @JoePulizzi
43. @milesaustin
44. @BrennerMichael
45. @rwang0
46. @Steveology
47. @TimHowardGK
48. @iSocialFanz
49. @chiefmartec
50. @jeffshore
1. @iannarino
2. @jillkonrath
3. @MarketingProfs
4. @HeinzMarketing
5. @KingJames
6. @Sales_Source
7. @dmscott
8. @davidabrock
9. @kokasexton
10. @ValaAfshar

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How Do Sales Leaders Build an
Influential Brand on Social Media?

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Top 50 Sales Influencer:
Barbara Giamanco
• Contributing blogger for Top Sales World,
LinkedIn, and Harvard Business Review
• Co-Authored The New Handshake: Sales
Meets Social Media
• Her company recognized as one of the top
Social Selling Training Companies
• Trained more than 30,000 sellers for world-
class companies such as Microsoft and CNN

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“Today’s buyer is
digitally driven, socially
connected, mobile,
and empowered with
unlimited access to
information.”
Jill Rowley, Social Selling Evangelist
Be Where Buyers Are

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Choose the Right Channel

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Success Advice
• Robust profiles
• Expanded connections
• Observe others
• Engage influencers
• Thought leadership
• Share content
• Active participation

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1. Consider popular keywords, hashtags, and topics when
developing your strategy to reach and engage prospects
2. Target right media sources for sharing relevant content and
developing your byline and guest posting strategy
3. Follow and engage top influencers while you go down the
path to becoming one too!
4. Understand that your buyers are now on social and mobile
5. Build your personal brand on the social channel(s) where
your buyers are, and where you enjoy participating!
5 Key Takeaways

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What’s Next?
• Starting Q&A now…
• Engage us: @Leadtail and @barbaragiamanco
• We’ll make presentation deck and recording
available soon
Thank You!