The document discusses how social media can be leveraged for both sales and marketing purposes. It emphasizes developing personal brands for staff internally and externally to build trust and credibility with customers. Content marketing is highlighted as an important trend, where helpful, transparent content can be created and distributed through various social channels to engage with customers throughout the buying process. Internal sharing of content and social media expertise is encouraged to better integrate marketing and sales.

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 @ econsultancy.om Linkedin & Twitter peterjabraham

8. Source: Taken from an article by David Edelman and Brian Salsberg Source: Marketing & Sales Practice Nov 2010 https://www.mckinseyquarterly.com/Beyond_paid_media_Marketings_new_vocabulary_2697 Earned. How do you best leverage and manage?

9. Source: Taken from an article by David Edelman and Brian Salsberg Source: Marketing & Sales Practice Nov 2010 https://www.mckinseyquarterly.com/Beyond_paid_media_Marketings_new_vocabulary_2697

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

13. Start to consider using Sales and Marketing resource with social media Source: Social Media for Sales in the professions – white paper – download from: http://bit.ly/hUHxpy

16. | 13 January 2008 | Course Title | Two examples from Econsultancy

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. “ Answers is now 7 th largest source of traffic to Econsultancy.com