The document summarizes the results of a survey on the relationship between social media use and sales quota attainment. Key findings include:
- Sales professionals who exceeded their 2014 quota by 10% or more were 6 times more likely to describe themselves as highly skilled social media users.
- 64% of sales professionals reported closing at least one deal in 2014 as a direct result of social media, up from 54% in 2012.
- Twitter surpassed LinkedIn as the most important social media site for B2B sales.
- Sales professionals want better relationship intelligence, sales intelligence, and CRM tools to improve their social and digital sales efforts.
How Digital Marketers Engage on Social MediaLeadtail
Digital marketers come in many flavors – from digital media to social media to loyalty marketing. The one thing they have in common? They are leaders and innovators in embracing social media to engage in conversations, share what interests them, and to do their jobs. These influential marketers also shape the daily perceptions of millions of consumers and businesses regarding what an online experience really means.
With that in mind, we developed this report: “How Digital Marketers Engage on Twitter”, using Leadtail’s Social Media Insights technology to analyze data from Twitter. This report is a follow up to our 2013 benchmark report about digital marketers.
The goal of this special report is to help you answer questions such as:
How do digital marketers describe themselves on the Social Web?
What topics are they talking about?
Which content sources are these media savvy marketers consuming and sharing?
Who are the most influential publications and people with digital marketers?
Armed with these social media insights, you can now take a more informed look at your strategy for reaching, engaging, and influencing digital marketing professionals, and getting them to take the actions you care about most.
In spring 2013, we conducted a workshop for a large newspaper. They had needed an outside perspective on the state of publishing, social media, digital etc. So we used that opportunity to put all our favorite cases and insights from the media industry into this one deck. It has been fascinating to observe how publishers all over the world have started to implement a lot of the ideas, we’ve mentioned here.
More then one year later, we’re still coming back to this presentation constantly. This is why we have decided to release it to the public.
CMO Social Insights - Portland Marketing Group - May 2017Leadtail
Social insights on how CMOs are using social media, and how other senior marketers can incorporate these insights into their own marketing strategies and personal, digital brand building. Presenters: Carter Hostelley, Founder & CEO of Leadtail, and Karri Carlson, VP Social Insights at Leadtail. Host: James Latham, Portland Marketing Group.
Extensive Social Insights on the Retail IndustryBrandwatch
This Retail Report investigates over 10 million online conversations surrounding 43 major retailers, uncovering:
- The Retail Social Index
- Brand-audience relationships
- Retailers' response rates
- Demographic analysis
- Analysis on retail pharmacies
CMO use of Twitter // Директора по маркетингу в ТвиттереEvgeniy Kozlov
Social Insights: CMO Edition
How CMOs engage with people, brands and content on Twitter.
Короткая презентация с данными о том, как директора по маркетингу используют Твиттер в своих целях.
The Public Sector: Using social to understand citizen needs and inform agency...Brandwatch
Our latest report examines the online activity of the public sector, providing meaningful benchmarks, insights and social strategies to explain the current state of social and political conversations. Specifically, the report includes:
- The Public Sector Social Index, evaluating 49 public sector agencies around the world across five important factors
- Research on the online relationship between agencies and audiences
- Sector-level and agency-level demographic analyses
- Specific use cases using sentiment and category analyses to reveal trends and diagnose crises
Social@Ogilvy and OgilvyOne thought-leadership on unlocking engagement opportunities across the customer journey.
This research aims to answer a simple question. Do visible Social programmes undertake the fundamental Customer Engagement activities that drive sales, loyalty and advocacy?
How Digital Marketers Engage on Social MediaLeadtail
Digital marketers come in many flavors – from digital media to social media to loyalty marketing. The one thing they have in common? They are leaders and innovators in embracing social media to engage in conversations, share what interests them, and to do their jobs. These influential marketers also shape the daily perceptions of millions of consumers and businesses regarding what an online experience really means.
With that in mind, we developed this report: “How Digital Marketers Engage on Twitter”, using Leadtail’s Social Media Insights technology to analyze data from Twitter. This report is a follow up to our 2013 benchmark report about digital marketers.
The goal of this special report is to help you answer questions such as:
How do digital marketers describe themselves on the Social Web?
What topics are they talking about?
Which content sources are these media savvy marketers consuming and sharing?
Who are the most influential publications and people with digital marketers?
Armed with these social media insights, you can now take a more informed look at your strategy for reaching, engaging, and influencing digital marketing professionals, and getting them to take the actions you care about most.
In spring 2013, we conducted a workshop for a large newspaper. They had needed an outside perspective on the state of publishing, social media, digital etc. So we used that opportunity to put all our favorite cases and insights from the media industry into this one deck. It has been fascinating to observe how publishers all over the world have started to implement a lot of the ideas, we’ve mentioned here.
More then one year later, we’re still coming back to this presentation constantly. This is why we have decided to release it to the public.
CMO Social Insights - Portland Marketing Group - May 2017Leadtail
Social insights on how CMOs are using social media, and how other senior marketers can incorporate these insights into their own marketing strategies and personal, digital brand building. Presenters: Carter Hostelley, Founder & CEO of Leadtail, and Karri Carlson, VP Social Insights at Leadtail. Host: James Latham, Portland Marketing Group.
Extensive Social Insights on the Retail IndustryBrandwatch
This Retail Report investigates over 10 million online conversations surrounding 43 major retailers, uncovering:
- The Retail Social Index
- Brand-audience relationships
- Retailers' response rates
- Demographic analysis
- Analysis on retail pharmacies
CMO use of Twitter // Директора по маркетингу в ТвиттереEvgeniy Kozlov
Social Insights: CMO Edition
How CMOs engage with people, brands and content on Twitter.
Короткая презентация с данными о том, как директора по маркетингу используют Твиттер в своих целях.
The Public Sector: Using social to understand citizen needs and inform agency...Brandwatch
Our latest report examines the online activity of the public sector, providing meaningful benchmarks, insights and social strategies to explain the current state of social and political conversations. Specifically, the report includes:
- The Public Sector Social Index, evaluating 49 public sector agencies around the world across five important factors
- Research on the online relationship between agencies and audiences
- Sector-level and agency-level demographic analyses
- Specific use cases using sentiment and category analyses to reveal trends and diagnose crises
Social@Ogilvy and OgilvyOne thought-leadership on unlocking engagement opportunities across the customer journey.
This research aims to answer a simple question. Do visible Social programmes undertake the fundamental Customer Engagement activities that drive sales, loyalty and advocacy?
A guide to to building your company reputation onlineIgniyte
Our free e-book – A Guide to Building Your Company Reputation Online is designed to help companies of all types and sizes understand how to manage their online reputation in a strategic and thoughtfully planned way. It explains how to maintain an effective online reputation, provides a range of useful tools and resources, and explores some real-life scenarios.
Social Listening in Practice: Social SellingBrandwatch
This paper, one of the Social Listening in Practice use case series, is going to show you how social selling will bring your business into the sights of the 81% of consumers who are undertaking pre-purchase research online right now.
For accompanying video, see https://www.youtube.com/watch?v=LhSeXIlvP4U.
Given at ad:tech Asean 2015 http://www.adtechasean.com/ July 8th in Singapore by MWI's CEO Josh Steimle @joshsteimle, who is typing this, so I'll break out of the third person.
I was assigned this topic, and it was a fun one. I love being able to give actionable tips, and this deck includes 10 of them--all free or very close to free. Most not all that time consuming either. Ranges from basics like "Get a mobile friendly site already!" (with some more details on how) to how to come up with ideas for blog posts. Oh, and of course, you can't leave out HARO (Help A Reporter Out).
Shoutouts to Wil Reynolds at http://www.seerinteractive.com/, Moz https://moz.com/, Gartner, HostGator, Yoast, Google, Canva, SlideShare, TinyLetter, YouTube, Chinese Obama, and Chris Reed with http://blackmarketing.com/.
Social Insights on the Telecommunications Industry Brandwatch
In our latest report, Social Insights on the Telecommunication Industry, we outline the industry’s leaders in social media, examine key customer service issues, and briefly discuss some of the many other ways that telecommunication businesses can use social intelligence to support their business.
In "Social Insights: The CPG Industry", we dive into the trends shaping the CPG industry. The report addresses the following questions: what is driving this pressure in the industry, what are the goals of leading CPG companies going forward, and where does social media intelligence fit?
- How the retail industry and changing consumer preferences affect CPG markets
- The unique concerns of CPG brands approaching data-driven strategies
- Three main ways CPG companies leverage social data to enhance their businesses.
The latest statistics from WeChat place its monthly active users (MAU) at 700million, with audiences visiting the application upwards of 30 times per day.
While follower numbers for most brands continue to grow, the honeymoon appears to be over. Signs are starting to emerge that follower growth rates for brand accounts are slowing.
At the same time, the government has started to apply pressure to regulate H5 apps built onto WeChat. And Tencent itself is applying greater control over brand activities.
Brands will have to employ more effective content strategies on WeChat moving forward. In this presentation we share our tips to help brands continue to grow by attracting/retaining audiences on WeChat.
The Content Marketing Metrics That Matter (#CMWorld 2015)PR 20/20
Marketing technology advances have made it easier and more affordable to connect activities to outcomes, but content marketers have largely dropped the ball when it comes to monitoring, reporting and improving performance. The key is to align content marketing KPIs with overall business goals, have a logical and well-documented process for updating and reporting results, and develop systems for turning data into intelligence and intelligence into action.
Attendee takeaways:
* Prioritize content marketing goals.
* Identify Key Performance Indicators (KPIs).
* Select the right analytics technology and tools.
* Optimize your use of Google Analytics.
* Turn data into insights and actions.
2016 is quickly approaching and so we took the opportunity to pull together some thoughts on where social media in China is...and what's going to be important next year.
The Use of Social Media by European Investment Professionals 2019Patrick Kiss
For the 5th time DVFA (Society of Investment Professionals in Germany) and IR Club (The Investor Relations Community) invited European investment professionals to take part in an online survey running from 17 June until 23 August 2019.
DVFA / IR Club: Social Media bei europäischen Kapitalmarktprofis deutlich im Aufwind
Europäische Investment Professionals sind zunehmend offen für die Nutzung von Social Media und erwarten, dass Social Media für die Informationsverbreitung und den Dialog unter Kapitalmarktakteuren weiter an Bedeutung gewinnen werden.
Laut der Umfrage "Social Media Survey 2019", die vom DVFA und dem IR Club gemeinsam durchgeführt wurde, erachten 58 % der befragten Analysten und Investoren Social Media als zumindest teilweise wichtig.
Weitere Ergebnisse:
* Jeder Dritte verfasst eigene Beiträge in Social Media.
* 47 % der Befragten wurden durch Social-Media-Beiträge dazu motiviert, weitere Recherchen zu einem Thema zu machen.
* 88 % der europäischen Investment Professionals betrachten die Unternehmenswebsite als nützliche Informationsquelle.
* LinkedIn ist für knapp jeden zweiten Umfrageteilnehmer der Social-Media-Kanal, den Unternehmen für die Kommunikation nutzen sollten.
* Sollte der persönliche Direktkontakt nicht möglich sein, wird der Dialog per E-Mail von den Befragten deutlich präferiert.
Financial Institutions Must Support Their Clients on TwitterChristophe Langlois
This is the presentation I gave at SOMESSO Zurich 09.
I invite you to check my post on www.Visible-Banking.com to find all the links: http://bit.ly/BanksMustUseTwitter
Feel free to:
* connect on linkedin: http://linkedin.com/in/christophelanglois
* follow me on twitter: http://twitter.com/Visible_Banking
* become a fan of the Visible Banking Facebook Page: http://facebook.com/VisibleBanking
Content marketing : Cum transformi cuvintele in rezultateBeans United
1.Evolutia content marketingului
2.De ce a devenit content marketingul atat de popular
3.Etape esentiale pentru a obtine rezultate:
- Strategia
- Creatia
- Distributia
- Masurarea
4. Exercitiu de mapare a continutului
Prezentare sustinuta in cadrul workshopului "Social Media pentru Afaceri" la Facultatea de Stiinte Economice a Universitatii Titu Maiorescu sustinut de Andreea Moisa, Managing Director la Beans United.
A guide to to building your company reputation onlineIgniyte
Our free e-book – A Guide to Building Your Company Reputation Online is designed to help companies of all types and sizes understand how to manage their online reputation in a strategic and thoughtfully planned way. It explains how to maintain an effective online reputation, provides a range of useful tools and resources, and explores some real-life scenarios.
Social Listening in Practice: Social SellingBrandwatch
This paper, one of the Social Listening in Practice use case series, is going to show you how social selling will bring your business into the sights of the 81% of consumers who are undertaking pre-purchase research online right now.
For accompanying video, see https://www.youtube.com/watch?v=LhSeXIlvP4U.
Given at ad:tech Asean 2015 http://www.adtechasean.com/ July 8th in Singapore by MWI's CEO Josh Steimle @joshsteimle, who is typing this, so I'll break out of the third person.
I was assigned this topic, and it was a fun one. I love being able to give actionable tips, and this deck includes 10 of them--all free or very close to free. Most not all that time consuming either. Ranges from basics like "Get a mobile friendly site already!" (with some more details on how) to how to come up with ideas for blog posts. Oh, and of course, you can't leave out HARO (Help A Reporter Out).
Shoutouts to Wil Reynolds at http://www.seerinteractive.com/, Moz https://moz.com/, Gartner, HostGator, Yoast, Google, Canva, SlideShare, TinyLetter, YouTube, Chinese Obama, and Chris Reed with http://blackmarketing.com/.
Social Insights on the Telecommunications Industry Brandwatch
In our latest report, Social Insights on the Telecommunication Industry, we outline the industry’s leaders in social media, examine key customer service issues, and briefly discuss some of the many other ways that telecommunication businesses can use social intelligence to support their business.
In "Social Insights: The CPG Industry", we dive into the trends shaping the CPG industry. The report addresses the following questions: what is driving this pressure in the industry, what are the goals of leading CPG companies going forward, and where does social media intelligence fit?
- How the retail industry and changing consumer preferences affect CPG markets
- The unique concerns of CPG brands approaching data-driven strategies
- Three main ways CPG companies leverage social data to enhance their businesses.
The latest statistics from WeChat place its monthly active users (MAU) at 700million, with audiences visiting the application upwards of 30 times per day.
While follower numbers for most brands continue to grow, the honeymoon appears to be over. Signs are starting to emerge that follower growth rates for brand accounts are slowing.
At the same time, the government has started to apply pressure to regulate H5 apps built onto WeChat. And Tencent itself is applying greater control over brand activities.
Brands will have to employ more effective content strategies on WeChat moving forward. In this presentation we share our tips to help brands continue to grow by attracting/retaining audiences on WeChat.
The Content Marketing Metrics That Matter (#CMWorld 2015)PR 20/20
Marketing technology advances have made it easier and more affordable to connect activities to outcomes, but content marketers have largely dropped the ball when it comes to monitoring, reporting and improving performance. The key is to align content marketing KPIs with overall business goals, have a logical and well-documented process for updating and reporting results, and develop systems for turning data into intelligence and intelligence into action.
Attendee takeaways:
* Prioritize content marketing goals.
* Identify Key Performance Indicators (KPIs).
* Select the right analytics technology and tools.
* Optimize your use of Google Analytics.
* Turn data into insights and actions.
2016 is quickly approaching and so we took the opportunity to pull together some thoughts on where social media in China is...and what's going to be important next year.
The Use of Social Media by European Investment Professionals 2019Patrick Kiss
For the 5th time DVFA (Society of Investment Professionals in Germany) and IR Club (The Investor Relations Community) invited European investment professionals to take part in an online survey running from 17 June until 23 August 2019.
DVFA / IR Club: Social Media bei europäischen Kapitalmarktprofis deutlich im Aufwind
Europäische Investment Professionals sind zunehmend offen für die Nutzung von Social Media und erwarten, dass Social Media für die Informationsverbreitung und den Dialog unter Kapitalmarktakteuren weiter an Bedeutung gewinnen werden.
Laut der Umfrage "Social Media Survey 2019", die vom DVFA und dem IR Club gemeinsam durchgeführt wurde, erachten 58 % der befragten Analysten und Investoren Social Media als zumindest teilweise wichtig.
Weitere Ergebnisse:
* Jeder Dritte verfasst eigene Beiträge in Social Media.
* 47 % der Befragten wurden durch Social-Media-Beiträge dazu motiviert, weitere Recherchen zu einem Thema zu machen.
* 88 % der europäischen Investment Professionals betrachten die Unternehmenswebsite als nützliche Informationsquelle.
* LinkedIn ist für knapp jeden zweiten Umfrageteilnehmer der Social-Media-Kanal, den Unternehmen für die Kommunikation nutzen sollten.
* Sollte der persönliche Direktkontakt nicht möglich sein, wird der Dialog per E-Mail von den Befragten deutlich präferiert.
Financial Institutions Must Support Their Clients on TwitterChristophe Langlois
This is the presentation I gave at SOMESSO Zurich 09.
I invite you to check my post on www.Visible-Banking.com to find all the links: http://bit.ly/BanksMustUseTwitter
Feel free to:
* connect on linkedin: http://linkedin.com/in/christophelanglois
* follow me on twitter: http://twitter.com/Visible_Banking
* become a fan of the Visible Banking Facebook Page: http://facebook.com/VisibleBanking
Content marketing : Cum transformi cuvintele in rezultateBeans United
1.Evolutia content marketingului
2.De ce a devenit content marketingul atat de popular
3.Etape esentiale pentru a obtine rezultate:
- Strategia
- Creatia
- Distributia
- Masurarea
4. Exercitiu de mapare a continutului
Prezentare sustinuta in cadrul workshopului "Social Media pentru Afaceri" la Facultatea de Stiinte Economice a Universitatii Titu Maiorescu sustinut de Andreea Moisa, Managing Director la Beans United.
Tendinte in Digital Marketing pentru anul 2016Beans United
Prezentare sustinuta in cadrul seminarului "Competențe de web development necesare în digital marketing" din 9.03.2016 organizata de STEP IT Academy si agentia de recrutare People Centric.
Mostra Ciprian Adam--Comert electronic si marketing onlineCiprian Adam
comanda directa la ciprian.adam@gmail.com pret 70 lei + taxe curier (fan courier + 15 lei; posta romana + 10 lei)
comert electronic si marketing online; teza de doctorat; retrospectiva subiecte comert electronic si marketing online; statistici si tendinte actuale; chestionar pe piata romaneasca (respondenti abilitati: magazine online, consultanti online, manageri online, bloggeri pasionati); concluzii si implicatii manageriale pe subiecte specifice.
This document presents We Are Social’s in-depth analysis of the numbers and trends contained in its two huge new studies of the global digital landscape: Digital in 2016 (which you can find at http://bit.ly/DSM2016DI) and the 2016 Digital Yearbook (which you can find at http://bit.ly/DSM2016YB).
All the stats, data, and trends you need to understand the state of the internet, social media, and mobile in Eastern Europe in 2017. This report is part of a suite of reports brought to you by We Are Social and Hootsuite - read all the other reports for free at http://www.slideshare.net/wearesocialsg/presentations
All the stats, data, and trends you need to understand the state of the internet, social media, and mobile in Northern America in 2017. This report is part of a suite of reports brought to you by We Are Social and Hootsuite - read all the other reports for free at http://www.slideshare.net/wearesocialsg/presentations
A snapshot of internet, social media, and mobile use in every country in the world. This report is part of a suite of reports brought to you by We Are Social and Hootsuite - read the other reports for free at http://www.slideshare.net/wearesocialsg/presentations
As a B2B marketer you have some knowledge of digital marketing principles but need to be able to develop and apply this to delivering your overall B2B business objectives. How do you integrate B2B digital marketing? How do you use digital to support B2B branding and awareness campaigns, lead generation and nurturing objectives? How do you roll-out digital marketing to the business during the Covid-19 crisis? After this live webinar you will understand how to:
Use digital marketing at different stages in the B2B customer lifecycle from awareness and early need recognition through to developing business with customers
Integrate digital marketing into existing B2B marketing processes, and how to integrate offline with online to achieve marketing objectives.
Leverage digital marketing and applications to generate and nurture leads, how to create content and how social media can be applied to support B2B business objectives.
Takeaways
B2B digital marketing strategies and how to think strategically
Align B2B digital marketing strategy with business and sales objectives
Identify business customer insights through B2B digital technologies
Find and target B2B customers
Touchpoint mapping across the B2B buyer journey
B2B digital advertising targeting and retargeting
The role of B2B Search Engine Marketing
How to use social media to support B2B business objectives
Learn how to use digital channels for B2B lead generation and nurturing
How to measure digital marketing effectiveness
Practical case studies and examples of best practice B2B digital marketing
About the speaker
Daniël Heerkens is a Dutch entrepreneur and award winning marketer who has been featured on the BBC. He has always been interested in Sustainable Products and Digital Innovation. With previous experience working for FMCG Multinationals (Danone & Royal FrieslandCampina) in The Netherlands, Malaysia and Singapore, he is co-founder & Regional Managing Director at 2Stallions where we works with Fortune 500 companies like AXA, Beko, Ping An, Bosch, CNN, Stanley Black & Decker, Sonos, InterContinental Hotels & Red Bull just to name a few. He volunteers as Marketing & Communications head and Board member at the ADB-DutchCham in Singapore. A permanent resident of Singapore, he has worked and lived in more than 6 countries. He most recently finished a 1500km drive through Iran to explore this unknown country.
Articles Include:
The Facebook Marketer's Guide To Advertising On Instagram
Customer Spotlight: Southeast Toyota Case Study
4 key Lessons From This Year's Grammys
And More!
Intro to Digital Marketing - ClickZ Live Hong Kong 2014MWI Hong Kong
Slides from Joshua Steimle's presentation at ClickZ Live Hong Kong on digital marketing fundamentals. A high level view of SEO, social media, and online PR. Includes case studies and actionable tips based on Steimle's experience as a writer for Forbes and other publications.
The New Rules Of Marketing And Pr For Hi Tech Companies Sept 2009shapira marketing
The New Rules of Marketing and PR for High Tech based on David Meerman Scott\'s Book: The New Rules of Marketing and PR with additional sections on Analyst Relations
2024 State of Marketing Report – by HubspotMarius Sescu
https://www.hubspot.com/state-of-marketing
· Scaling relationships and proving ROI
· Social media is the place for search, sales, and service
· Authentic influencer partnerships fuel brand growth
· The strongest connections happen via call, click, chat, and camera.
· Time saved with AI leads to more creative work
· Seeking: A single source of truth
· TLDR; Get on social, try AI, and align your systems.
· More human marketing, powered by robots
Similar to The impact-of-social-media-usage-on-sales-performance (9)
This new report is provided by Deloitte. Accordint to the report, Facebook enables significant global economic activity by unlocking business opportunities for marketers.
B2B Content Marketing Research: Focus on Documenting Your StrategyMadalina Balaban
This reserach - B2B Content Marketing 2015: Benchmarks, Budgets, and Trends — North America, produced by Content Marketing Institute and MarketingProfs and sponsored by Brightcove, reflects the progress our industry is making in exciting new ways.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
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Looking to buy verified PayPal accounts? Discover 7 expert tips for safely purchasing a verified PayPal account in 2024. Ensure security and reliability for your transactions.
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USA WEB MARKET is the Best Verified PayPal, Payoneer, Cash App, Skrill, Neteller, Stripe Account and SEO, SMM Service provider.100%Satisfection granted.100% replacement Granted.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
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https://twitter.com/sean_h_burke https://twitter.com/keenan
The Ultimate Sales Guide to Crushing Your Quota
Hello!
The “Social Media and Sales Quota Attainment” study conducted by Jim Keenan three years
ago showed that sales quota attainment was positively impacted by the use of social media as
early as 2010.
Fast forward five years, and the correlation between social media use, quota attainment and
corporate revenue has grown stronger. According to this follow-on survey of 524 sales pros
from KiteDesk and A Sales Guy Consulting:
Nearly three quarters of sales professionals who beat their 2014 quota by 10% or more
described themselves as “highly effective” or “better than most” at leveraging social
media to sell.
Sales professionals capable of taking advantage of the incredible amount of social data,
social insights and shared knowledge at their disposal were SIX TIMES more likely to beat
their quotas than salespeople with rudimentary or no social media skills.
The percentage of sales professionals who missed their sales quota and had little or no
social media skills increased an astounding 50% from 2012 to 2014.
To gauge whether sales reps are better off now that they have access to a wide assortment
of social media networks and digital tools and technologies, we asked sales reps to weigh in
regarding the effectiveness of using social for prospecting, lead nurturing, and closing deals.
We also asked them to identify areas where they want to see improvements in the digital
sales toolkit.
Finally, we invited a panel of sales thought leaders and stellar sales practitioners who crushed
their 2014 quota to weigh in with their personal stories and reaction to the survey results.
Together, we set out to discover how social media and digital tools make a difference where
it matters most – IN QUOTA.
Now, #LetsGetSelling!
Jim Keenan
CEO, A Sales Guy LLC
@keenan
Sean burke
CEO, KiteDesk
@sean_h_burke
3. http://www.kitedesk.com/ http://asalesguy.com/
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The Ultimate Sales Guide to Crushing Your Quota
Contents
Executive Summary
About the Participants
Survey Questions
When selling to your customer base, how effective do you rank your personal use
of social media?
Have you closed any business as a direct result of social media in the past year?
A Deeper Dive into the Sales Results
Exceeded sales quota (2012 – 2014)
Attained sales quota (2012 – 2014)
Missed sales quota (2012 – 2014)
Closed 2014 Deals As A Direct Result of Using Social Media
Which Social Media Sites Do You Use?
Social Media Use Is Time Well Spent
How Does Social Media Stack Up As A Sales Tool?
There’s Room for Growth Within The Digital Sales Toolkit
Corporate Support for Social Sales Is Growing But Still Remains Low
Summing It Up
Thank You to Our Panel of Sales Pros
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The Ultimate Sales Guide to Crushing Your Quota
• 4 •
Executive Summary
When working with sales organizations in the business-to-business (B2B) space, we are often asked whether the use
of social media actually generates a measurable return. Some argue that despite the social sales hype, it’s nearly
impossible to isolate the impact of social media use on sales quota attainment. What’s more, few agree on the
definition of what constitutes social selling in the first place. These days, virtually everyone in B2B sales uses the
Internet to some extent, and some would say that even the most cursory perusal of LinkedIn profiles qualifies as a
social sales tactic – albeit a basic one.
In this study, we aimed to find out whether a salesperson’s self-assessment of their ability to use social to prospect,
nurture leads, and close deals makes a measurable difference in their sales performance.
Here’s what we found:
The most socially savvy sales pros are far more likely to beat their sales quotas.
74% of the sales professionals who beat their quota by 10% or more described themselves as “highly effective” or
“better-than-most” social media users.
These sales achievers were SIX TIMES more likely to exceed their quota than were sales peers with rudimentary or
no social media skills. Meanwhile:
There is a strong — and growing — relationship between deals closed and social media use.
In 2014, a full 64% of sales professionals reported that social media use was directly responsible for at least one
closed deal. (This is a dramatic 15% increase from the 2012 report.)
Social selling is time well spent.
High achieving sales pros aren’t just goofing around on social media. Seventy percent of sales professionals who
exceeded their sales quota used social media during at least 10% of their sales activities. In contrast, almost half of
sales reps who reported low social media use missed their 2014 sales quota.
The top site used for social selling may surprise you.
For the first time ever, Twitter has dethroned LinkedIn as the most important social selling channel for B2B
sales professionals.
Social media is effective throughout the entire sales process.
The majority of survey respondents say social media works well to build the pipeline, nurture leads, and achieve quota.
Sales reps with little or no social media skills are substantially more likely to miss their sales quotas. In fact,
the percentage of underperformers that lack social media skills increased by 50% between 2012 and 2014.
The achievement gap between those with high and those with rudimentary social media skills has widened
since 2012. We take this as an indication that social media use will become more important to sales success
over time.
5. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/geoffstuhr
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The Ultimate Sales Guide to Crushing Your Quota
• 5 •
Prospecting in any age requires using the tools we have at our disposal to our advantage, and in the
digital/social age, the craft of prospecting has changed quite a bit. Within my role in the Medical Sales industry,
it can be INCREDIBLY tough reaching key stakeholders through traditional means (by phone or email) or even
through a personal introduction from someone else that works at the same hospital. The healthcare industry is
undertaking a major change in the way that most facilities purchase products and in doing so, it has gotten even
more challenging to reach anyone outside of the supply chain department.
This, along with the onset of social media and social selling, has become the perfect storm for getting in touch
with key decision makers, on their time, outside of the four walls of a hospital.
Geoff Stuhr
@geoffstuhr, Specialty Care, Account Manager, GE Healthcare
There’s room for improvement within the social and digital sales toolkit.
The vast majority of respondents would like to have better tools and technologies for relationship intelligence,
actionable sales intelligence, and improved CRM automation.
Corporate support for social media tools is growing but remains low.
Only about a third of sales professionals received social media training in 2014 (compared to 25% in 2012) and only
a fifth have access to and use internal social media sites.
6. http://www.kitedesk.com/ http://asalesguy.com/
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The Ultimate Sales Guide to Crushing Your Quota
• 6 •
About the Participants
The survey was fielded February 24 – March 14, 2015 to 524 US- and Canada-based sales professionals who target
the following markets:
When we asked the survey respondents to confirm their role in the sales organization, we found:
Sales leadership and quota-carrying sales professionals were fairly evenly represented within the survey results.
We think this group provides a realistic picture of how salespeople view social media as a tool for increasing
revenue and achieving sales quota targets.
In terms of annual quota attainment, survey respondents reported that, for 2014:
Was within quota by 10%
(over or under)
55.7%
Missed quota by more than 10%
16.8%
27.5%
Exceeded quota
40%
Midmarket
Small Business
*rounding error
19%
Consumer
19%
Enterprise
2%
Channel
21%
23%
Quota-carrying sales professional
Quota-carrying inside
sales professional
20%
Officer
19%
Front Line Manager
(Sales Manager)
5%
Second Line Manager (Sales Director)
21%
12%
Sales Executive (VP, SVP, EVP)
7. http://www.kitedesk.com/ http://asalesguy.com/
http://ctt.ec/djBA0
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The Ultimate Sales Guide to Crushing Your Quota
• 7 •
Survey Questions
When selling to your customer base, how effective do you rank your personal use of
social media?
In 2014, 74% of salespeople who exceeded their quota described themselves as “highly effective” social media users or
“better than most”. Socially savvy reps were 6.7 times more likely to exceed quota than were salespeople with
rudimentary or no social media skills.
Likewise, the majority of sales reps who met their quota consider themselves to be “highly effective social media
users,” or better than most.
The relationship works both ways. Those who do not use social media or consider their skills “remedial,” made up
36% of the population who missed quota by 10% or more.
Exceeded2014
Quotaby10%+
Achieved2014
QuotaWithin+/-10%
Missed2014
QuotaBy10%+
38%
17%
11%
31%
28%
28%
16%
36%
39%
36%
12%
14%
Highly Skilled
Better Than Most
Average
Basic/no skills
Highly Skilled
Better Than Most
Average
Basic/no skills
Highly Skilled
Better Than Most
Average
Basic/no skills
74%
of overachievers are skilled
social media users
56%
of salespeople who made
their quota are skilled social
media users
36%
of salespeople who made
their quota are skilled social
media users
Skilled social media users are substantially more likely to meet
or beat quota.
Click to Tweet
8. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/DigitalKeith
http://ctt.ec/xfQY2
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The Ultimate Sales Guide to Crushing Your Quota
• 8 •
Have you closed any business as a direct result of social media in the past year?
64% of respondents said "Yes"!
We’ve seen that the correlation between social media use and deals closed is getting stronger over time. Among the
entire population of sales professionals in 2012, 54% closed a deal because of their social media use. By 2014, that
number jumped to 64%.
We asked a group of outstanding sales professionals to give one example for using social to prospect in the
digital/social age. Here is what they said:
There have been many successes over the past 18 months. Essentially, I went from a struggling
salesperson who barely averaged 80% of quota, had a weak pipeline, and worked 12 hours a day some 6 days a
week to exceeding my quota sixteen out of the last eighteen months. My pipeline is fat and healthy, and I’m
working a normal 40 hour work week. All of this is thanks to social selling. My largest closed deal that I generated
using social selling was for $232,000. I engaged on LinkedIn, kept myself "top-of-mind", and positioned myself
as the "go to guy" for IT technology and business telecom services.
But it's more than just earning ‘more money’. I actually have been able to cultivate a deeper and more authentic
seller-to-buyer relationship using social selling. My customers are more qualified, more ready to buy, and
happier to be doing business with me. In turn, I now get more repeat business and more referrals.
Keith Gill
@DigitalKeith, Strategic Account Manager, Avisolve
9%
36%
32%
23%
13%
46%
30%
11%
20142012
64%
closed 1+ deals
54%
closed 1+ deals
No deals 2-5 deals 6+ deals1 deal
Click to Tweet
9. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/careersingov
https://twitter.com/keithweightman
https://twitter.com/CarlMuhlstein
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The Ultimate Sales Guide to Crushing Your Quota
• 9 •
The CIO of Maricopa County began marketing job opportunities on Twitter, but he wasn’t using the
correct hashtags or tweeting relevant insights that could help fill the positions. I reached out to him and showed
him the types of traffic we generate for the many cities we work with nationwide. I demonstrated how we not
only market jobs but also major events within the county in order to promote local living. He liked our approach,
and we developed a two-year partnership to market all their IT and cybersecurity jobs.
Michael Hurwitz
@careersingov, President/Co-Owner, Careers In Government, Inc.
I've been fortunate to have several successes using social selling, which is why I continue to practice and
am constantly on the lookout for new tricks/tools to stay ahead of the curve. Recently, I connected with a VP
who was part of my LinkedIn group. He reached out to thank me for inviting him to the group. This led to a
warm conversation and four months later a $51k contract. What’s even more rewarding is I led a social selling
session for our entire sales team in 2014, and following my example, a colleague told me she created her own
group. Within a week she was contacted by a potential buyer, which turned into an $11k contract. She couldn't
believe it actually worked and is now a diehard social seller.
Keith Weightman
@keithweightman, Account Executive, Bullhorn, Inc.
When news came out that StyleHaul had sourced another $6 million in equity funding, I tweeted my
congratulations to them and suggested they look into creative new office space to house their soon-to-be
growing workforce. A few days later, they reached out to me seeking office leasing advice. A few months after
that we had a signed lease in a building I represent. All because of one tweet.
Carl Muhlstein
@CarlMuhlstein, Managing Director, Jones Lang LaSalle, IP, Inc.
10. http://www.kitedesk.com/ http://asalesguy.com/
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The Ultimate Sales Guide to Crushing Your Quota
• 10 •
A Deeper Dive Into The Sales Results
A deep dive into the numbers is where it gets really interesting. When we set out to determine if salespeople were
actually achieving quota using social media, we felt confident that social media plays a significant role in quota
attainment. The survey results support that belief.
Over the past three years, the number of “highly effective” and “better than most” social media users who exceed
quota has risen. Sales reps with remedial social media skills have become less likely to exceed quota over the same
time period.
38%
36%
12%
14%
Highly Skilled
Better Than Most
Average
Basic/no skills
Highly Skilled
Better Than Most
Average
Basic/no skills
Highly Skilled
Better Than Most
Average
Basic/no skills
33%
33%
35%
35%
14%
11%
18%
20%
74%* in 2014
68%* in 2013 and 2012
201420132012
Exceeded Quota 2012 - 2014
Over the past 3 years, highly effective/better-than-most social media users were far more likely to beat their quota
than their less social peers.
*of skilled social media users exceeded quota
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The Ultimate Sales Guide to Crushing Your Quota
• 11 •
201420132012
17%
39%
28%
16%
20%
38%
38%
28%
16%
25%
18%
18%
56%* in 2014
58%* in 2013
56%* in 2012
201420132012
11%
31%
22%
36%
15%
35%
24%
26%
18%
37%
21%
24%
Highly Skilled
Better Than Most
Average
Basic/no skills
Highly Skilled
Better Than Most
Average
Basic/no skills
Highly Skilled
Better Than Most
Average
Basic/no skills
Highly Skilled
Better Than Most
Average
Basic/no skills
Highly Skilled
Better Than Most
Average
Basic/no skills
Highly Skilled
Better Than Most
Average
Basic/no skills
Since 2012, the majority of people who met their quota have been skilled social media users. They are more likely to
make quota than their less social media-savvy peers.
Missed Sales Quota 2012 - 2014
Achieved Sales Quota 2012 - 2014
We believe that, as social media use becomes more prevalent, it will become more and more necessary for sales
professionals to be online where their customers and prospects increasingly are.
*of skilled social media users achieved quota
The percentage of social-savvy
sales reps who missed their
quota decreased steadily from
2012 – 2014.
The percent of sales reps with
basic/no social media skills who
missed their quota increased
steadily from 2012 – 2014.
12. http://www.kitedesk.com/ http://asalesguy.com/
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• 12 •
The Ultimate Sales Guide to Crushing Your Quota
Closed 2014 Deals As A Direct Result Of Using Social Media
We saw that 69% of the highest achieving sales pros – the ones who exceed quota by 10% more – closed one or
more deals in 2014 as a direct result of social media usage, and 64% closed multiple deals.
5%
9%
31%
36%
42%
23%
41%
32%
23%
33%
14%
11%
No deals 2-5 deals 6+ deals
Exceeded 2014 quota by 10%+
All Survey Respondents
Missed 2014 quota by 10%+
1 deal
69% of salespeople who exceeded
their 2014 quota by 10% or more said
they closed at least one deal as a direct
result of using social media.
64% of all reps surveyed said they
closed at least one deal as a direct
result of using social media.
42% who missed their 2014 sales quota
by 10%+ did not close any deals as a
direct result of using social media.
*rounding error
13. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/lgomezperu
https://twitter.com/GregBarkerOnlin
https://twitter.com/saleshack
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The Ultimate Sales Guide to Crushing Your Quota
• 13 •
Prospecting for new customers is about connecting with human beings, and this has to do with increasing
the number of people who know about you. This is called building a reputation, a good reputation. My strategy
is to get to know, listen, learn, and understand the type of potential customers with whom I want to work. Once
I have a good understanding of them, I construct a value proposition in terms of what my potential customer
needs. The central idea is that this process has to be dynamic and clear so that the customer is the center of the
system that we build.
Lorenzo Gomez
@lgomezperu, Business Development and Sales Manager, Latin America, Infinit Technology Solutions
I find you need to take a long game approach to using digital and social. What I mean by this is the term
I call ‘Social Interaction.’ I typically find others that are relevant to my niche or area of interest to learn more
about where they “tell their stories.” With this information, I can start the social interaction via comments,
shares, likes, retweets, forwarding articles that they may have missed on the topics they are interested in, and
etc. I also try to take the discussion to the next level by making sure we meet in person at events, conferences,
etc. It takes a two-phase approach to bring the relationship to the next level and truly convey what you can
bring to the relationship that is helpful and useful to them. If I can help them connect with the people, ideas, and
information they need, it will return back to me in time.
Greg Barker
@GregBarkerOnlin, Business Development, Industrial/Mission Critical Fire Protection, J. F. Ahern Co.
I have a research team who connects me and my sales team to prospects through LinkedIn and another
team of people who procure, create, and post content through LinkedIn for our salespeople. This approach that
I call "operation silver platter," leads to several leads per week delivered right to my sales team’s LinkedIn InMail
box!
Chad Burmeister
@saleshack, Vice President, Sales and Marketing, ConnectAndSell, Inc.
We asked the sales community to describe their process for using social for prospecting. Here’s what they said:
good
14. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/jill_rowley
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The Ultimate Sales Guide to Crushing Your Quota
• 14 •
Shocked that Twitter has surpassed LinkedIn. That said, I can typically learn more personal things about
a buyer on Twitter than LinkedIn — who she follows (business professionals, my competitors & partners,
influencers, comedians, politicians, athletes, news outlets, charitable organizations) who follows her, what she
tweets about, who she retweets, what lists she's a member of and subscribes to. I use Twitter to not only
research, but ENGAGE. If I believe the content being shared by my buyer is relevant to my network, I will
comment, retweet, and potentially favorite. I might share (via Twitter, LinkedIn, or email) a relevant follow-on
article, blog post, podcast, eBook, video. I also use Twitter to "attend" events virtually via the event hashtag. It's
all about being where your buyers are: offline, online, #AllTheTime.
Jill Rowley
@jill_rowley, Chief Evangelist and Founder, Jill Rowley, Inc.
Which Social Media Sites Do You Use?
If salespeople are using social media to sell, what social media sites are they using?
We weren’t surprised to see LinkedIn, which was top ranked in 2012, or even Facebook high on the list. However,
neither site ranked number one among survey respondents.
The number one social site used within the sales process for 2014? Twitter!
Twitter
Linkedin
Facebook
Google+
I Blog
Other
Slideshare
Ello
1
2
3
4
5
6
7
8
1301
1273
1247
842
713
406
386
216
Overall
Rank
Social Media Score*
*Scores are weighted based on responses from sales reps who use social media as part of the sales process.
We asked some of the top social influencers in sales for their reactions. Here’s what they said:
Click to Tweet
15. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/JulioVisko
https://twitter.com/vdimauro
https://twitter.com/shanegibson
https://twitter.com/gabevillamizar
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The Ultimate Sales Guide to Crushing Your Quota
• 15 •
Historically, LinkedIn has been the network where more formal business communication takes place,
but there is a shift towards buyers and sellers engaging around less formal communications via Twitter.
Twitter really allows for more of a 360 degree view of your buyer and allows for more personal
communication to take place.
Julio Viskovich
@JulioVisko, Vice President of Marketing, rFactr
The fact that Twitter surpassed LinkedIn as the #1 social media sales tool is not surprising to me. I like to
describe Twitter as the bar after work – where you keep your tie on but loosen it a bit, and LinkedIn is the
conference room in the corporate office. Due to the fast and collaborative nature of Twitter, a salesperson can
effectively share an idea or engage with a prospective client through a pithy missive. When the exchange goes
well, it can then be moved to LinkedIn – which represents a much larger personal commitment.
Vanessa DiMauro
@vdimauro, CEO and Chief Digital Officer, Leader Networks
Twitter is a true open network and is really only limited by the creativity you apply to using it. There’s not
a city in the world I traveled to where I couldn’t make new connections within hours of landing there using
Twitter. My big tip for Twitter and social selling in general is to “use the internet to get off of the internet and
deepen relationships. Twitter doesn’t sell, relationships and trust close the deal.
Shane Gibson
@shanegibson, Author, Speaker and Sales Trainer, BuildDirect
One way to use Twitter effectively is to research the buyer to understand what kind of content they like
to share, what days and times they tweet the most, and who they engage with the most on Twitter. By only
knowing these three social behaviors, you will be able to accelerate the sales process.
Gabe Villamizar
@gabevillamizar, Social Media Marketing Manager, HireVue, Inc.
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The Ultimate Sales Guide to Crushing Your Quota
• 16 •
Social Media Use Is Time Well-Spent
Many sales leaders are concerned that their salespeople will spend more time on social media sites than they will
spend actually selling. What we’ve uncovered, though, is that high achieving sales pros aren’t just goofing around on
social media. 70% of sales professionals who exceeded their sales quota used social media during at least 70% of
their sales activities. In contrast, almost half of sales reps who reported low use of social media missed their sales
quota last year.
So how much time do sales reps spend using social media?
Exceeded 2014 quota by 10%+
14%
22%
34%
16%
20%
14%
Missed 2014 quota by 10%+
28%
16%
26%
10%
70% of salespeople who exceeded
their 2014 quota used social media
over 10% of the time
48% of salespeople who missed their
2014 quota by a wide margin used social
media no more than 10% of the time
Less than 5% or none 2-5 deals Over 50%5%-10% 2-5 deals
17. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/EvanCarmichael
https://twitter.com/eBizUniverse
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The Ultimate Sales Guide to Crushing Your Quota
• 17 •
How Does Social Media Stack Up As A Sales Tool?
The majority of survey respondents say that social media is effective throughout the entire sales process. They
reported significant value in building the pipeline, nurturing leads/opportunities, and meeting quota. We also
observed that those who exceeded their quota in 2014 valued social media as a sales tool more highly in all areas.
Google News Alerts used to be my favorite. In a Twitter world though it’s much less relevant. Want to
know what’s happening with them? Just follow them on Twitter. Want to engage with them and stay top of
mind? Reply to their tweets. It’s never been easier.
Evan Carmichael
@EvanCarmichael, Founder, Evan Carmichael Communications Group
Want to know where your competitor is getting all that traffic to his blog, app or website? Is he promoting
on Facebook, Twitter, or LinkedIn? SimilarWeb.com tells you where a website's major traffic is coming from. Want
to target orthodontists in a certain area? You can search twitter profiles with a single click using
Followerwonk.com.
Tom Varghese
@eBizUniverse, CEO, eBizUniverse, Inc.
66% 67%
81%
71%
75%
54%
Building pipeline
Achieving Quota
Nurturing Leads/
Opportunities
Say it works well/really well
All Survey Respondents Exceeded Quota By 10%+
We asked the sales community what are their preferred tools or sources to research prospective buyers, build
pipeline, and nurture leads and opportunities. Here’s what they said:
Click to Tweet
18. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/ajrobinson2002
https://twitter.com/TheSalesHunter
https://twitter.com/davestei
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The Ultimate Sales Guide to Crushing Your Quota
• 18 •
We use tools like KiteDesk to profile customers and find ‘look alike’ prospects on the social web. This
supplements our marketing efforts in terms of top of funnel leads, and we have increased the total
opportunities at the top of the funnel by 25% because of it. We use a variety of social technologies, like
LinkedIn and Twitter, as new channels to hold initial outreach and as engagement/content distribution
channels to build relationships. We find that these tools help to grow top-of-funnel leads and enable our
salespeople to be more top-of-mind with prospects and where they are learning.
We also use social profile aggregation tools like Refresh to do easy pre-call prep prior to conversations. I view
these tools as crucial to early stage rapport building, and they have proven to shorten the sales cycle on
opportunities by a third.
Jason Robinson
@ajrobinson2002, Senior Vice President - Sales and Marketing, MarketBridge
I use Hootsuite to allow me to efficiently monitor thought leaders by subject. Doing so allows me to
retweet content I like quickly and also target tweets to them on specific issues.
Mark Hunter
@TheSalesHunter, Author, Sales Consultant and Keynote Speaker, The Sales Hunter
I certainly monitor my competitors on social media by following them on Twitter, connecting with them
on LinkedIn (if they’ll have me), and using old-fashioned Google Alerts. It really works. I work with my clients to
best determine how to keep track of the three levels of competitive information… 1: About the competitors'
companies. 2: About the competitors’ products and services. 3: About the individuals against who I and my
clients compete.
Dave Stein
@davestei, Principal, Dave Stein, Inc.
19. http://www.kitedesk.com/ http://asalesguy.com/
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The Ultimate Sales Guide to Crushing Your Quota
• 19 •
There’s Room For Growth Within The Digital Sales Toolkit
“With the incredible amount of tools and technologies we have at our disposal – are we really, truly, helping
salespeople sell more and get better at their craft?”
That’s the question KiteDesk CEO Sean Burke asked when he started planning personally and professionally for 2015.
“Thinking about it another way: Is the B2B sales industry getting better, worse or treading water?”
When we asked sales reps how they rank their sales toolkit for uncovering mutual connections and identifying and
scoring untapped connections, delivering actionable sales intelligence and automating their CRM, only 18-23%
thought their current toolset works well. The majority indicated there’s ample room for improvement.
17%
30%
33%
33%
21%
23%
38%
12%
34%
12%
30%
17%
Score untapped sales connections
Deliver actionable sales intelligence
Automate the CRM
83% aren’t impressed with
their current tools for scoring
untapped connections
79% aren’t impressed with
their current tools for delivering
actionable sales intelligence
77% aren’t impressed with their
current tools for CRM automation
They work well/really well There’s room for improvement They don’t work at allThey’re ok
Click to Tweet
20. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/EvanCarmichael
https://twitter.com/JackKosakowski1
https://twitter.com/jamietshanks
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The Ultimate Sales Guide to Crushing Your Quota
• 20 •
CRM capabilities with goals would be amazing to see. For instance, I’d love to be able to provide a list of
contacts that I want to keep in touch with at least once a month, and if I haven’t tweeted them for a month, I
get a notification. Maybe that functionality exists somewhere in some tool but I haven’t seen it… and it’s
definitely coming as sales become more and more social.
Evan Carmichael
@EvanCarmichael, Founder, Evan Carmichael Communications Group
There is a powerful stat released by Docurated stating: “only a third of sales reps’ time is actually spent
selling.” That means the other two thirds is wasted on noise. Noise is a productivity killer that MURDERS a
company’s bottom line. It’s the day-to-day stuff like researching contact details, updating the CRM, or missing
intelligence altogether because you’re using multiple technologies that don’t speak to one another. Of course,
I understand some of this noise is inevitable, but I also believe that with the right technologies and processes,
the amount of noise can easily be cut in half.
Jack Kosakowski
@JackKosakowski1, Regional Sales Manager, Act-On Software, Inc.
The biggest gap missing in the social sales toolkit is the mindset that a single piece of software will solve
any and all sales challenges.
Jamie Shanks
@jamietshanks, CEO, Sales for Life
When asked about what’s needed to improve the sales toolkit, the community suggested:
21. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/chris_scarfo
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The Ultimate Sales Guide to Crushing Your Quota
• 21 •
Corporate Support For Social Selling Is Growing But Remains Low
Only about a third of sales professionals received social media training in 2014 (compared to 25% in 2012) and only
one in five have access to and use internal social media sites.
Despite the lack of training in social selling strategies, our research clearly shows that social media use tends to
dramatically increase sales potential. We feel the investment in social media training for sales teams could lead to
dramatic boosts in revenue growth.
Consider this: with little to no training, the majority of social media-savvy sales professionals are exceeding their
sales quotas. Imagine the potential if your entire team was trained to use social media effectively to build and
enhance relationships while increasing the number of closed sales.
What should be remembered first and foremost is that our social media platforms should be treated as a
professional portfolio. Remember to always have a professional headshot, descriptive bio about what it is you
do, and a handle or tagline that is memorable and draws viewers in.
Lead nurturing through social media is much easier than most think. It’s important to provide value to your
target client by curating relevant articles and constantly engaging in meaningful conversation so that they look
to you when they need information.
Christopher Scarfo
@chris_scarfo, Director of Sales, Impet Group, Inc.
37% 40%
28%
73%
20%
67%
Provide social media
training for sales?
Give reps discretionary
budget to purchase
their own sales tools?
Provide collaboration
tools like Chatter,
Yammer, Social Cast?
All Survey Respondents Exceeded Quota by 10%+
It’s worth noting that social media training, enterprise collaboration tools, and discretionary budgets for individual
sales tools all correlate positively with sales performance.
We asked sales executives what needs to be included in any sales training. This is what they advised:
Click to Tweet
22. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/Mike_Kunkle
https://twitter.com/jamietshanks
https://twitter.com/JohnMBarrows
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The Ultimate Sales Guide to Crushing Your Quota
• 22 •
First you Research and Connect. Then you move into a “nurture loop” of Awareness | Interest |
Relationship, until you see a sales signal or trigger event and can make a sensible sales approach, to convert
Relationship to Revenue. You want to avoid the too-common “Pounce & Pitch” behavior that I see from so many
inexperienced or ineffective ‘social sellers.
Social research, content marketing, social marketing, social nurturing, and social selling are all wonderful
methods and can produce great results, when used masterfully. But these are additive methods… not a
replacement for the telephone, email, or other methods. Social selling should become part of your Sales Utility
Belt. A master craftsperson always uses the right tool for the job.
Mike Kunkle
@Mike_Kunkle, Sales Transformation Advisor, Writer & Speaker, :: transforming sales results ::
From a training perspective, the biggest mistake most companies make is teaching social selling in a
workshop-style environment. Although great for introducing a new idea or further entrenching an existing
initiative, workshops don't lead to broad-based social selling adoption. Companies will need a program that
ensures adoption.
Jamie Shanks
@jamietshanks, CEO, Sales for Life
And yet, 63% of companies fail to offer social media training and 80% don’t provide collaboration tools.
We asked sales influencers why they thought this is the case:
I think there are multiple reasons for this disconnect. The first is I still don’t think anyone really knows or
can define what social selling means. When you can’t really define it or there are multiple definitions depending
on who you talk to it’s tough to figure out how to invest in it. The other reason is in order to effectively train on
it you need a strategy first on how it’s going to fit into your plans. Without a strategy or clear plan on how to
leverage social media any training will be a waste of time, money and resources. Lastly, there is a generational
gap with the acceptance and understanding of what social selling is all about. The generation that fills the
decision maker roles right now grew up pre-internet and many of them see social media as a drastic waste of
time, mainly because how they see their own kids using it. The younger generations are the ones who have
grown up with social media and can’t imagine a life without it. Unfortunately, since some of the decision
makers still don’t really understand it or have a misperception of what it is and how it relates to business they
are hesitant to invest money in it.
John Barrows
@JohnMBarrows, Owner, j.barrows, LLC, Owner, Sales From The Streets
23. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/babettetenhaken
https://twitter.com/ReferralSales
https://twitter.com/vdimauro
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The Ultimate Sales Guide to Crushing Your Quota
• 23 •
Social media training and enterprise collaboration tools still are thought to be sprinkles on the sales
methodology cupcake. Companies will buy yet another round of traditional sales training from yet another
vendor versus expanding the breadth and depth of the engagement tools available to their sales team. I’d say
we are long overdue for a paradigm shift in the field of sales.
Babette Ten Haken
@babettetenhaken, Founder & President, Sales Aerobics for Engineers, LLC
Companies jump on the bandwagon without any social strategy. It's Ready, Fire, Aim. Many companies
believe that salespeople should just do their jobs and figure things out on their own. After all, isn't that why
we hired them?
Joanne Black
@ReferralSales, Founder, No More Cold Calling, LLC
Often times, the leaders with the budget don’t understand the impact social business approaches and
tools can make, and therefore the business needs can fall on deaf ears. An organization that is seeking to
integrate social sales strategies into their overall sales approaches should consider ensuring that leaders are
exposed to and skilled with digital collaboration. Once they understand the impact, they will be more likely
invest in training their sales professionals. Take the time to invest in social media training for all leaders and they
will shine the light for the organization to follow.
Vanessa DiMauro
@vdimauro, CEO and Chief Digital Officer, Leader Networks
24. http://www.kitedesk.com/ http://asalesguy.com/
https://twitter.com/ellis_connolly
https://twitter.com/jdavidmcneil
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The Ultimate Sales Guide to Crushing Your Quota
• 24 •
In an ever connected world, transactional sales cycles will get shorter and shorter as future customers
want access to information to digest at their own pace and interest level, then engaging when they are closer
to making a decision. Forecasting will become a bit more challenging because of this, but with the influx of
accessible data, it will eventually become extremely accurate. Companies need to understand where their
buyers are going be in the future and create amazing content strategies in those channels. And... hire great
people. Sales is not easy. Extreme highs when the blue birds close and manic lows when you lose that RFP
that your team invested six months into. Make it count.
Ellis Connolly
@ellis_connolly, Executive Vice President, Americas, TrustYou, GmbH
As technology advancements continue to put more and more power in the hands of buyers vs. sellers, it
will be imperative for salespeople to be present on the channels where their potential customers are most
interested in speaking with them. It will also be to their advantage if they are able to pinpoint the exact
moments of need when their customers are most interested in a product and having a conversation about it.
With that knowledge, salespeople will then be able to provide customers with an unprecedented level of
customized value.
David McNeil
@jdavidmcneil, VP of Sales Strategy and Operations, HubSpot
Summing It Up
These days it appears that B2B buyers are firmly in the driver’s seat. Well-equipped with Google search, social forums,
and easy access to trusted peers and industry thought leaders, buyers prefer to discover answers themselves,
completing some 60 to 80 percent of their decision process before contacting a single vendor.
Sales leaders are being held back by the belief that they have to react to technological change in order to keep up
with the buyer. But it’s not about reacting– it’s about anticipating. To borrow a page from Wayne Gretzky’s playbook:
good salespeople meet their buyers where they are; great salespeople meet their buyers where they are going to be.
To anticipate the buyer’s next move, salespeople must have better data about their buyer than their buyer has about
them and engage them with value-added content that helps further their decision-making process.
As Heinz Marketing president, Matt Heinz explains, buyers will not respond to a sales solicitation, but they will
respond to advice: “Help. A link to a best practice article. Someone who helps them discover and self-educate. The
source of that information has a leg-up in a sales process that hasn’t begun, but where the prospect is already
becoming qualified and establishing solution preferences.”
We asked some of the most successful sales pros to weigh in on the future of selling. This is what they said:
25. http://www.kitedesk.com/ http://asalesguy.com/
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The Ultimate Sales Guide to Crushing Your Quota
• 25 •
Sales professionals who have learned how to use social to take advantage of social data, insights and shared knowledge
significantly outperform their sales peers. They close more deals and are more likely to meet or exceed quota.
An investment in social media training and sales collaboration tools is worth further exploration by sales team
decision makers. Additional training and relationship intelligence can mean stronger performance levels by high
achievers as well as those who meet quota and even those who tend to fall short.
We believe in creating content for you (not for us). So what did you think? Submit a 1-10 rating in a matter of
seconds. Your feedback will go directly to our content team.
In many cases, people can buy without a salesperson. While salespeople will never become obsolete,
there may be less of a need for them in B2C sales and in some B2B sales. Statistics show us that people have
done their homework before they talk to a salesperson. This means salespeople need to change. They need
to be more collaborative in their work and much more knowledgeable about how their product can impact
the person or company buying it. They need to do more research and stay current on what’s changing about
sales, their industry, and their customers’ industries. Their approach must be to help the customer make a
good decision, and not to sell their product. Personal brands become more important. If I am buying
something I don’t want to talk to a stranger. I want to Google that person and find out what I can about them.
Salespeople need to become savvy about how they are showing up online.
Alice Heiman
@aliceheiman, Founder & Chief Sales Officer, Alice Heiman, LLC
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