5 must-haves for boosting sales with social media

5 Must-Haves For Boosting Sales With Social Media

Wednesday, April 6th, 11:30am - 12:10pm

Overview

• What is Customer 2.0

• Social Media Meets Sales

• 5 Steps for Social Selling in B2B

• Tools for Social Selling

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Customer 2.0 has tuned out all of your yellingCustomer 2.0 has tuned out all of your yelling

by Orange_Beard

time

leve

l of

bu

yer

act

ivit

y

“I’m just downloading

stuff”

“We have a project”

“We’vemade a

decision”

“I’m just browsing”

“We’ve shortlisted vendors”

awareness consideration purchase

online

“70% of the B2B buying process happens online”SiriusDecisions Inc.

SLIDE :5

There are 7 Times more web pages on the internet than people on the planet.

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1 out of every 8 minutes online is

spent on

comScore's "2010 U.S. Digital Year in Review

,"

5 Steps for Social Selling in B2B1. Listening

2. Trigger Events

3. Empowering sales

4. Leverage B2B Social Networks

5. Starting on Twitter

SLIDE :7

SLIDE :8

#1 Listen to your sales territory

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“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst

relations and press relations are being trumped by customers talking to customers.”

Geoffrey James, BNET| SLIDE :10

Sales 1.0Sales 1.0 Sales 2.0Sales 2.0

Social media empowers sales people!

1876 1982

#2 Look for the Sales Triggers

SLIDE :11

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When you can spot an opportunity while it’s still a blip, you have the knowledge to act.

| SLIDE :13

B2B Customers are using social media to

make buying decisions. Sales teams need to be engaged to find these

prospects.

“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst relations and press relations are being trumped by customers talking to customers.”

Geoffrey James, BNET

| SLIDE :14

SLIDE :15

#3 Empower Sales to be Super.

SLIDE :16

Engage in communities that discuss topics and issues that you can help with.

Share information that your prospects and customers want.

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Sales Can Add Value and Build a Pipeline Using Social Media

# 4

LinkedIn Facts• Primarily B2B sales activity

• 100M+ users - 67% are buyers

• 2 Billion people searches in 2010

• Executives from all Fortune 500 are members

• Half a million+ LinkedIn groups exist

• More than 1 million company pages

Why sales people should be engaged

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• Find new opportunities• Learn more about your prospects• Build relationships with influencers• Generate interest in your product/service• Create better alignment between sales & marketing

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Customize headline

Add Websites

Add Twitter

Add Photo

The 5 Most Important Items to Update

Customize link

SLIDE :22

Knowing who viewed your profile is an

opportunity to find new

customers.

Who is looking at you?

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140 million. The average number of Tweets people sent per day, in the last

month.

# 5

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Join the Twitterverse

• Add a picture

• Create your Bio

• Follow people, companies, brands.

• Update your followers

• Have a personality

• Don’t be spammy

• Keep a good following ratio

• Don’t ignore a genuine DM

• Never argue with someone

5 Steps for Social Selling in B2B1. Listening

2. Trigger Events

3. Empowering sales

4. Leverage B2B Social Networks

5. Twitter

SLIDE :25

Thank YouEmail: koka.sexton@insideview.com | Twitter: @insideview

@socialsellingu

@kokasexton