social media for b2b sales executives

How and why to leverage social media tips to generate leads, build relationships and close more deals

Activities

How social media is changing B2B personal selling

How to use LINKEDIN to build credibility, network and track leads

TWITTER: The global text message

Simplify your life with GOOGLE ALERTS

HOOTSUITE is you new best friend

2014 Sales Social Media Challenge

#FESTAMARKETING

Sales Social Media EVOLUTION

Business people don’t answer their phones

Business people receive hundreds of emails

Business people are interacting online

#FESTAMARKETING

Where do fishermen go to fish?

Know where your customers hang outs

#FESTAMARKETING

Marketing’s role in social media

Open and manage company pages on relevant social networks

Post on blogs Generate traffic and awareness Help customers with questions Manage a community Share information

#FESTAMARKETING

Sales’ role in social media

Join relevant social networks Polish your profile Post on blogs your customers read Help customers with questions Share content Provide added value

#FESTAMARKETING

“Buyers have changed.Social selling changes how you find, relate to, and engage with people.”

- The Social Media Sales Revolution, Landy Chase and Kevin Knebl

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?

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who understand their businessunderstand themand trust to solve their problems

- The Social Media Sales Revolution, Landy Chase and Kevin Knebl

People buy from People

B2B buyers are…

Educated about options (research)

Looking for solutions

Asking their peers

Tired of sales pitches

Tech-savvy

Socially empowered

Looking for trusted advisors

#FESTAMARKETING

Technology buyers expect you to…

Do your homework

Forget the sales pitch & gimmicks

Know your competition

Be relevant

Understand their problems

Add value

Know their industry (not only yours…)

#FESTAMARKETING

Become a trusted advisor

#FESTAMARKETING

Social media is where you promote YOU!

YOUR PERSONAL BRAND WHO ARE YOU?

WHY CHOOSE YOU?

HOW DO OTHERS SEE YOU?

WHAT MAKES YOU DIFFERENT?

WHAT DO YOU HAVE TO OFFER?

#FESTAMARKETING

What is the age and income demographic on LinkedIn?

The average demographic on LinkedIn is 43 years old and

makes 107k per year- The Social Media Sales Revolution, Landy Chase and Kevin Knebl

9 steps to use LinkedIn to build credibility, network and track leads

#FESTAMARKETING

Turbocharge your profile

Have a professional

picture (smile!) Optimize your headline Have a complete summary

List your skillsState achievements Get recommendations from colleagues

and customers!Share news!

#FESTAMARKETING

FILL OUT your profile - SAMPLE

#FESTAMARKETING

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Be found on search engines

#FESTAMARKETING

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Identify new prospects: View “Who’s Viewed Your Profile?”

Doesn’t my friend work in a software

company?

#FESTAMARKETING

I wonder if he can help me justify the

business needs with my executives…

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Proactively develop your networkBuild trusted relationships who can support your professional objectives

#FESTAMARKETING

CONNECT

NETWORK

COMMUNICATE

Leverage your network

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YOU

ContactContact

Contact

Contact

2nd

2nd

2nd

2nd

2nd

3rd

3rd

Decision-makerDecision-

maker

Decision-maker

#FESTAMARKETING

Get the news you care about

#FESTAMARKETING

Gather Intelligence – researching contacts

#FESTAMARKETING

Contribute to and share news!Share ideas through status updates, and participate in groups

#FESTAMARKETING

Share news!

Generate thought leadershipCreate and join Groups: Engage around common interests

5

Join many

Participate in a few

Manage one

#FESTAMARKETING

Google Alerts

The secret to always being in the loop!

#FESTAMARKETING

GOOGLE ALERT ACTIVITYhttp://www.google.ca/alerts

Who tweets?

@friendHere’s a pic

of my cat

@FIFA Can’t wait until the World Cup!

@hockey Did you catch

that goal?

@friend Just bought these cool

new shoes!

#FESTAMARKETING

What is the age demographic of people

on Twitter?

35 to 45 year olds

Twitter is networking heaven!

Tradeshows

Customers

Partners

Influencers

Competitors

Industry experts

Journalists

Colleagues

#FESTAMARKETING

What to do on Twitter?

Add a personal touch Follow & interact with

people

Answer & ask questions Show your expertise

Become known in the industry

Share relevant content

?#FESTAMARKETING

Listen for problems

Share information

Don’t push product

Nurture your network

@SoniaDorais

thanks for the tips

What to do on Twitter!

Follower

Follower

Follower

Follower

Follower

#FESTAMARKETING

Twitter

No time? How about 10 minutes

per day?

#FESTAMARKETING

Hootsuite

#FESTAMARKETING

Hootsuite is your new best friend!

Schedule postsCross post on different

social sitesMonitor multiple

streams

FREE reports It’s easy-to-use Accessible anytime, anywhere

#FESTAMARKETING

Conclusion: Becoming a Social Selling Pro

Have you own brand: Build a strong online reputation that showcases your experience and increases your credibility

Get the scoop: Use social media to find information for sales conversations

Grow your network: Build relationships with people who can share information and provide referrals

Share news: Share news that is interesting to your followers and contacts

Use tools to help: Taking advantage of innovative solutions like Hootsuite

Build Your PROFILE

Gather INSIGHTS

Develop Your NETWORK

Share NEWS

Use SOLUTIONS

#FESTAMARKETING