social selling + pipeline marketing the sales conference
Post on 22-Nov-2014
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”How can social selling and pipeline marketing be used
to influence B2B buying?”
Why should I
meet this
person/
company?
Which provider is the best in this domain?
Pipeline Marketing™
Why should I
meet this
person/
company?
Social selling
Pipeline Marketing™
The Pipeline Marketing Company
Social selling
Cold calling and dating?
Pipeline Marketing™
The Pipeline Marketing Company
Social selling
1. Visit profile
Pipeline Marketing™
The Pipeline Marketing Company
Social selling
2. Comment on a post
Pipeline Marketing™
The Pipeline Marketing Company
Social selling
3. Send InMail or EmailHi Jill. I really liked your post about phone based qualification of leads.
Vendemore has 400+ clients in 13 countries. We work with 50+ consulting firms such as Accenture, CGI, Tieto and also many mid sized consulting firms.
In already made framework agreements they typically struggle to win each transaction. This is difficult since the sales people can’t access all individual buyers inside a large organisation.
I will try to reach you on the phone between 8 and 10 on Tuesday. I hope that is ok.
Regards
Christopher Engman
Pipeline Marketing™
The Pipeline Marketing Company
Social selling
4. Call
…at least double hit rate
Pipeline Marketing™
200%
The Pipeline Marketing Company
Social selling
1. Visit profile2. Wait3. Comment on a post4. Wait5. Send InMail o Email6. Wait7. Call
Pipeline Marketing™
The Pipeline Marketing Company
Social selling
Cold calling and dating?
Pipeline Marketing™
Pipeline MarketingPipeline Marketing™
The Pipeline Marketing Company
Pipeline Marketing
Large complex dealsCross sellingFramework agreements
Pipeline Marketing™
The Pipeline Marketing Company
Pipeline Marketing
Pipeline Marketing™
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What can we do?Pipeline Marketing™
Run marketing towards the whole buying organisation
The Pipeline Marketing Company
Advertise…Only people working in the organisations you choose.
Marketing towards the buying organisation during the sales cycle
Pipeline Marketing™
Advertising, films, social media, articles are targeted to the buying organisation
Pipeline Marketing™
The Pipeline Marketing Company
Banner pushing references and raising questions
Pipeline Marketing™
The Pipeline Marketing Company
Video about how the international banks become social using IBM
Pipeline Marketing™
The Pipeline Marketing Company
Content feed through Twitter in a banner
Pipeline Marketing™
The Pipeline Marketing Company
Download banner promoting 3 reports about banks (customers and sales/marketing channels)
Marketing towards the buying organisation during the sales cycle
Pipeline Marketing™
The Pipeline Marketing Company
Facebook targeting your prioritised accounts
Pipeline Marketing™
The Pipeline Marketing Company
10x
Pipeline Marketing™
How we can use social selling and pipeline marketing to
influence B2B buying?
Why should I
meet this
person/
company?
Which provider is the best in this domain?
Social Selling Pipeline Marketing
Pipeline Marketing™
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