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.
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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
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#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
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When you can spot an opportunity while it’s still a blip, you have the knowledge to act.
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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
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#3 Empower Sales to be Super.
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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
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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
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