social media for b2b sales
DESCRIPTION
Social Media is an effective tool to help with B2B Sales. It can be used to help with both account management and prospecting. The best tools are Linkedin and Twitter.TRANSCRIPT
www.vapartners.ca @markeelliott @vapartners
Presentation for
Leveraging Social Media in the B2B Sales Process
September 4, 2013
www.vapartners.ca @markeelliott @vapartners
Agenda• Why SM for Sales• Platforms• Linkedin• Twitter• What Marketing/Leadership can do to help• Create a plan• Taking on-line relationships off-line• Other great resources
www.vapartners.ca @markeelliott @vapartners
Why Social Media for Sales?• Competitive information• Account Management• Prospecting• Stay top of mind• Show you are a subject
matter expert.
www.vapartners.ca @markeelliott @vapartners
Which Platform is the best for you?• Where are your
Customers and Partners?
• How do they like to get information?
• Don’t spread yourself too thin
• Get the best ROI
www.vapartners.ca @markeelliott @vapartners
Why Linkedin?• Best platform for B2B
Sales• Over 7 Million
Canadians using it• People are there to
connect based on business
• Flexible tool• Keep in contact with
new and old connections
http://www.techvibes.com/blog/linkedins-seven-million-canadian-users-2013-05-13
www.vapartners.ca @markeelliott @vapartners
Linkedin the basics• Completed profile, with
picture• Link to company page• Join Groups• Set your public profile
www.vapartners.ca @markeelliott @vapartners
Account Management Linkedin• Make connections with
existing accounts• Changes in profile
• SalesLoft
• Add 1 connection every day
• Update status• Like posts• Participate in groups• Answer questions
www.vapartners.ca @markeelliott @vapartners
Linkedin Prospecting• Leverage 2nd
Connections• Company Page
• Connections
• Company Details
• Searches• Company
• Contacts
• inMail• Who has viewed your
profile?• Connect after meetings
and events
www.vapartners.ca @markeelliott @vapartners
Why Twitter?• Open connections, a lot of
business applications• In Canada over 10 Million
accounts• Business and Personal• Great way to Share
information
http://carabinerpr.com/blog/infographic-new-b2b-marketing-study/
www.vapartners.ca @markeelliott @vapartners
Twitter the basics• Completed profile, with
picture• Create lists
• 3rd Party Sources
• Company
• Prospects
• Customers
• Competitors
• Create searches• Use tools
• Web
• Mobile
www.vapartners.ca @markeelliott @vapartners
Using Twitter• Use it every day• Follow before
engaging• RT is powerful• Events and #• Don’t be afraid to
connect with an @reply but don’t pester
www.vapartners.ca @markeelliott @vapartners
What can Marketing/Leadership do to help?• Create great content
• Blog content
• White Papers
• Make it easy to share• Company Posts to
Linkedin and Twitter
• Create best practices document
• Celebrate success• Sales reinforcement
• Planning sessions
• Use it yourself
• Team meetings
www.vapartners.ca @markeelliott @vapartners
Create a plan• Set aside time
regularly• Set goals • Connect• Everyone loves a
RT/Share• Don’t just share your
information• Create lists• Help others
www.vapartners.ca @markeelliott @vapartners
Taking Relationships Offline• Find the connectors• Meeting at events• New connection on
Linkedin ask for a coffee or a call
• Go through your old connections and schedule meetings
• Offer help for people, before you need anything from them
www.vapartners.ca @markeelliott @vapartners
Great Resources
@B2Bspecialist Linkedin Group Linkedin Group
www.vapartners.ca @markeelliott @vapartners
Connect with me
@markeelliott
Mark Elliott on Linkedin