際際滷

際際滷Share a Scribd company logo

Social media for B2B sales executives

Download as PPTX, PDF
Sonia Dorais
Sonia Dorais

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

1 of 40
Downloaded 10 times
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 dont 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
Marketings 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
? ? ?
Social media for B2B sales executives
who understand their business understand them and 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 skills State achievements Get recommendations from colleagues and customers! Share news! #FESTAMARKETING
FILL OUT your profile - SAMPLE #FESTAMARKETING
Be found on search engines 21#FESTAMARKETING
22 Identify new prospects: View Whos Viewed Your Profile? Doesnt my friend work in a software company? #FESTAMARKETING I wonder if he can help me justify the business needs with my executives
23 Proactively develop your network Build trusted relationships who can support your professional objectives #FESTAMARKETING CONNECT NETWORK COMMUNICATE
Leverage your network 24 YOU Contact Contact 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
Generate thought leadership Create 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 ACTIVITY http://www.google.ca/alerts
Who tweets? @friend Heres a pic of my cat @FIFA Cant 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 Dont push product Nurture your network @SoniaDorais thanks for the tips What to do on Twitter! Follower Follower Follower Follower #FESTAMARKETING
Twitter No time? How about 10 minutes per day? #FESTAMARKETING
Hootsuite #FESTAMARKETING
Hootsuite is your new best friend! Schedule posts Cross post on different social sites Monitor multiple streams FREE reports Its 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

More Related Content

Social media for B2B sales executives

  • 1. How and why to leverage social media tips to generate leads, build relationships and close more deals
  • 2. 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
  • 3. Sales Social Media EVOLUTION Business people dont answer their phones Business people receive hundreds of emails Business people are interacting online #FESTAMARKETING
  • 5. Know where your customers hang outs #FESTAMARKETING
  • 6. Marketings 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
  • 7. 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
  • 8. 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
  • 11. who understand their business understand them and trust to solve their problems - The Social Media Sales Revolution, Landy Chase and Kevin Knebl People buy from People
  • 12. 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
  • 13. 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
  • 14. Become a trusted advisor #FESTAMARKETING
  • 15. 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
  • 16. What is the age and income demographic on LinkedIn?
  • 17. The average demographic on LinkedIn is 43 years old and makes 107k per year - The Social Media Sales Revolution, Landy Chase and Kevin Knebl
  • 18. 9 steps to use LinkedIn to build credibility, network and track leads #FESTAMARKETING
  • 19. Turbocharge your profile Have a professional picture (smile!) Optimize your headline Have a complete summary List your skills State achievements Get recommendations from colleagues and customers! Share news! #FESTAMARKETING
  • 20. FILL OUT your profile - SAMPLE #FESTAMARKETING
  • 21. Be found on search engines 21#FESTAMARKETING
  • 22. 22 Identify new prospects: View Whos Viewed Your Profile? Doesnt my friend work in a software company? #FESTAMARKETING I wonder if he can help me justify the business needs with my executives
  • 23. 23 Proactively develop your network Build trusted relationships who can support your professional objectives #FESTAMARKETING CONNECT NETWORK COMMUNICATE
  • 25. Get the news you care about #FESTAMARKETING
  • 26. Gather Intelligence researching contacts #FESTAMARKETING
  • 27. Contribute to and share news! Share ideas through status updates, and participate in groups #FESTAMARKETING
  • 28. Generate thought leadership Create and join Groups: Engage around common interests 5 Join many Participate in a few Manage one #FESTAMARKETING
  • 29. Google Alerts The secret to always being in the loop! #FESTAMARKETING
  • 31. Who tweets? @friend Heres a pic of my cat @FIFA Cant wait until the World Cup! @hockey Did you catch that goal? @friend Just bought these cool new shoes! #FESTAMARKETING
  • 32. What is the age demographic of people on Twitter?
  • 33. 35 to 45 year olds
  • 34. Twitter is networking heaven! Tradeshows Customers Partners Influencers Competitors Industry experts Journalists Colleagues #FESTAMARKETING
  • 35. 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
  • 36. Listen for problems Share information Dont push product Nurture your network @SoniaDorais thanks for the tips What to do on Twitter! Follower Follower Follower Follower #FESTAMARKETING
  • 37. Twitter No time? How about 10 minutes per day? #FESTAMARKETING
  • 39. Hootsuite is your new best friend! Schedule posts Cross post on different social sites Monitor multiple streams FREE reports Its easy-to-use Accessible anytime, anywhere #FESTAMARKETING
  • 40. 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