social media in b2b sales - #smplus
DESCRIPTION
Presentation from Social Media Plus event. #smplusTRANSCRIPT
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Social Selling Leveraging Social Media for B2B Sales
Teams
@kokasexton
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Social Selling Does Not Exist Without the Fundamentals
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Sales DNA
Process
Training
Tools
Social Selling
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Sales Can Add Value and Build a Pipeline Using Social Media
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60% of decision
makers use social media
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Sales and Marketing are not Aligned
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Empower Sales to be Super.
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time
leve
l of
bu
yer
act
ivit
y
“I’m just downloading
stuff”
“We have a project” “We’ve
made 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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Do you really need more contact data?
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Know Your Customer
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Tools Used by Inside Sales
Blogs
LinkedIn groups
Prospect/customer websites
8.2
24.5
26.5
30.6
38.8
69.3
73.5
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Look for the Sales Triggers
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When you can spot an opportunity while it’s still a blip, you have the ability to act.
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Emulate the Borg
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Effective use of Sales Intelligence
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Something is wrong!
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Yes
No
0% 10% 20% 30% 40% 50% 60% 70%
B2B companies able to track leads from social media
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Get Social
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Social networks are already in use by sales, teach them how to be awesome!
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Where do I start?
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Monitor
Track
Connect
Engage
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1:1 Marketing
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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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SLIDE :25Source: Lab42
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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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Join the next evolution of sales
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www.socialsellingu.com