social networking for funnel build
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Leveraging social strategies and social technologies for sales teams and sales managersTRANSCRIPT
Leveraging Social Networking To Enhance Your Lead Funnel
Richard C. Brasser
The Targeted Group
November 10, 2010©2010 The Targeted Group
Today’s Presenter:
Richard BrasserThe Targeted GroupPresident and CEO
Contact:Twitter: @socmedia365LinkedIn: Linkedin.com/in/brasserGvoice: 646.719.0619Email: [email protected]
www.thetargetedgroup.com
866-738-8768
What IS social networking?
• Ask a few people in crowd
It isn’t about…
Technology
Just for kids
It is about…
A global network
It is about…
Instant Connection
It is about…
HUMAN Connection
Why should YOU care about it?
You can Exponentially
increase your accessto leads
You canconnect globally
Make
More
SALES
Over 91% of B2B buyers are already using social media tools, often to research and execute purchases
86% of B2B firms are using social media
B2B marketing spending on social networking sites is predicted to rise 43.3%
Source: Forrester Research
Don’t reinvent the wheel
You already know how to do this!
Transform from a SALES person
To a person
The “Secret Door”
Social Networking…
Time Management
Truism: Salespeople will only
spend time on things that produce results
The key is focus
LinkedIn:
2003 to Today
So you get WHY it is important…
…are wondering HOW to do it?
Good!
Let’s proceed…
Improve Prospecting
Verify Leads
Gather Information
Expand Your Network300 connections on
LinkedIn means that you are two steps
away from 5.5 million people!
Do you connect on LinkedIn with every person you meet?
Have you already sent me a LinkedIn request?
Increase Referrals
I am accountable for this guy. You can trust him.
Case Study: The Targeted Group • 50% – 65% in pipeline are
directly from SN tools
• 70% - 75% response rate for introductions
• 28% of sales don’t require an in-person meeting
Recommendations
Quick Example: Connecting With Visa Corporate
Nurture Leads
Become Part of the Conversation
Engage Prospects
Case Study: How LinkedIn Answers turned into a $250,000 contract
Discover Commonalities
Bringing It All TogetherCase Study: Noah Rickun
1. Prospecting2. Research3. Introduction and Meeting
4. Sales5. Earned Business
10 ways to increase your impact with
Social Networking
Social Networking For Sales10 Power Steps
1. Create a Polished Profile
2. Connect and Reconnect
3. Do your Homework
4. Join Similar Groups
5. Share News
7. Leverage Commonalities
8. Become a Value Provider
9. Strengthen Your Network
10. Pay It Forward
6. Get Introduced
The Future NOW of Sales Systems
The Future of Social Networking and Sales
7/10 kids that are in kindergarten right now…will work in a career that doesn’t exist today!
What is your future and how will your role change?
Avaya MarketLeaders Highlights
• Social Media Analysis
• Social Media Education
• Social Media Insights and Analysis
• Social Media Strategy
• Social Media Advisory and Coaching
• Objective Driven Online Communities
How we can help…
IP Office 7.0Social Media
BLITZ
Richard Brasser
Twitter: @socmedia365LinkedIn: Linkedin.com/in/brasserGvoice: 646.719.0619Email: [email protected]
Kristen Galli
Twitter: @TheTGLinkedIn: Linkedin.com/in/galliGvoice: 407.243.8554Email: [email protected]
Your Online Resource Portal
View Video Tutorials, Download the Presentation Slides and Gain Access to Richard Brasser’s E-Book
“Navigating the Turbulent Waters of Social Networking”
www.thetargetedgroup.com/avayapartners