Post on 08-May-2015
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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