The slides I used in the first of 3 Social Media for Salespeople presentations I'm making for EMC's Data Protection Division. Special thanks to A Sales Guy Consulting, Brandyourself.com and Brandiam for having some great source material.
7. Reason #2
78% of salespeople using social media as
part of their sales process outperformed
their sales peers.
Source: The Impact of Social Media on Sales Quota and Corporate Revenue Report,
A Sales Guy Consulting, May 2013
8. Reason #3
Of salespeople surveyed that are using
social, 40% closed 2-5 deals and 11%
closed 5+ deals using social
9. Reason #4
Social media users exceeded quota 23%
more often than non-social media users
10. Reason #5
“It takes 7 touches before a potential
customer is willing to transact.”
-- Tara-Nicholle Nelson
VP Marketing, MyFitnessPal &
pug afficionado
-- Marketing rule of thumb
11. What Do Sales Pros Use SM for?
1. Networking
2. Prospecting
3. Research (#2 for 2+ yrs SM experience)
4. Referral Building
5. Closing
12. #1 Platform for B2B
How many ways do I love thee?
• Find the right decision maker
• Find out someone’s title
• Find out the new POC
• Get more background on POC
• Broadcast my thoughts
• Follow smart people
• Build my network
• Find someone who knows someone
• See what POC is saying
• OMG – InMails!!!!
13. #2 Platform for B2B
Gotta crush on twitter too, because:
• Personal brand opportunities
• Great for “touches”!!
• Broadcast your ideas
• Learning some add’l info about
POC
• Sharing content
• Become a resource
• Show your personal side (w/in
reason)
15. Personal branding
…involves creating an asset by defining an
individual's …digital and online presence
and areas of knowledge in a way leading to
a uniquely distinguishable, and ideally
memorable, impression. -- Wikipedia
16. Define your personal brand
• What are my core values?
• What are my unique strengths?
• Who do I want to talk to?
• What do I want to be known for?
• What are my personal goals?
Source: Introduction to Personal Branding, by Zoe Sentirmai, BRANDIAM
17. Personal Branding: Bio
Exercise
Write down some adjectives that describe
you or what you want people to think of you.
27. Formula for a Twitter bio
What You Do What You’re Into Witty Bit
Sales at EMC Any blogs/media you
contribute to
Something surprising
about you
Exec at EMC DPAD div Other business-related
activities
Joke
Title + Company Hobbies
37. What to do next?
• Buy your domain name
• Create personal website
• Create profiles
• Join online directories
• Throw a party
• Write a press release
• Comment on news articles
Source: http://blog.brandyourself.com/brand-yourselfcom/emergency-tactics-for-fixing-a-
negative-search-result/
40. Personal Branding: Big picture
• Own your digital persona
• Be a resource – share good information
• Be interesting
41. Leverage what EMC is doing
• Follow @emcdataprotection
• Use the DPAD Advocate Hub to share
content
• Get “social” at EMC events like #DPUG
• Join LinkedIn groups
42. 80/20 Rule
• Promotional stuff 20%
• Other 80%:
– Useful content – news & info (ex:Storage
Switzerland), local news
– Personal content – people can relate to
sports, personal growth, music, hobbies,
personal interests
44. “If people like you, they’ll listen to you, but if
they trust you, they’ll do business with you.”
– Zig Ziglar, American author, salesman
and motivational speaker
45. Helpful Resources
• DPAD Social Selling Facebook Group
https://www.facebook.com/groups/EMCDPADSocialSelling/
• DPAD Social Media Hub https://inside.emc.com/docs/DOC-84395
• Check out the eBook!!!
• #DPArmy Advocate Hub Bit.ly/DPArmy
• DPAD Social Media Manager: Jennifer.Kirk@emc.com/@The_Jenius
Notes de l'éditeur
Examples: trustworthy, smart, helpful, problem solver, fun,
Take a couple minutes to brainstorm 2-5 ideas for stuff to include in your twitter bio
REMEMBER TO SAY THAT WE’RE TURNING OFF BROADCAST SETTINGS!!