Pardot's Derek Grant discusses how the rise in social media communication has changed the sales cycle into the buying cycle, and outlines practical ways to leverage social media to gain a competitive edge in this new sales environment.

1. Tips for the Social Sale
Understand Today’s Web 2.0 Buyer
Presented by:
Derek Grant, SVP, Sales

2. Introduction
I’m Derek Grant
• I manage sales at
Pardot
• Motto: Be Brief,
Be Brilliant and
Be Gone

3. The Social Sale
How Social Has Changed the Buying Process

4. Sales 1.0

5. Sales 1.0

6. Sales 2.0

7. Sales 2.0

8. The Buyers Have Changed

9. The Buyers Are Social
Usage 25B 30B
(Tweets) (Shares)
Subscribers 175M 600M
(Total) (Total)
Growth 100M 250M
(2010) (2010)
Source: Pingdom

10. Social Monitoring
Identify and Engage Social Prospects

11. Listen to Social

12. Identify via Social

13. Participate Via Social

14. Social Selling
Appropriate Behavior in the Sales Process

15. Social Selling - LinkedIn

16. Social Selling - LinkedIn

17. Social Selling - LinkedIn

18. Social Selling - LinkedIn

19. Social Selling - Twitter

20. Social Selling - Facebook

21. Questions?

22. Contact Information
Pardot
Derek Grant 950 East Paces Ferry Rd
SVP of Sales Suite 3300
derek.grant@pardot.com Atlanta, Georgia 30326
@derekgrant
404.492.6848
877.3B2B.ROI
www.pardot.com