Presentation from Social Media Plus event. #smplus

1. Social Selling
Leveraging Social Media for B2B Sales Teams
@kokasexton
| SLIDE :1

2. Social Selling Does Not Exist
Without the Fundamentals
Sales DNA
Process
Training
Tools
Social Selling
SLIDE :2

3. Sales Can Add Value and Build a
Pipeline Using Social Media
SLIDE :3

4. 60% of decision
makers use
social media
| SLIDE :4

5. Sales and Marketing are not Aligned
| SLIDE :5

6. Empower Sales to be Super.
SLIDE :6

7. “70% of the B2B buying process happens online”
SiriusDecisions Inc.
awareness consideration purchase
level of buyer activity
“We have a
project”
“I’m just
“We’ve
downloading
made a decision”
stuff”
“We’ve
shortlisted
vendors”
“I’m just browsing”
time

8. Do you really need more contact data?

9. Know Your Customer
| SLIDE :9

10. Tools Used by Inside Sales
Prospect/customer websites 73.5
LinkedIn 69.3
LinkedIn groups 38.8
Blogs 30.6
Facebook 26.5
Twitter 24.5
Google 8.2
| SLIDE :10

11. Look for the Sales Triggers
SLIDE :11

12. When you can spot an opportunity while it’s still a blip,
you have the ability to act.
SLIDE :12

13. Emulate the Borg
| SLIDE :13

14. Effective use of Sales Intelligence
| SLIDE :14

15. Something is wrong!
B2B companies able to track leads from social media
No
Yes
0% 10% 20% 30% 40% 50% 60% 70%
| SLIDE :15

16. Get Social
| SLIDE :16

17. | SLIDE :17

18. Social networks are already in use
by sales, teach them how to be
awesome!
| SLIDE :18

19. Where do I start?
| SLIDE :19

20. Monitor
Connect
Track Engage
| SLIDE :20

21. 1:1 Marketing | SLIDE :21

22. | SLIDE :22

23. Engage in
communities
that discuss
topics and
issues that you
can help with.
Share
information that
your prospects
and customers
want.
SLIDE :23

25. Source: Lab42 SLIDE :25

26. The 5 Most Important Items to Update
Customize
headline
Add Photo
Add Websites
Add Twitter
Customize link
| SLIDE :26

27. Join the next evolution of sales
www.socialsellingu.com
| SLIDE :27