B2B Social Selling

@markeelliott @communitech @vapartners

Social Media for the B2B Sales Team: Communitech Senior SalesBusiness Development Peer2PeerApril 15, 2014

@markeelliott @communitech @vapartners

Agenda

1 Introductions

45

LinkedIn

Twitter

3 Finding The Right Platforms

2 Why Use Social Media for Sales?7 Creating a Plan

9 Tools

8

Taking Relationships Offline6

Inbound Marketing

10Additional Resources

@markeelliott @communitech @vapartners

Introductions

• Co-Founder, Venture Accelerator Partners

• 10 years at a Fortune 500 company in various sales, marketing, and leadership roles

Mark Elliott• Outsourced sales,

marketing, and social media services for growing companies

• Worked with 70+ companies

• Tech, industrial, services

VA Partners• 8 Years helping to

book 100s of meetings driving M$ in sales

• Use SM everyday

@markeelliott @communitech @vapartners

Two Components

Social Selling

@markeelliott @communitech @vapartners

• Account management

• Prospecting• Stay top of mind• Demonstrating

subject matter expertise

• Competitive intelligence

Why Use Social Media for Sales?

@markeelliott @communitech @vapartners

Why LinkedIn?

Source: TechVibes

Source: Carabiner PR

Why Twitter?

85%82%

77%36%

71%

@markeelliott @communitech @vapartners

• Make connections with existing accounts

• Watch for profile changes

• Add 1 connection a day

• Update status• ‘Like’ posts• Participate in groups• Answer questions

Account Management with LinkedIn

@markeelliott @communitech @vapartners

• Leverage 2nd Connections

• Company Page• Advanced Searches• inMail• Who’s looking at you?• Connect• Look for Triggers

LinkedIn Prospecting

@markeelliott @communitech @vapartners

• Follow before engaging

• RT is powerful• Events and ‘#’• Don’t be afraid to

connect with an @reply, but don’t pester

• Make lists• Look for Triggers

Using Twitter

@markeelliott @communitech @vapartners

• Find the connectors• Meet at events• Ask new connections

for a coffee or a call• Review older

connections and schedule meetings

• Offer to help before you ask for anything

Taking Relationships Offline

@markeelliott @communitech @vapartners

• Set aside time regularly

• Set goals • Connect• Everyone loves a

RT/Share• Don’t just share your

info• Create lists• Help others

Creating a Plan

@markeelliott @communitech @vapartners

• Perfect match with SM

• Subject matter expert

• Top of mind• Gets them back to

your site• Many benefits

• SEO• Content for other

marketing

Content Marketing

@markeelliott @communitech @vapartners

Great tools

@markeelliott @communitech @vapartners

@B2Bspecialist

Linkedin Group

Great Resources

@jamietshanks