Social Media in B2B Sales - #SMPlus

Social Selling Leveraging Social Media for B2B Sales

Teams

@kokasexton

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Social Selling Does Not Exist Without the Fundamentals

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Sales DNA

Process

Training

Tools

Social Selling

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Sales Can Add Value and Build a Pipeline Using Social Media

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60% of decision

makers use social media

Sales and Marketing are not Aligned

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Empower Sales to be Super.

time

leve

l of

bu

yer

act

ivit

y

“I’m just downloading

stuff”

“We have a project” “We’ve

made a decision”

“I’m just browsing”

“We’ve shortlisted vendors”

awareness consideration purchase

online

“70% of the B2B buying process happens online”SiriusDecisions Inc.

Do you really need more contact data?

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Know Your Customer

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Tools Used by Inside Sales

Google

Twitter

Facebook

Blogs

LinkedIn groups

LinkedIn

Prospect/customer websites

8.2

24.5

26.5

30.6

38.8

69.3

73.5

Look for the Sales Triggers

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

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Emulate the Borg

Effective use of Sales Intelligence

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Something is wrong!

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Yes

No

0% 10% 20% 30% 40% 50% 60% 70%

B2B companies able to track leads from social media

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Get Social

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Social networks are already in use by sales, teach them how to be awesome!

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Where do I start?

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Monitor

Track

Connect

Engage

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1:1 Marketing

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Engage in communities that discuss topics and issues that you can help with.

Share information that your prospects and customers want.

SLIDE :25Source: Lab42

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Add Websites

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The 5 Most Important Items to Update

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Join the next evolution of sales

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www.socialsellingu.com