Social Selling - YBI Learning Lab #1

Learning Lab Series – Social Selling

© Copyright 2014 Astute Solutions 2

© Copyright 2014 Astute SolutionsSource provided by

HubSpot

Study Shows Business Blogging Leads to 55% More Website Visitors

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Smart time spent with LinkedIn = new business Since June, $125+ million in new business has entered GE’s pipeline because of LinkedIn. How? • Reconnecting with former colleagues for new business deals • Searching for all target accounts and requesting warm introductions to

decision makers • Mapping a target account and finding a new opportunity in an existing

account • Sending InMails to targets, leading to meeting with decision maker



Understanding the Buyer’s Journey

• Awareness

• Thought Leadership

• Content & Planning

• Demand Generation

• Sales Enablement

• Service & Loyalty

Website

Blog

Event

Social Media

EmailAdvertising

Email

Search

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Social media is always available

it’s available whenever they want it, need it..

• HubSpot• Eloqua• Marketo• ActOn• Pardot

Marketing Automation Software

• Zoho• SFDC• Sugar

CRM

• Constant Contact• Exact Target• Mail Chimp

Email• HootSuite• Buffer• Tweet Deck

Publishing Tools

• Feedly• Filpboard• Pulse

Content Agregator/Sources

• Go-To-Meeting• Cisco WebEx• Google Broadcast

Webinar

• Rapportive• Xboni• Signals by HubSpot

Other Cool Tools

The State of Our

Mobile World

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A Concert in 2004


A Concert in 2014

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The average person checks their smartphone 34 times a day!

64% of decision-makers read their email via mobile device

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By 2016, the number of mobile devices will surpass the world’s population

Over 1/3 of Facebook’s 600M+ users use Facebook mobile!

53% of American consumers use their smartphones to access search engines at least once a day!

90% of mobile searches lead to action, over 50% lead to purchase!

Mobile Internet usage is projected to overtake Desktop Internet usage by 2014!

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Business - Prospect

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• Like companies• Look for clues• Post content 1 to 2x per week

regarding your vertical• Review prospects on FB for interaction• Activity

• How long ago did their company post information?

• What is the frequency?

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• Listen and observe conversations• # for industry, event to broaden your search and exposure• Build lists w/searches• Use location services• Jump in conversation – ask questions as you would in real time, create dialogue• @ message• Direct message• Post relevant content regularly, invites to events, ask questions pertaining to a blog

article, etc.• 8 – 10x’x per day• Re-tweet• Reply• Build list

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• Profile• Connections• Advanced Lists• Groups• Pulse• Publishing
