venture accelerator partners presentation leveraging social media in the b2b sales process
DESCRIPTION
Leveraging Social Media in the B2B Sales Process will focus on the role that Twitter and LinkedIn can play to help the sales team grow revenue. The presentation will focus on the strategies and tactics that sales people can use to close more business through research, connections, and moving relationships from on-line to off-line. Co-Founder of Venture Accelerator Partners, Mark Elliott, will discuss his experiences with Social Media – booking over 70 meetings with key contacts through social media and has helped organizations close over $100,000 in revenue from social.TRANSCRIPT
www.vapartners.ca @vapartners
Presentation for
Leveraging Social Media in the B2B Sales Process
February 16 , 2012
www.vapartners.ca @vapartners
Agenda
• Introduction• Platforms• Linkedin• Twitter• Taking on-line relationships off-line• Strategy• Other great resources• Questions
www.vapartners.ca @vapartners
Introductions
• Grow Financial client from 1 to 44 customers and double revenue• Close over $100,000 in sales directly from Social Media Leads• New clients for web based company for 50% increase in sales• Worked with 50 clients over 5 years
Mark ElliottSteph GoodmanTabitha David
VA Partners Provides Part-time Sales and Marketing to growing organizations
www.vapartners.ca @vapartners
Which Platform is the best for you?• Where are your
Customers and Partners?
• How do they like to get information?
• Don’t spread yourself too thin
• Get the best ROI
www.vapartners.ca @vapartners
Why Linkedin?• People are there to
connect based on business
• In Canada• 5 M members• 4.3 M unique visitors/
month
• Consistently top referral source to VA Partners website
• Keep in contact with new and old connections
www.vapartners.ca @vapartners
Linkedin the basics• Completed profile, with
picture
• Links to company pages
• Join Groups
• Set your public profile
• Look to add other appropriate apps• Blog• Slideshare• Book Review
www.vapartners.ca @vapartners
Using Linkedin• Use daily
• Add 1 connection every day• Colleagues• School• Customers
• Networking
• People you may know
• Update status• Like posts• Participate in groups• Answer questions
www.vapartners.ca @vapartners
Linkedin and Research• 2nd Connections
• Company Page• Connections• Company Details
• Profiles• Connections
• Current details
• Past work experience• Blogs• Presentations
• Changes in profile• New job
• New replacement
www.vapartners.ca @vapartners
Why Twitter?Open connections, a lot of business applications
In Canada
• 20%+ of Canadian adults
• 2000%+ growth from 2009
Moving more recently to the top for referral source to VA Partners website
Booked meetings through it
www.vapartners.ca @vapartners
Twitter the basics• Completed profile, with
picture
• Create lists• 3rd Party Sources• Company• Prospects
• Customers
• Competitors
• Create searches• Use tools
• Desktop• Web• Mobile
www.vapartners.ca @vapartners
Using Twitter• Use it every day
• Follow before engaging
• RT is powerful
• Events and #• Live tweet• Review Hashtag use
• Don’t be afraid to connect with an @reply but don’t pester
www.vapartners.ca @vapartners
Taking Relationships Offline• Find the connectors
• Meeting at events
• New connection on Linkedin ask for a coffee or a call
• Go through your old connections and schedule meetings
• Offer help for people, before you need anything from them• General questions
• Looking for a job
www.vapartners.ca @vapartners
B2B Sales Social Media Strategy• Set goals for reps
• Create best practices document
• Use SM in account and territory planning
• Celebrate success
• Leverage Marketing• Corporate account• Blog content• Other original content
www.vapartners.ca @vapartners
Great Resources
@paulcastainLinkedin
Group @markevans
@1day1brand @B2Bspecialist@vapartners
www.vapartners.ca @vapartners
Questions
www.vapartners.ca
@vapartners