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The slides I used in the first of 3 Social Media for Salespeople presentations I'm making for EMC's Data Protection Division. Special thanks to A Sales Guy Consulting, Brandyourself.com and Brandiam for having some great source material.
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Why, What & Personal Branding
Who am I?
Who am I?
Intro
• VP Sales, edSurge• Salesforce.com blogger• EA/pogo.com, Pivot Conf,
Inman News, real estate
Why does social media matter to you?
Reason #1
Reason #2
78% of salespeople using social media as part of their sales process outperformed their sales peers.
Source: The Impact of Social Media on Sales Quota and Corporate Revenue Report,
A Sales Guy Consulting, May 2013
Reason #3
Of salespeople surveyed that are using social, 40% closed 2-5 deals and 11% closed 5+ deals using social
Reason #4
Social media users exceeded quota 23% more often than non-social media users
Reason #5“It takes 7 touches before a potential customer is willing to transact.”
-- Tara-Nicholle NelsonVP Marketing, MyFitnessPal & pug afficionado-- Marketing rule of thumb
What Do Sales Pros Use SM for?1. Networking
2. Prospecting
3. Research (#2 for 2+ yrs SM experience)
4. Referral Building
5. Closing
#1 Platform for B2BHow many ways do I love thee?
• Find the right decision maker• Find out someone’s title• Find out the new POC• Get more background on POC• Broadcast my thoughts
• Follow smart people• Build my network• Find someone who knows someone• See what POC is saying• OMG – InMails!!!!
#2 Platform for B2BGotta crush on twitter too, because:
• Personal brand opportunities• Great for “touches”!!• Broadcast your ideas• Learning some add’l info about
POC
• Sharing content• Become a resource• Show your personal side (w/in
reason)
Other social media platforms
Personal branding
…involves creating an asset by defining an individual's …digital and online presence and areas of knowledge in a way leading to a uniquely distinguishable, and ideally memorable, impression. -- Wikipedia
Define your personal brand• What are my core values?• What are my unique strengths?• Who do I want to talk to?• What do I want to be known for?• What are my personal goals?
Source: Introduction to Personal Branding, by Zoe Sentirmai, BRANDIAM
Personal Branding: Bio
Exercise
Write down some adjectives that describe you or what you want people to think of you.
Personal Branding: Consistency
Personal Branding: Twitter
Which of these people do you want to get to know better?
Twitter: Personal story
Formula for a Twitter bio
What You Do What You’re Into Witty Bit
Sales at EMC Any blogs/media you contribute to
Something surprising about you
Exec at EMC DPAD div Other business-related activities
Joke
Title + Company Hobbies
Personal Branding: LinkedIn
The default isn’t always best!
LinkedIn: Broadcast Settings
LinkedIn: Professional Headline & Custom URL
LinkedIn: Skills & Endorsements
Offensive vs. Defensive Tactics
Personal Branding: Google Yourself
What to do next?• Buy your domain name• Create personal website• Create profiles• Join online directories• Throw a party• Write a press release• Comment on news articlesSource: http://blog.brandyourself.com/brand-yourselfcom/emergency-tactics-for-fixing-a-negative-search-result/
Personal Branding: About.me
Personal Branding: Facebook
Change your privacy settings!
Personal Branding: Big picture
• Own your digital persona• Be a resource – share good information• Be interesting
Leverage what EMC is doing• Follow @emcdataprotection• Use the DPAD Advocate Hub to share
content• Get “social” at EMC events like #DPUG• Join LinkedIn groups
80/20 Rule• Promotional stuff 20% • Other 80%:
– Useful content – news & info (ex:Storage Switzerland), local news
– Personal content – people can relate to sports, personal growth, music, hobbies, personal interests
Let’s Connect!
www.linkedin.com/in/alicemyerhoff
@motodot
www.alicemyerhoff.com
“If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.”
– Zig Ziglar, American author, salesman
and motivational speaker
Helpful Resources
• DPAD Social Selling Facebook Group https://www.facebook.com/groups/EMCDPADSocialSelling/
• DPAD Social Media Hub https://inside.emc.com/docs/DOC-84395• Check out the eBook!!!
• #DPArmy Advocate Hub Bit.ly/DPArmy
• DPAD Social Media Manager: Jennifer.Kirk@emc.com/@The_Jenius
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