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@markeelliott @communitech @vapartners
Social Media for the B2B Sales Team: Communitech Senior SalesBusiness Development Peer2PeerApril 15, 2014
@markeelliott @communitech @vapartners
Agenda
1 Introductions
45
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
