Social Media for B2B Sales

www.vapartners.ca @markeelliott @vapartners

Presentation for

Leveraging Social Media in the B2B Sales Process

November 6, 2013


Agenda• Why SM for Sales• Platforms• Linkedin• Twitter• What Marketing/Leadership can do to help• Create a plan• Taking on-line relationships off-line• Other great resources


Why Social Media for Sales?• Competitive information• Account Management• Prospecting• Stay top of mind• Show you are a subject

matter expert.


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


Why Linkedin?• Best platform for B2B

Sales• Over 7 Million

Canadians using it• People are there to

connect based on business

• Flexible tool• Keep in contact with

new and old connections

http://www.techvibes.com/blog/linkedins-seven-million-canadian-users-2013-05-13


Linkedin the basics• Completed profile, with

picture• Link to company page• Join Groups• Set your public profile


Account Management Linkedin• Make connections with

existing accounts• Changes in profile

• SalesLoft

• Add 1 connection every day

• Update status• Like posts• Participate in groups• Answer questions


Linkedin Prospecting• Leverage 2nd

Connections• Company Page

• Connections

• Company Details

• Searches• Company

• Contacts

• inMail• Who has viewed your

profile?• Connect after meetings

and events


Why Twitter?• Open connections, a lot of

business applications• In Canada over 10 Million

accounts• Business and Personal• Great way to Share

information

http://carabinerpr.com/blog/infographic-new-b2b-marketing-study/


Twitter the basics• Completed profile, with

picture• Create lists

• 3rd Party Sources

• Company

• Prospects

• Customers

• Competitors

• Create searches• Use tools

• Web

• Mobile


Using Twitter• Use it every day• Follow before

engaging• RT is powerful• Events and #• Don’t be afraid to

connect with an @reply but don’t pester


What can Marketing/Leadership do to help?• Create great content

• Blog content

• White Papers

• Make it easy to share• Company Posts to

Linkedin and Twitter

• Create best practices document

• Celebrate success• Sales reinforcement

• Planning sessions

• Use it yourself

• Team meetings


Create a plan• Set aside time

regularly• Set goals • Connect• Everyone loves a

RT/Share• Don’t just share your

information• Create lists• Help others


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


Great Resources

@B2Bspecialist Linkedin Group Linkedin Group

@james_t_shanks@paulcastain


Connect with me

@markeelliott

Mark Elliott on Linkedin

Technology

Social Media for B2B Sales