1. Presentation for
Leveraging Social Media in the B2B Sales
Process
November 6, 2013
www.vapartners.ca @markeelliott @vapartners

2. Agenda
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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
www.vapartners.ca @markeelliott @vapartners

3. Why Social Media for Sales?
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Competitive information
Account Management
Prospecting
Stay top of mind
Show you are a subject
matter expert.
www.vapartners.ca @markeelliott @vapartners

4. Which Platform is the best for you?
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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 @markeelliott @vapartners

5. Why Linkedin?
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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
www.vapartners.ca @markeelliott @vapartners

6. Linkedin the basics
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Completed profile, with
picture
Link to company page
Join Groups
Set your public profile
www.vapartners.ca @markeelliott @vapartners

7. Account Management Linkedin
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Make connections with
existing accounts
Changes in profile
• SalesLoft
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Add 1 connection
every day
Update status
Like posts
Participate in groups
Answer questions
www.vapartners.ca @markeelliott @vapartners

8. Linkedin Prospecting
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Leverage 2nd
Connections
Company Page
• Connections
• Company Details
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Searches
• Company
• Contacts
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inMail
Who has viewed your
profile?
Connect after meetings
and events
www.vapartners.ca @markeelliott @vapartners

9. Why Twitter?
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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/
www.vapartners.ca @markeelliott @vapartners

10. Twitter the basics
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Completed profile, with
picture
Create lists
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3rd Party Sources
Company
Prospects
Customers
Competitors
Create searches
Use tools
• Web
• Mobile
www.vapartners.ca @markeelliott @vapartners

11. Using Twitter
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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
www.vapartners.ca @markeelliott @vapartners

12. What can Marketing/Leadership do to help?
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Create great content
• Blog content
• White Papers
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Make it easy to share
• Company Posts to
Linkedin and Twitter
• Create best practices
document
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Celebrate success
Sales reinforcement
• Planning sessions
• Use it yourself
• Team meetings
www.vapartners.ca @markeelliott @vapartners

13. Create a plan
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Set aside time
regularly
Set goals
Connect
Everyone loves a
RT/Share
Don’t just share your
information
Create lists
Help others
www.vapartners.ca @markeelliott @vapartners

14. Taking Relationships Offline
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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
www.vapartners.ca @markeelliott @vapartners

15. Great Resources
@B2Bspecialist
Linkedin Group
@james_t_shanks
www.vapartners.ca @markeelliott @vapartners
Linkedin Group
@paulcastain

16. Connect with me
@markeelliott
Mark Elliott on Linkedin
www.vapartners.ca @markeelliott @vapartners