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Developing lead generation and demand generation using social technologies and social marketing strategies in a B2B sales environment.
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The 4.5 Social Media Power Steps for Sales
Richard C. BrasserThe Targeted Group
February 3, 2011©2011 The Targeted Group
Today’s Presenter:
Richard BrasserThe Targeted GroupPresident and CEO
Contact:Twitter: @socmedia365LinkedIn: Linkedin.com/in/brasserGvoice: 646.719.0619Email: rbrasser@targetedgroup.com
www.thetargetedgroup.com
866-738-8768
The Targeted Group’s Clients
How we USUALLY justify social media
• Ask a few people in crowdFacebook tops Google for weekly traffic in the US
Social Media is the #1 activity on the Web
The fastest growing segment on Facebook is 55-65 year olds
There are over 200 Million Blogs
25% of search results for the world’s top 20 largest brands arelinks to user-generated content
34% of bloggers post opinions about products and brands
35 hours of video is uploaded to YouTube every minute
Twitter has 190 million users, generating 65 million tweets and over 800,000 search queries per day
Our Audience Today
For those who are just getting started… We won’t leave you in the Dark
Social Media Portal for Intuit Partners
www.thetargetedgroup.com/intuit
Check it out:
Resources to get up to speed in a hurry
Visit:
What we will DISCUSS today
Enable you to promote and differentiate yourselves in the market
Help youconnect with your prospects
Look at how others are having success
Provide tangible steps and action items to achieve quantifiable results
Make
More
SALES
We’re listening and we’re here to help
What we’ve heard about your current challenges…
You wonder where to start?
Need to educate prospects
Time Management Conundrum
Truism: Salespeople will only
spend time on things that produce results
The key is focus
LinkedIn:
2003 to Today
How Social Media Has Changed
Over 91% of B2B buyers are already using social media tools, often to research and execute purchases
86% of B2B firms are using social media
B2B marketing spending on social networking sites is predicted to rise 43.3%
Shift from fuzzy KPIs…
…To Hard DataLinkedIn: 44 years old
Quora: 31 years old
Facebook: 38 years old (61% are 35 or over)
Twitter: 39 years old (64% are 35 or over)
Usage
47% of internet users ages 50-64are now using social networking sites
Social Marketing is the #1 budgetary priority in 2011 – Forrester Research
Don’t reinvent the wheel
You already know how to do this!
We are back to how things have always been!
Social commerce has been the predominant model for thousands of years
Top 4.5 Ways B2B Sales Professionals and Marketers are Using
Social Media
1. Lead Generation
Improve Prospecting
Gather Information
Increase Referrals
I am accountable for this guy. You can trust him.
Ask For Recommendations
Quick Example: Connecting With Visa Corporate
Lead Generation For Intuit PartnersPower Steps
1. Improve Prospecting
2. Gather Information
3. Increase Referrals
4. Ask For Recommendations
2. Demand Generation
Build Awareness and Facilitate Discovery
Case Study: The Targeted Group • 50% – 65% in pipeline are
directly from SN tools
• 70% - 75% response rate for introductions
• 28% of sales don’t require an in-person meeting
Selling the Stack
Demand Generation For Intuit PartnersPower Steps
1. Build Awareness
2. Facilitate Discovery
3. Position Relevance
4. “Sell The Stack”
3. Relationship Development
Nurture Leads
Expand Your Network300 connections on
LinkedIn means that you are two steps
away from 5.5 million people!
Do you connect on LinkedIn with every person you meet?
Have you already sent me a LinkedIn request?
Build it into your everyday process and it will pay huge dividends!
Engage Prospects
Become Part of the Conversation
Transform from a SALES person
To a person
Discover Commonalities
Case Study: How LinkedIn Answers turned into a $250,000 contract
Thought Leadership For Intuit PartnersPower Steps
1. Nurture Leads
2. Create Conversations
3. Discover Commonalities
4. Expand Your Network
4. Differentiation and Building Brand Image
We understand your activation hurdles
Help your company look:CurrentFreshProfessional Consistent
Further enhancement..
Case Study: Avaya Make it easy and Make it valuable
Differentiation Tools For Intuit PartnersPower Steps
1. Create a Polished Profile
2. Customization is Key
3. Content Creation Schedule
4.
4.5 The “Secret Door”
The Future of Social Networking and Sales
7/10 kids that are in kindergarten right now…will work in a career that doesn’t exist today!
What is your future and how will your role change?
The Future NOW of Sales Systems
Stay In Touch:
Richard BrasserThe Targeted GroupPresident and CEO
Contact:Twitter: @socmedia365LinkedIn: Linkedin.com/in/brasserGvoice: 646.719.0619Email: rbrasser@targetedgroup.com
www.thetargetedgroup.com
866-738-8768
www.thetargetedgroup.com/intuit
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