Adding Social Fuel To Demand Generation Programs [Webinar]

Adding Social Fuel To Demand Genera4on Programs

#SocialDG

#SocialDG

Welcome to the Webinar

Type ques4on here

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Follow this webinar on LinkedIn & Twi<er

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About Demand Gen Report

@DG_Report http://linkd.in/DG_Specialists

•  Launched in 2007 to track best pracCces in lead generaCon

•  Newsle<er has grown to more than 26,000 readers

•  We also offer a menu of research and best pracCces reports

•  New audio/video podcasts at DemandGenReport.com

#SocialDG

Poll #1 Is your organiza4on currently using social media for the following areas of demand genera4on?

a.  To find and engage contacts at target companies

b.  To strengthen our brand by sharing relevant resources/content

c.  To gather intelligence on prospects needs and pain points

d.  To influence deals by providing meaningful tools to key contacts

e.  Not currently uClizing social media for demand generaCon

#SocialDG

Panelist

Koka Sexton Sr. Social MarkeCng Manager LinkedIn

MODERATOR: Andrew Gaffney Editor, Demand Gen Report

©2013 LinkedIn Corporation. All Rights Reserved.

Adding Social Fuel To Demand GeneraCon Programs


Can Social Media Accelerate deals?

Recent success of social selling with inContact

122% increase in revenue for those sales reps using LinkedIn.

157% increase in revenue for those sales reps using LinkedIn & Eloqua.

•  Advanced searches •  inMails •  Leveraging connecCons (TeamLink) •  MarkeCng automaCon

Recent success of social selling with uSamp

18 Net New Appointments with Qualified Prospects in 30 days

•  Sharing relevant news •  Listening to social trigger events •  Leveraging connections (TeamLink) •  Engaging on LinkedIn for communication


Find and engage


Deepen your advanced searches using additional filters

Example: Sales Navigator would help John find more warm introductions at Hasbro

LSS 13 ©2013 LinkedIn Corporation. All Rights Reserved.

John’s…

1

+3

+10

1st degree connections at Hasbro:

Teamlink 2nd degree connections at Hasbro through current colleagues:

2nd degree connections at Hasbro through John’s connections:


Adding Social Fuel to Demand Generation

4 Actions to adding social fuel

15

Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility

Gathering Intelligence: Researching social information to prepare for sales conversations

Building your Network: Developing relationships with people who can share information and provide referrals

Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts

1. Be DISCOVERED

3. Let them ENGAGE

2. Let them EXPLORE

4. Create ADVOCATES

LinkedIn Confidential ©2013 All Rights Reserved 16

Status Updates Content Led

Precision TargeCng Expanded Reach

1. Be Discovered

Company followers generate revenue

50 % of members are more likely to purchase from

a company they engage with on

LinkedIn

LinkedIn Confidential ©2013 All Rights Reserved 18

Company Page Social ExploraCon Company Updates SlideShare Channel Managed Groups

2. Let them Explore

LinkedIn Confidential ©2013 All Rights Reserved

Lead GeneraCon Display Ads

Status Updates SlideShare Ads

3. Let them Engage

Followers of a company on LinkedIn are 2x more likely to purchase and

recommend

2X

LinkedIn Confidential ©2013 All Rights Reserved 21 LinkedIn Confidential ©2013 All Rights Reserved 21 21 LinkedIn Confidential ©2013 All Rights Reserved

Followers RecommendaCons

HP Followers are 1.5 times more likely to consider HP products and services and

2 times more likely to recommend HP than non-

HP followers

4. Create Advocates


Becoming a Social Selling Pro

How How do I get

a warm intro?

LSS 23 ©2013 LinkedIn Corporation. All Rights Reserved.

+200M members

+2B member updates

per week

Billions connections

How LinkedIn fits into this world

What What to

talk about?

Who Who are the

Right People?

4 Actions to Becoming a Social Selling Pro

24

Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility

Gathering Intelligence: Researching social information to prepare for sales conversations

Building your Network: Developing relationships with people who can share information and provide referrals

Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts

1. Build Your PROFILE

3. Gather INSIGHTS

2. Develop Your NETWORK

4. Contribute INSIGHTS

1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU

25

2. Proactively Develop Your Network Build trusted relationships who can support your professional objectives

27

3. Gather Intelligence Be prepared for every interaction by researching contacts and companies

28

4. Contribute Insights Share ideas through status updates, and participate in groups


Using email for social selling success

©2013 LinkedIn Corporation. All Rights Reserved. 30

Using email and social for success


Em

ail nurturing

•  Monitor “Who’s viewed my profile”

•  Connect with new leads •  Leverage connections •  Nurture through updates

Link to sales profiles.


#SocialDG

Poll #2 How far along do you consider your organiza4on with regards to social selling?

a.  We haven’t done any social selling yet b.  We’ve done some social selling but don’t have a comprehensive

strategy or tools c.  We have a strategy and are levering social selling tools d.  I’m not sure

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Q&A // Submit your quesCons

Type ques4on here

#SocialDG

Q&A // Panelist

Koka Sexton Sr. Social MarkeCng Manager LinkedIn

MODERATOR: Andrew Gaffney Editor, Demand Gen Report

#SocialDG

Thanks for a<ending this webinar!

Download this presentaCon and the “7 Ways Sales Professionals Drive Revenue With Social Selling” E-‐book at:

hIp://dg-‐r.co/socialfuel

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Adding Social Fuel To Demand Generation Programs [Webinar]