Social Media for B2B Sales Professionals

www.digitalvidya.com

Get SocialSocial Media for B2B

Why Social Media?

“Only 20% of marketing budgets are typically spent on retention. Yet, in many cases, 75% of revenues

comes from existing customers.”

Source: Flip the Funnel

Why Social Media for B2B?

Source: KoMarketingAssociates.com

for B2B

Twitter: Highest Lead % Conversion

Sources: optify.com,marketingpilgrim.com

Key Milestones!

Few interesting applications of Twitter

Stock Market Prediction

B2B Lead Generation through Twitter

Twitter Cards for Lead Generation

Twitter Cards

Why Twitter is Powerful?

Top 4 Reasons

• Direct Access• Search• #Tag• Retweet

Twitter Basics

Open Conversations via Mention/Reply

Private Talks via Direct Message (DM)

Group Discussions via #Tag

Twitter Tools

Measure Influence

Find Influencers

Listen, Engage & Publish

Scheduling

Keyword Alert (Email)

Listening

for B2B

How many people have you met in the last one year, Professionally?__________

To how many of them have you sent LinkedIn request?_____________

The desire to “stay connected”

We meet people every day, Professionally!

Invite them to your LinkedIn Profile

Key to Success

How to leverage LinkedIn?

• Expand Your Reach

Importing Existing Email Accounts

Adding Your Friends & Colleagues

LinkedIn Suggestions

• Expand Your Reach• Build Credibility

Your Profile

Skill Endorsements

Declare Accomplishments

Announce your new website, blog posts, Deals, Customers or products/services and drive readers

Get Recommendations

“Hit when it’s hot!”

Clients, Partners, Colleagues, Vendors, Friends and Associates.

Plan your Content Calendar

• Company News: Award, Product Launch…• Industry News• Case Study• Insight• Travel Update: e.g. Conference

Participation• Article/Blog Posts• …

• Expand Your Reach• Build Credibility• Engage with Relevant People

Identify Relevant People

Paid Filters in Premium accounts

Practice Engagement

Participate in Relevant Groups

LinkedIn Case Studies

3.5M US$ through LinkedIn

James’ 7 Steps to Success on LinkedIn

• Touch up your Profile• Join 50 groups• Get weekly digests for 5-10 groups• Spend one hour weekly participating in

discussions of interest• Send connection invitations to people you

meet in discussions• Ask connections if they would like to connect

by phone or Skype• Every three months, reevaluate group

memberships and weekly digests

EKA: $2M Sales Pipeline in 3 Weeks

• Provided marketing analysis of Mining Cos in Australia

• Identified target mines and key players (CEOs & CFOs) within those organizations

• Prospects identified along with LinkedIn connections

Case Study

Background

Evalueserve participated as the Knowledge Partner in Global Economic Summit which was held in Mumbai from Jan 20 - 22, 2010. For the same, Evalueserve wrote a research paper on Investment Opportunities within Indian Infrastructure - Roads, Ports & Telecom

Link: http://www.evalueserve.com/WhitePapersReports/tabid/176/Default.aspx

Key Objectives

• Feedback on the white paper so that the industry aspect could be included

• PR among relevant community• Generate Leads

How LinkedIn was Useful?

• Has relevant groups in Infrastructure domain

• Global reach in terms of PR• Experts available under one platform

Joined the relevant LinkedIn Infrastructure Groups. Examples:

India Infrastructure Group, India Infrastructure Forum,

PPP/PF/PFI, Infrastructure Financing, Project Finance

Posted this small brief about the paper on various groups

discussion pages - Hi All: Evalueserve was the knowledge

partner of the Infrastructure session in the recently concluded

Global Economic Summit. The event was held in Mumbai from

20 - 22 Jan, 2010. The team wrote a paper on the 'Investment

Opportunities in Roads, Telecom and Ports Infrastructure in

India'. In case you wish to read it, please feel free to visit our

website www.evalueserve.com or drop an email on

InfrastructureResearch@evalueserve.com

What was done?

Leads Generated Partner, PROLUSION BV

Manager, Infrastructure Finance at ICRA Management Consulting Services Ltd.

Manager Ports and Logistic Unit Spain & Portugal at BNP Paribas Fortis

Director PPP Solutions, Director of the Commonwealth Business School, Assoc. at Centre

for Public Service Partnerships

Independent Consultant and ex EVP, Engineering of First Group America

Vice President, Asia at PEI Media

Independent Transport Planning & Management Consultant with over 20 years'

management experience

Transportation Planner at Transystems Corp with over a decade experience

AVP, SKIL Group

Managing Director at VAMED Healthcare Co. Ltd

Managing Partner, Veda Asset Management

Director at INEX Infrastructure Exchange Ltd

Economist at Generalitat de Catalunya

Ex- President, Land and Rehabilitation at Mumbai Special Economic Zone & Rewas Ports

Limited

Associate Vice President at Grant Thornton

Social Media for B2B Sales Professionals

Social Media

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