Social Media For Sales
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Transcript of Social Media For Sales
Copyright © 2009 Infor. All rights reserved. www.infor.com.
Harness the Power ofSocial Media
Wired2Win, March 2010Venson Kuchipudi, Social Strategy
2 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Focus of this Presentation
https://www.yammer.com/infor.com/files/213387
Who / What / When / Where / Why / How2010 focus - tactics:
2009 focus - the value proposition:
Getting starting with:
3 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin in the Sales Process
Not just for getting a job or connecting with co-workers
Search for key decision makers at your prospects Discover business drivers with your prospects Develop and shape relationships with your prospects Build brand/product/solution/industry awareness Influence the influencers Warm the funnel
Become a value provider (thought leadership)
4 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin - Your First Play
Intent is to provide value, awareness, and engagement
Your profile is a landing page - clean it up Your prospects are already there - find/follow them Participate in groups and answers (daily/weekly) Join these groups today:
Customer Bill of Rights (strengthens Infor’s customer focus) SaaS / Cloud Computing (reinforces our direction) InforNation (Infor conversations - expect more activity here soon)
5 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin - Your Profile is a Direct Mktg Opportunity
Your summary is your value
proposition for prospects
Your ‘professional headline’ doesn’t have to be your
title.
Tip: Use a ‘professional
headline’ that states the value you have provided to others.
Tip: Tell a story (case study) in your
Summary
Tip: Add www.infor.com to
your profile
6 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin - Your Profile is a Direct Mktg Opportunity
Use your status to create ‘top of mind
awareness’ with recent wins, product launches, industry
news, etc.
See if your prospects are
visiting your profile
Get recommendations
from your customers. Tip: Visiting your
prospects profile will show Infor on their list
of visitors
7 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin - Find Your Prospects
Target with Advanced Search
Get introduced through a
connection or group
Tip: The more connections you have, the more
shared connections you can leverage.
Otherwise, just follow them on discussions.
8 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin - Join Your Prospect’s Groups
See a list of your prospects groups on
their profile page
Tip: Groups you join reflect your value
proposition
9 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin - Follow Your Prospect’s Group Activity
Follow and see your prospect’s group
activity
Tip: Follow your competitors too
Tip: Invite your prospects to popular
groups
10 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin - Search Groups for Key Topics
Search for opportunities
See what’s hot
11 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin - Participate in Groups
Add value with ‘No-Selling
Selling’
Tip: Be likeable and helpful. Establish
yourself as a good resource for
information or industry insights.
12 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin - Participate in Answers
Search for Topics with Advanced
Search
Find Opportunities to Engage
Tip: Look for business drivers. Use search to reduce the
noise.
Get to ‘Answers’ under ‘More…’
13 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Linkedin - Remember to Always Provide Value
Provide Value in all your interactions
Provide commentary on recent articles or blog posts then link
to the source
14 Copyright © 2009 Infor. All rights reserved. www.infor.com.
Other Social Channels
Twitter Great for listening and providing short pieces of value
IT Toolbox Lots of conversations around products
Slideshare, YouTube Increases your position as a value provider
Yammer Internal discussions among Infor employees
Want to know more about these?
15 Copyright © 2008 Infor. All rights reserved. www.infor.com.
Join: https://www.yammer.com/groups/inforsocialmedia I’ll send you actionable tips/tactics/case studies every week!
Join: http://www.linkedin.com/groups?gid=2792387 The ‘Informants’ - help drive social media at Infor
Email Your Questions to: [email protected]
Learn More About Using Social Media…
Follow Me:
https://www.yammer.com/users/venson-kuchipudihttp://www.linkedin.com/in/vensonkuchipudihttp://twitter.com/venson
Venson KuchipudiSr. Director, Social Computing Strategy