Presentation for the Sales Insitute Sales Skills Training Workshop – January 22nd – Munster Region: How to use Social Media to Kick-Start Your Lead Generation in 2015.

2. We’re
connected
like never
before

6. But what
about the
Decision
Makers?

8. The Social Customer

9. The Social Evolution

10. The Social Business Model
“Businesses move from liking to leading when they
look beyond social media to see how social
technologies drive real business value. From
marketing and sales to product and service
innovation, social is changing the way people
connect and the way organisations succeed”

11. Are you still
an Island?

12. Social Selling (Sales 2.0)?

13. “Selling has always
been social — it’s
just that
technology has led
to new behaviours
on the part of
buyers and sellers”
Social Selling (Sales 2.0)?

14. “Social Selling is no longer an option, it’s
become a necessity”

15. Where are you getting your leads from?

16. Sales: Old Vs New

17. Marketing: Push Vs Pull

18. Social Customer Service
“By 2014,
organizations that
refuse to
communicate with
customers by social
media will face the
same level of wrath
from customers as
those that ignore
today’s basic
expectation that
they will respond
to emails and phone
calls.” – Gartner
Inc.

19. 3 Newish (not as Widely Used as
they Should Be) Sales Tools....

21. Tools: Blogging

22. Tools: Blogging
1. Define Your Audience
2. Keyword research/SEO
3. Create Great Titles
4. Offer Value
5. Create Thick Content
6. Format for the Internet
7. Post Consistently
8. Promote on Social Media
9. Allow, Ask For and Respond to
Comments
10. Learn from the Analytics
1. Try to Write for Everyone
2. Forget about SEO
3. Spend 5 seconds on Your Titles
4. Write Ads/Spam
5. Create Very Short Articles
6. Format for Traditional Media
7. Post Inconsistently
8. Forget about Social Media
9. Ignore Comments
10. Ignore your Analytics

23. Tools: Slideshare

24. Tools: Podcasting
“Smartphones and Bluetooth (cars) means that it is easier than ever for
listeners (still mostly men) to load their favourite podcasts. Nowadays you
can grab shows directly onto your smartphone”

25. Finally, an example: We were approached by a
company who wanted help to showcase and sell a new
product into a new market (corporates, international). They
had been trying to reach the key decision maker via traditional
methodology with limited success.
1. We created a personalised
product introduction and created a
custom landing page for each target
company.
2. We then used a combination of
Facebook and LinkedIn Social Advertising
and Company Targeting to engage people
within the target organisation(s).

26. Successful ROI:
7 meetings
3 customers
1 sales partner

27. Connect
Connect
Today’s
Presentation

28. Thank You
and Good Luck!