The document discusses using various social media platforms like blogs, webcasts, LinkedIn, Twitter, Facebook and YouTube to grow sales. It outlines strategies for identifying target prospects, capturing their information in real time, and following up immediately to keep products and services top of mind. It also summarizes strengths and weaknesses of different applications for tasks like communication, presentations, business intelligence and contact information gathering as part of an integrated social media business solution.
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How to use webcast linked in blog twitter facebook youtube to grow your business
1. How To Use A Webcast + Blog + LinkedIn +Twitter + Facebook + YouTube To Grow Sales!
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4. Social Media Business Solution Establishing Thought Leadership Weaknesses Strengths Components Application(s) Blog RSS Feeds In/Out Directory / Integration Blog Hard Set-Up Needs Carrier Resource Drain Blog Webcast Video Webcast Soc Med / LinkedIn Search / Archives Full Contact Info. Blog Effective Reach 10:1 Automatically Fed / Spread Continuously Read Any Communication Element Webcast Lead Generation Machine Webcast Hard Set-Up EXPENSIVE Resource Drain
5. Webcasts 60,000 Monthly Viewers . Avg. 100 Viewers / Webcast . Player Can Reside on an Unlimited # of Sites . Viewers Increases 6x in Archives . 50 Social Network Marketing Components Automatic Generates Banner Ads Sends Email Announcements & Reminders Sales Web 3.0 Business Networking
6. All-Inclusive Social Media Business Solution Weaknesses Strengths Components Application(s) Fast Low Cost Highly Effective Contact Identification Internal Communication Thought Leadership Integrated Contacts Communication Activities Applications Groups Discussions Events Interfaces Seeded Discussions Diluted Value Vendor Groups Blind Removal LinkedIn
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10. Social Media Business Solution Obtaining Target Contact Information Weaknesses Strengths Components Application(s) Jigsaw / Netprospex Trade It’s Free Extension / eMail Automatic Updates Search Options Company Name Decision Makers Titles Locations Location Type Affiliated Sites Jigsaw / Netprospex Need Knowledge Can be Expensive Fee / Trade Jigsaw Netprospex Free Library D& B RefUSA Free Library Free! Free Library Old / Outdated No Email
12. Social Media Business Solution Business Intelligence Weaknesses Strengths Components Application(s) Immediate Credibility Valid Business Reasons Targeted Dec. Makers Social Media Links Primarily T1 – T2 Outdated Data User Interface Inside View Blog Bridge New Target Opp. Valid Business Reasons User Interface Filtering Memory / Bandwidth Detailed Contacts Auto Intelligence Org Charts Social Media Inter Programmable Feeds Auto Sort Feed Select
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14. Social Media Business Solution Effective Communication Weaknesses Strengths Components Application(s) Group Mail / Metrics Flexible / Easy To Use Real Time Tracking Group Metrics Limited US Support Group Mail Group Metrics Twitter Free / Quick & Easy Excellent Branding Twitter Set-Up Time / Effort eMail Templates Clean Lists Real Time Tracking Tweets @Mentions #Direct Sends Hash Tags
18. Social Media Business Solution Electronic Presentations Weaknesses Strengths Components Application(s) Effective Communication Low Cost Flexible Close Sales User Interface Screen Delays System Freeze Frustrating webex GoToMeeting dimdim Powerpoint Video Screen Sharing Recording Multiple Locations Whiteboards
19. Social Media Business Solution Messaging Weaknesses Strengths Components Application(s) Low Cost Easy To Use Effective Flexible Close Sales Call Interruptions Screen Delays Dropped Signals Skype VOIP Phone File Sharing Screen Sharing Local / Int’l Calls Messaging OnLine Notification
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21. Hello Jim – This is Dave Kalstrom with Outbound Excellence Jim, I just saw an article come across the newswire where you were discussing the release of your NEW Mobile Networking Application that provides video conferencing on the iPhone. On February 7 th we’re holding a Unified Communication on-line summit which is a day of back to back – live interactive webcasts presented by UC thought leaders and niche solution providers from around the world. Cisco and Intel have already signed on to be keynote speakers and I was wondering if showcasing your NEW iPhone application at that summit would fit into your marketing strategy?
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23. Social Media Business Solution Strategy & Execution Weaknesses Strengths Components Application(s) Knowledge Ability Speed Low Cost Flexible Ease Of Use Something New To Learn Outbound Excellence Analyze Tailor Design Implement Train Support
24. Outbound Excellence Provides Organizations With A Complete “Turn Key” Social Media Business Strategy Up & Running In Less Than 3 Business Days – Guaranteed! LinkedIn + Twitter + Facebook + YouTube Start Growing Sales With A Cutting Edge “Social Media Strategy” “In Less Than 1 Week.” Outbound Excellence David Kalstrom 602-770-0012 [email_address] www.outboundexcellence.com
Editor's Notes
#5 Webcasts Webcasts today are on the cutting edge of prospecting and sales technology. If they are used correctly and if all the tools that are available to promote the webcasts are utilized to maximize viewership, webcasts can be the most profitable sales tool in your arsenal. If you’re not familiar with this tool: There are 60,000 Monthly Decision Makers that come onto the BrightTALK looking for thought knowledge in a specific area of expertise. The average webcast is viewed by over 100 decision makers The webcast player in which webcasts are viewed can reside on an unlimited # of websites, blogs and social media sites you paste in 5 simple lines of code and the webcast player is displayed and each place it is displayed increases the # of decision makers that will view it. Each webcast is automatically archived within 60 seconds after the live webcast and 6 x the amount of people that watch a live webcast will view the recorded or archived version There are 50 social network marketing components built into the back end of the platform to market and promote each webcast The system will automatically generate a banner ad for each webcast and then you simply click on any social networking site and an announcement for the webcast will be added to that site. LinkedIn is one of the social networking sites in which you can advertise your webcast and you can post the announcement into as many as 50 LinkedIn groups in just minutes. You can also send out automated email invitations The system also sends confirmations of registration as well as reminder notices and a link to a recorded version of a webcast if the live version is missed. The platform Track All Viewers of your webcasts & provides you with each viewers Full Contact information That’s the business networking aspect of it, then there’s the social networking aspect. If social networking and all the social networking options that are available on the market seem confusing to you…. They should!
In terms of Contact Intelligence It provides you with: Reporting Structure in the form of a vertical organization chart separated into categories including CEO / President / Sr VPs / VPs / Directors and often times even more. This allows you not only to identify your target DM, but it also allows you to see who your target DM reports to, and who reports to them, so you get a snapshot of their DM structure, in seconds, before you ever pick up the phone. If you look at the far left hand column you’ll see that it not only shows you the Key Decision makers but it breaks the Decisimajor on Makers down into a reporting structure hierarchy. You can then click on any DM from the hierarchy and it will explode their profile and provide you with detailed contact information and show you where you can find additional information such as Jigsaw which you see in the lower right corner or in LinkedIn as you see in the upper right hand corner. LinkedIn Profile: It will identify if your target DMs have a LinkedIn Profile, and if so, it will provide a direct link from the DM’s profile in SalesView to their LinkedIn profile. And it plugs into most CRM applications such as SalesForce and NetSuite.
Let’s take a look at the Sales View Console RSS Feeds: From there you can obtain a valid business reason for your sales call through their RSS Feed System. Their RSS Feed system is pre-programmed to identify every key news release that has been posted in the previous 30 days for virtually any Tier 1,2or 3 account in the following areas: Buying, Building or Expanding Facilities Leadership Changes New Offerings Acquisitions and Mergers Corporate Challenges Real Estate Deals Funding Developments Corporate Announcements Research & Development One application, everything you need. In the area framed in red you simply type in or paste in a list of your top prospects and customers and the system will automatically go out and search for any news related to these accounts that you need. If you look in the upper left hand corner you will see a listing of the pre-programmed feeds that the system will capture for you. Just click on a category and it will search the internet and retrieve those feeds. At the bottom of the list you will see a Manage Agents link that allows you to customize the information the system captures and retrieves so you can target the news it captures based on the Ideal Needs of your target prospects. Absolutely a powerful Sales Intelligence Tool, it’s the cornerstone of any leading edge Web 3.0 Sales Process, the name of the application again is SalesView from InsideView and the price is $99 or less / month.
So we took all the components from the system we have presented here today, and each day we had on average 20 RSS feeds that provided us with news articles form companies in the UC sector that had just released or were announcing the upcoming release of a new Unified Communication solution or an upgrade to an existing solution. In 80% of those news articles we had a quote made by a targeted decision maker so we had a stated opportunity, a key DM making a statement about the solution, we had full contact information on the DM, along with personal and business intelligence and we had an effective solution to help promote these targeted prospects solutions. So instead of cold calling down lists of sales leads, our prospecting calls went like this: Hello Jim – This is Dave Kalstrom with BrightTALK Jim I just saw an article come across the newswire where you were discussing the release of your NEW Mobile Networking Application that provides video conferencing capability on the iPhone. On September 7 th we’re holding a Unified Communications on-line summit which is a day of back to back – live interactive webcasts presented by thought leaders and niche solution providers from around the world. Cisco and Intel have already signed on to be keynote speakers and I was wondering if showcasing your NEW iPhone application at that summit would fit into your marketing strategy? Then we would patiently wait for the stunned silence and then move on to the qualification questioning. In 90% of the contacts we made the use of this system allowed us to qualify the prospect 90% of the time. You see, receptionists and executive assistants aren’t used to calls that leverage this type of sales intelligence. They are used to the thousands of calls that all sound similar and they have an automated response to the different versions of generic cold calls. They have just seconds to hear the valid business reason for your call and to determine if it contains enough value to put you through to an executive decision maker. These calls contain that level of value. In addition, when you do reach an executive decision maker, your call also establishes the credibility and trust necessary to earn you the right to engage your target decision maker in a meaningful qualification discussion. To determine if your solution is a good match, if they had the funding, if they were the right decision maker, if this was the right opportunity for them in this particular situation. In 90% of the cases in which we connected with the decision maker we were able to fully qualify the opportunity.
So here’s what a Web 3.0 system will provide for your sales team: From a sales perspective it provides Daily Qualified Leads Targeted Decision Makers Detailed Contact Information Stated Need or Opportunity That information is automatically identified, captured and delivered to your desktop From a Marketing Perspective it provides: Valid Business Reasons To Contact Your Target Prospects and Customers It provides you with information on new account opportunities that you normally wouldn’t have on your radar screen. So you have a continuous stream of new targeted sales opportunities that expand the breadth of your active buying accounts. You also have the new target prospect and account opportunities that are identified through news feeds. These newsfeeds also provide quotes from targeted decision makers so you now have new contacts, and you can then use SalesView and Linked to find out more information about them and other decision makers and their reporting structure. Through LinkedIn you also have a number of new ways to reach out and communicate with target decision makers outside of the telephone and company email. When you do reach out through e-mail and e-marketing tools you now have a way to identify those prospects and customers that are reviewing your documents as well as exactly what they are viewing so you know their targeted interests so you can make targeted sales calls and follow up with targeted sales campaigns. Through webcasts and blogs you can establish yourself as a thought leader in your area of expertise and as prospects view your webcasts and blogs again you can capture not only their interests but their full contact information. The bottom line is that our Sales Web 3.0 System is a proven system to identify the target prospects that you have out in the market from the pool of sales suspects or sales leads that your sales team is faced with sifting through to achieve the same goal. These are very powerful tools and very effective in increasing the effectiveness and lowering the cost of prospecting for new business.
