Selling without spending is the recent sales mantra. 78.6% of sales people using social media to sell out have outperformed when compared to those who weren’t using social media. Check out some tips and to-do things for a sales professional to follow on being social.

1. For B2B Sales
Social
Media
SELLING
WITHOUT
SPENDING

2. • Competitive information
• Account Management
• Prospecting
• Stay top of mind
• Show you are a subject matter expert.
Why Social Media
for Sales

3. 5 Reasons
Why Sales Team Needs to be
More Social

4. 1. Shortened Sales
Cycle
• Buyers are 60 – 70% through the buying process before they speak to a
sales rep.
• Buyers engage in online communities, get feedback from peers, research
solutions prior to sales conversations.
• Sales teams need to be in a position to listen and monitor what is being said
in these forums and be able to respond with thoughtful, value-adding
responses, not sales pitches.

5. 2. Relationship
Building
• Social media channels offer opportunities to build relationships
• Access information on customers, prospects, alliances and partnerships

6. 3. Customer Service
Sales reps should be constantly Monitoring and Listening to what is being
said and engaging in discussions when appropriate.

7. 4. Competitive
Intelligence
Group contacts by specific segments:
• Competition
• Customers
• Prospects etc…

8. 5. Increase
Productivity
Social intelligence provides:
• New opportunities if sales team is monitoring and listening to their channels
properly
• The ability to minimize time spent researching, prospecting and identifying
trigger events

10. Which Social Media
is the Best?
• Where are your Customers and
Partners?
• How do they like to get
information?
• Don’t spread yourself too thin
• Get the best ROI

11. The Big 3 Social Networking Sites to
To Start with
Facebook
Twitter
LinkedIn

12. Connect with customers, prospects and influencers
◦ Follow individuals
◦ Like brand pages
Like your brand’s updates
Share relevant updates with specific people/groups, or, when appropriate, publicly on
your page
When sharing photos, tag your brand and the people in them (including yourself)

13. Complete your profile
◦ Profile photo
◦ Experience
◦ Add videos and SlideShares
Grow your network
◦ Connect with customers, prospects, colleagues
◦ Join industry-specific groups and contribute to conversations
Share your brand’s updates
◦ With your entire network
◦ In appropriate groups
If your updates are about your brand, make sure to tag the company page

14. • Best platform for B2B Sales
• Over 7 Million Canadians using it
• People are there to connect based on business
• Flexible tool
• Keep in contact with new and old connections
Why LinkedIn
• Completed profile, with picture
• Link to company page
• Join Groups
• Set your public profile
Optimize LinkedIn Profile
Account Management
• Make connections with existing accounts
• Update your profile regularly
• Add atleast 1 connection every day
• Update status
• Like and share posts
• Participate in groups
• Publish articles regularly
• Leverage 2nd Connections
• Company Page
– Connections
– Company Details
• Searches
– Company
– Contacts
• InMail
• Who has viewed your profile?
LinkedIn Prospecting

15. Retweet, reply to your brand’s tweets
Connect with customers, prospects, thought leaders
◦ Follow those accounts
◦ When someone follows you back, reply with a thank you
◦ Don’t send direct messages
◦ If someone mentions or retweets your brand, follow them
Listen to what people are saying about your brand and respond when appropriate

16. Why Twitter Optimize Twitter Profile
Twitter Management
• Open connections, a lot of
business applications
• In Canada over 10 Million
accounts
• Business and Personal
• Great way to Share information
• Completed profile, with picture
• Create lists
– 3rd Party Sources
– Company
– Prospects
– Customers
– Competitors
• Create searches
• Use tools
– Web
– Mobile
• Use it every day
• Follow before engaging
• RT is powerful
• Events and #
• Don’t be afraid to connect with an
@reply but don’t pester

17. 1. Set aside time regularly
2. Set goals
3. Connect
4. Everyone loves a RT/Share
5. Don’t just share your information
6. Create lists
7. Help others
Create a plan

18. 1. Find the connectors
2. Meeting at events
3. New connection on LinkedIn ask for a
coffee or a call
4. Go through your old connections and
schedule meetings
5. Offer help for people, before you need
anything from them
Taking Relationships
Offline

19. Thank You