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

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

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

[email protected]

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