Using Web 2.0 for Sales and Marketing

Susan Muth Strategic Business Solutions, Inc.

www.susanmuth.com

Selling In A Down EconomyCisco Thought Leadership Series

Why SBS? Speaker today, Susan Muth, founder and President of Strategic Business Solutions, Inc., • She is a seasoned sales and marketing consultant, specializing in the technology field for 17 years, with over

13 years working directly with Cisco and Cisco partners. Today her clients range from Cisco Systems, Inc., Emerson/Liebert, Linksys, WebEx, to numerous Value Added Resellers across the country.

• Susan’s projects vary from redefining a value proposition to developing sales strategies. She is an expert in identifying issues that are keeping a company from achieving their sales goals and creating methods for accomplishing them. Her approach is practical and process based.

• Following graduate school, Susan joined the management consulting division of Deloitte and Touche. Here she was formally trained as a consultant to sell and deliver services that enhanced her client’s bottom line.

• Looking for balance of career and family, Susan became an independent consultant and quickly grew her client base nationwide. From the broad perspective of analyzing the sales strategy down to the narrow focus of sales team execution, she gained a strong reputation for increasing sales for her clients.

• Susan has embraced the benefits of Web 2.0 and has successfully utilized social networking with her clients to grow their sales.

Struggle for Mindshare!

Web 2.0

• Definition of Web 2.0• Describes the changing trends in the use of

www communications, collaboration and use of the web.

• The development of Social Networking tools such as video sharing, wikis, blogs, pod casts, social networking sites.

• Attracting more than 100 million visitors a month

Examples

• Twitter• LinkedIn• On Line Surveys• Blogs• Email Newsletters• Search Engines/Visibility• URLs at end of presentation

Sales Benefits for Twitter

• Create customer groups/customer community • Follow customers• Talk about current issues• Provide updates• Opportunity for visibility• Opportunity for collaboration

Added Value

• Search Twitter.com (find out what they are saying about your company)

• Stay up on your company reputation and

image in the marketplace

LinkedIn

• A powerful tool for networking• A directory of contacts • 35 million registered users• 170 industries

Sales Benefits for Linked In

• Find connections to customers you want to call on

• See who “others” are connecting with• Search capabilities (company research)• See and be seen

Blogs

• Free blogging platforms are available • Both will walk you through the process of

setting one up customizing and posting to your blog.

• Blogging tips at problogger.net and copyblogger.com

Blogs Sales Benefits

• Another way to stay in front• Search engine content• Create buzz• Condition the market

Email Marketing

• Newsletters• Evites• Services ( Constant Contact, List Rocket,

Boomerang, etc.)

Email Marketing Features

• Create high-impact, professional-looking emails quickly and easily

• Examples• Email event invitations to new releases to

prospective clients• Email newsletters to customer base

Sales Benefits of Email Newsletter

• Most beneficial push marketing you can do. • Easy to try and measure the results over a 3

month period with little to no investment cost.

• Remove the need for inside sales calling• Stay front of mind with customers• Viewed as “polite” by customers• Content delivery is valued by customers

On line Surveys

• On line surveys gain insights from customer standpoint and gain attention.

• Create a dialogue.• Provide reward for answering survey. • Example: Surveymonkey

Sales Benefits of Surveys

• Create customer communication• Reason to connect with potential customers• Hear what is on their minds• Develop pain points• Reasons for cold calling• Develop seminars/events with target

audience• Evolve relationship with existing customers

Web 2.0

Benefits• Low cost marketing• Embraces the web• Enhances visibility• Constantly in front• Penetrates barriers• Supplements cold calling

Using Web 2.0 for Sales and Marketing

Susan Muth Strategic Business Solutions, Inc.

www.susanmuth.com

Selling In A Down EconomyCisco Thought Leadership Series

URLs

• www.twitter.com• www.linkedin.com• www.surveymonkey.com• www. Blogger.com or www.WordPress.com• problogger.net and copyblogger.com• www.listrocket.com• www.constantcontact.com