On August 5th, ContentMX presented at ChannelCon, hosted by CompTIA on how to 'generate more leads through social media'. Many solution providers often think of social media as a way to build brand awareness, but not as a lead generation tool. If you haven’t tried using social media for lead generation, your business may be missing out on a lucrative marketing channel. Learn how to develop a strategy to generate and track social media leads.

1. Generate More Leads Through
Social Media
Sources of Information:
Scott Adams
Orbit Media
SiteproNews
Luanne Tierney (Global Channel Chief and Influencer)
Matt Cutts - Google
CMO.com
LinkedIn Best Practices Guides

2. Is this what you are expecting?

3. Spent tons of money and
what did you get?

4. What does it mean?

5. Find & be found by target market
Create Engagement
Sales Lead
Let’s work our
path through
the sales
funnel!

6. What if you could have all your sales
leads in a single room?

7. Are you part of the conversation?

11. Great!
Top of the funnel is nice but….

12. Find & be found by target market
Create Engagement
Sales Lead

13. Integrate
Linked
IN
Google
+
Twitt
er
Facebo
ok
Break Down The Walls

14. The content
funnel
Your marketing plan
needs to leverage all
mediums

15. Social, search, and
email, all work
together!
Panda 4.0:
● Original Content
● Social Engagement
● Return visits

17. Work together:
sales and marketing

18. Find & be found by target market
Create Engagement
Sales Lead

19. NEW GAME
“It’s important to build a personal brand because it’s the
only thing you’re going to have. Your reputation online
matters, which in the new business world is pretty much the
game, so you’ve got to be a good person. You can’t hide
anything, and more importantly, you’ve got to be out
there at some level.”
Gary Vaynerchuk Entrepreneur, Author, Investor

20. It is personal

21. STEP 1: Have a great presence

22. Don’t be sloppy

23. Where do they hang?
Go to IT forums & see what
customers are saying
What are their interests?
What are they reading?
STEP 2: Research your audience

24. STEP 3: Before doing
anything…. listen!
▪ What’s being said?
▪ What are customers’ hot topics?
▪ What are their key concerns?
▪ What are latest trends?
▪ What is the current IT news?
This will help you know the
content to share

25. STEP 4: Engage
Share relevant content & start conversations
✓ Post a very intriguing question like:
“Want to know the top security mistakes
every company makes? Download xyz”
✓ Link the download to your site so marketing
team can monitor who is clicking on the links
✓ Follow up within a week with a question or
conversation starter

26. Lets help our sales people start the engagement

27. Target the best groups

28. Sales people pick off the engaged
prospect for more direct conversation

29. Cross promote

30. Who can you find?

31. Who are you connected to?

32. What can we learn?

33. Real results when done right
Sources:
IBM
|
Hubspot
2013
|
State
of
Inbound
Marke;ng
2013
✓ 78% of salespeople using social media outsell their
peers
✓ Social media produces almost 2x the leads of trade
shows, telemarketing, direct mail or pay-per click
✓ 52% of all marketers sourced a lead from Facebook
in 2013

34. Your competition is using Social Selling
15% 31% 21%
More customer
renewals
Greater team
margin attainment
More reps
reaching their
targets
Source: Aberdeen Group

35. LinkedIn conversations
in email and websites
increase engagement

36. If sales and marketing get together

37. Find & be found by target market
Create Engagement
Sales Lead
Deals Closed

38. #Breaking NEWS!!
Panda 4.0 say’s NO to
replicated websites!!
Make sure you stay up to
date on the fast paced
changes!
Emergency Announcement

39. Turn sales into social selling pro’s!
WEEKLY
MONTHLY
DAILY
Review
&
update
your
LinkedIn
and
Social
profiles,
current
role
descrip;on,
adding
in
new
talking
points
&
achievements
respec;vely
Schedule
;me
to
spend
in
key
LinkedIn
Groups
to
add
comments,
start
discussions
and
reach
out
to
‘qualifying’
individuals
Write
an
ar;cle
highligh;ng
your
perspec;ve
on
one
of
the
major
challenges
in
one
of
the
markets
you
serve,
&
post
it
into
LinkedIn
Long
form
Share
an
on-­‐topic
ar;cle
–
from
a
trusted
source,
your
company’s
website,
or
LinkedIn
Pulse
(;p:
pre-­‐schedule
the
week
using
Content
MX)
QUARTERLY
DAILY
.

40. LinkedIn
LinkedIN
1. Use headlines to stimulate attention; your title is not always the
best headline
2. Create a summary showing value you bring. Write in the 1st
person
3. Use data or industry stats to gain credibility
4. Show your expertise
5. List skills your customers will want to hear
6. Use LinkedIn "Professional Portfolio” to share presentations,
videos, links, PDFs etc.

41. LinkedIn Premium – Sales
Professional
• Improve your professional identity
• Discover who’s interested in you
• Get analytics to improve your professional presence
• Be prepared with key information on business contacts
• Grow your professional network
• Make new business contacts outside your network
• Get introduced through your network
• Make yourself available to new contacts
• Promote and grow your business
• Zero in on the right people
• Easily stay on top of your search
• Reach out credibly to anyone on LinkedIn
Price – Starting at US$23.99/MO

42. Share buttons in
each article
Personalize and
connect to
LinkedIn profile
Conversations
in email
Integrate the communication

43. Search | Learn | Engage

44. Follow these steps and win

45. Content and Management
Strategy Sales Lead Data
Resources to help: