Social media and relationship developmentfor sales

Social media and relationship development for sales (and marketing) It’s as much about Sales as Marketing… 15 March 2011 Peter Abraham Director Econsultancy peter.abraham @ econsultancy.om Linkedin & Twitter peterjabraham

Context ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],|

Marketing mix is getting broader – and this doesn ’t include all those social media possibilities | Source: BCG analysis The Boston Consulting Group ,[object Object]

There ’s a new kid in town… Content Marketing – your content! Source: Junta42 - http://blog.junta42.com/ and Velocity and Partners - http://www.velocitypartners.co.uk/ Some ideas/solutions for Content Marketing… White Paper eBook Case study Audio book eNwesletter Blog Podcast Video blog Mobile app Game Widget Facebook app Screencast Wiki Webinar /Webcast News release Customer focused community ,[object Object]

Me the company brand ,[object Object]

Me as a personal brand ,[object Object],[object Object]

Personal Branding: Rationale ,[object Object],[object Object],[object Object],[object Object]

Source: Taken from an article by David Edelman and Brian Salsberg Source: Marketing & Sales Practice Nov 2010 https://www.mckinseyquarterly.com/Beyond_paid_media_Marketings_new_vocabulary_2697 Earned. How do you best leverage and manage?

Source: Taken from an article by David Edelman and Brian Salsberg Source: Marketing & Sales Practice Nov 2010 https://www.mckinseyquarterly.com/Beyond_paid_media_Marketings_new_vocabulary_2697

“ Emarketing strategies for the complex sale ” Ardath Albee ,[object Object],[object Object],[object Object],[object Object],Make content available internally for sales?

Buying process past and present Status Quo Choice through channels Priority shift Research Options Step backs Validation Marketing (Content) Sales what channel? Past Now How do you make this easier for everyone? WHAT YOU KNOW AND CAN APPLY TO A NURTURE OR SALE Internal External

The TRUST equation (Maister) ,[object Object],[object Object],[object Object],[object Object],[object Object],T = C + R + I S Something to promote and develop internally? Evaluate each of the four elements and give yourself a rating of zero-to10

Start to consider using Sales and Marketing resource with social media Source: Social Media for Sales in the professions – white paper – download from: http://bit.ly/hUHxpy

Key themes - Social media as a change agent for sales (and marketing): ,[object Object],[object Object],[object Object],[object Object],[object Object],|

Key themes - Social media requirements resulting from change: ,[object Object],[object Object],[object Object],[object Object],[object Object],|

| 13 January 2008 | Course Title | Two examples from Econsultancy

Answer some ‘Questions’ - related to reports and blog articles curated from LinkedIn, Twitter, Quora etc and distributed to staff daily to answer = drives more traffic .

“ Answers is now 7 th largest source of traffic to Econsultancy.com

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Summary | Centres of Excellence ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Thanks for your time ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],| 154

Social media and relationship developmentfor sales

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