How to Use Social Media to Crush Your Sales Quota Social media and social networks are becoming vital sources for prospecting, lead generation and client engagement. In fact a recent study of over 500 B2B sales professionals found that 72.6% of sales professionals that use social media outperformed their peers that don’t. Shane Gibson and his team at Socialized have provided social sales training to organizations such as Corning Cable Systems, DTM Systems, ACL and Ford Canada. (Training over 200 dealers for Ford alone). In this session Shane Gibson and his team will share with you: • How your social graph impacts your ability to close deals and generate leads. • How becoming an expert content curator can build credibility and influence • Key social search and social media monitoring tools to find opportunities and gather business intelligence. • How tools like Hootsuite and social CRM can pull all of your social networking together and make it easy and profitable to manage

1. With @ShaneGibson

2. 1. Your social graph impacts closing deals and
generating leads.
2. Become an expert content curator, build
credibility & influence
3. Social search and monitoring to find opportunities
and gather business intelligence.
4. Using Hootsuite and social CRM to make social
networking easy and profitable to manage.

3. “… is about creating an
environment where an act of
faith can take place”

4. • Value added frequent contact consistently
over time.
• More value and more time means more
trust

5. 81% of all conversion business
happens after the 5th value added
contact.

7. @Keenan

8. Owned?
Earned?
Paid?
Build Your
Own ATM

11. Nano-Markets

16. 16
Time
Energy
Ability
Money
Reputation
Spend Invest

17. CATEGORY
USERS NON-USERS
RETAIN DEVELOP REGAIN GAIN
A
Absolute
B
Beneficial
C
Convenient
High Yield
& Larger
Investment
Lower Yield
& Smaller
Investment
Pro-Active &
High Relation-
ship Selling
Passive &
Lower Rela-
tionship Selling
The ABC‘s of Targeting

18. • Search.Twitter.com
• LinkedIn.com/Signal
• LinkedIn Groups
• Personal Facebook Interest Lists
• Google Alerts

22. • Industry Blogs
• Google Alerts
• Geographic and Vertical Specific
• Experts list
• Zite
• Linkedin.com/Signal

28. • Set a recurring appointment with “A”
category connections.
• Curate great content to stay on their radar
• Proactively build lists and interact
• Monitor search tools and Hootsuite
• Tie it all together with Nimble or SCRM