Click to edit Master title style. Join the conversation online. using #ChannelCon16 using #ChannelCon16

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2 Click to edit Master title style Join the conversation online using #ChannelCon16 using #ChannelCon16

3 M Click About to edit Us Master title style Kelly Mahoney Senior Manager, Social on Twitter 3

4 Click to edit Master title style Kathryn VP Business Strategy and Development SEO Social Media Social Selling 4

5 About Our Sites Click to edit Master title style Facebook Twitter Instagram YouTube Google+ LinkedIn 5 5

6 Why does social media matter? Section Header

7 Click to edit Master title style Social Selling By the Numbers 84% of C-level/vice president executives use social media to support purchase decisions (IDC) Top social sellers have 45% more opportunities per quarter (LinkedIn) Social sellers realize 66% greater quota attainment than those using traditional selling techniques (Sales Benchmark Index) The single most powerful behavior separating top sales performers from core performers is using social media as a critical channel to engage customers and generate leads. (CEB) IBM used social selling to boost sales by 400%, and they did it in one quarter. (IBM)

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9 Attracting the B2B Buyer Click to edit Master title style Over 70% decide technology before engaging a solution provider - Paradot

10 We Know Why, but How? Click to edit Master title style 1. Audience 2. Content 3. Reach 10

11 Audience Section Header

12 Things to Consider Before Starting 1. Who are you targeting? 2. Where do they live & interact online? 3. How are they going to find you?

13 Things to Consider Before Starting Persona Who does your product or service SERVE? What problem does it solve?

14 Things to Consider Before Starting Persona Name Face Personal Characteristics Who are your current customers?

15 Section Header Content

16 What kind of content do they expect? Click to edit Master title style White papers Blog entries Photos Infographics Explainer videos Interview clips Diagrams Instructions

17 What to Share Click to edit Master title style 20% original

18 Click to edit Master title style Finding Content Google News Alerts Blog aggregators (Bloglovin or Feedly) Your social network Fun holidays (sidekick calendar)

19 How to reuse content Click to edit Master title style White papers Blog entries Photos Infographics Explainer videos Interview clips Diagrams Instructions 19

20 Section Header Example

21 Click to edit Master title style #SmartStat Start with research White papers Infographics Webinars Shareable stats

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25 Section Header Reach

26 Where Click to edit Master do title your style customers live online? Facebook Twitter YouTube LinkedIn Instagram, Vine, Snapchat

27 Click to edit Master title style Managing Social Dedicate time 3x15 formula Respond to comments 42% of consumers complaining via social media expect a 60-minute response time Use mobile apps if necessary Engage with followers Congratulate, retweet, comment, offer resources Schedule posts via Buffer or Hootsuite

28 Socially Surrounding Your Clients Click to edit Master title style Use LinkedIn and Twitter searches to find the right clients Link in with them, tell them why you are linking in Begin to follow them on Twitter 28

29 Support as You Surround Click to edit Master title style Set up a Twitter list or LinkedIn saved search to track their activity Begin to RT and like posts they make. Reply to them, comment, begin to start a conversation Send them a relevant white paper NOT SELLING, providing information 29

30 Click to edit Master title style Engagement Tips Photos Videos especially live! Comments Conversations Congratulations Feedback

31 Key Takeaways Section Header

32 Click to edit Master title style Just Get Started Understand who your audience is Find your clients online and surround them with useful resources Remember the social aspect of social media Use the 80/20 rule Pictures and videos boost engagement

33 Thank You