Social Media for B2B Sales Teams

There is an incredible amount of interest in social selling. B2B sales people seem interested in using social in their sales efforts, but are not sure how.

I have two presentations coming up over the next couple weeks on social media for B2B sales teams. This week I am in Kitchener-Waterloo for the Communitech Senior Sales and Business Development Peer2 Peer, and in early May I will be at the Innovation Factory in Hamilton.

This blog will recap the highlights of these presentation.

Social (and) Selling

Just because a sales person is using social media to help them sell, it does not mean that they are not still using the fundamentals of sales. The B2B sales person will still need to use persistence, a great value prop, interesting subject lines, and research skills.

Linkedin

Linkedin is the best social platform for B2B sales. Linkedin can be used for both prospecting and account management. The key activities include advanced search, trigger events, inMail, and 2nd connections.

Twitter

Twitter can be very useful tool for the B2B sales rep. The best parts of using Twitter for sales includes looking for trigger events, using lists and retweeting others. Don’t be afraid to reach out.

Content Marketing

The biggest way that the marketing or leadership team can help the sales effort is through content marketing. Using blogs and whitepapers, the marketing team can boost SEO, reinforce subject matter experts, and provide inbound leads. Sales reps can take advantage of content by sharing these posts through updates on Linkedin and Twitter.

Social Tools

There are some great tools that are available to help make it easier and more productive to use social media. Hootsuite is a tool I use everyday online and on my mobile to help organize my social feeds. For organizations that are looking for a tool to help get sales people share on social media more frequently, check out PostBeyond.

Social selling can change as the platforms change and new tactics are used. To stay on top of what’s new, sign-up for our monthly newsletter to get the latest sales, marketing, and social media tips for your business.

Social Media for B2B Sales Teams