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Get Social
Social Media for B2B
www.digitalvidya.com
Why Social Media?
www.digitalvidya.com
“Only 20% of marketing budgets
are typically spent on retention.
Yet, in many cases, 75% of
revenues comes from existing
customers.”
Source: Flip the Funnel
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Why Social Media for B2B?
Source: KoMarketingAssociates.com
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for B2B
www.digitalvidya.com
Twitter: Highest Lead % Conversion
Sources: optify.com,
marketingpilgrim.com
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Key Milestones!
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Few interesting applications of Twitter
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Stock Market Prediction
www.digitalvidya.com
B2B Lead Generation through Twitter
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Twitter Cards for Lead Generation
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Twitter Cards
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Why Twitter is Powerful?
www.digitalvidya.com
Top 4 Reasons
• Direct Access
• Search
• #Tag
• Retweet
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Twitter Basics
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Open Conversations via Mention/Reply
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Private Talks via Direct Message (DM)
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Group Discussions via #Tag
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Twitter Tools
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Measure Influence
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Find Influencers
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Listen, Engage & Publish
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Scheduling
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Keyword Alert (Email)
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Listening
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for B2B
www.digitalvidya.com
www.digitalvidya.com
How many people have you met in the last one
year, Professionally?__________
To how many of them have you sent LinkedIn
request?_____________
www.digitalvidya.com
The desire to “stay connected”
We meet people every day, Professionally!
Invite them to your LinkedIn Profile
Key to Success
www.digitalvidya.com
How to leverage LinkedIn?
• Expand Your Reach
www.digitalvidya.com
Importing Existing Email Accounts
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Adding Your Friends & Colleagues
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LinkedIn Suggestions
www.digitalvidya.com
How to leverage LinkedIn?
• Expand Your Reach
• Build Credibility
www.digitalvidya.com
Your Profile
www.digitalvidya.com
Skill Endorsements
www.digitalvidya.com
Declare Accomplishments
 Announce your new website, blog posts, Deals, Customers or
products/services and drive readers
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Get Recommendations
“Hit when it’s hot!”
 Clients, Partners, Colleagues, Vendors, Friends and Associates.
www.digitalvidya.com
Plan your Content Calendar
• Company News: Award, Product Launch…
• Industry News
• Case Study
• Insight
• Travel Update: e.g. Conference Participation
• Article/Blog Posts
• …
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How to leverage LinkedIn?
• Expand Your Reach
• Build Credibility
• Engage with Relevant People
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Identify Relevant People
www.digitalvidya.com
Paid Filters in Premium accounts
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Practice Engagement
www.digitalvidya.com
Participate in Relevant Groups
www.digitalvidya.com
LinkedIn Case Studies
www.digitalvidya.com
3.5M US$ through LinkedIn
www.digitalvidya.com
James’ 7 Steps to Success on LinkedIn
• Touch up your Profile
• Join 50 groups
• Get weekly digests for 5-10 groups
• Spend one hour weekly participating in discussions of
interest
• Send connection invitations to people you meet in
discussions
• Ask connections if they would like to connect by phone
or Skype
• Every three months, reevaluate group memberships
and weekly digests
www.digitalvidya.com
EKA: $2M Sales Pipeline in 3 Weeks
• Provided marketing analysis of Mining Cos in
Australia
• Identified target mines and key players (CEOs &
CFOs) within those organizations
• Prospects identified along with LinkedIn
connections
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Case Study
www.digitalvidya.com
Background
Evalueserve participated as the Knowledge
Partner in Global Economic Summit which was
held in Mumbai from Jan 20 - 22, 2010. For the
same, Evalueserve wrote a research paper on
Investment Opportunities within Indian
Infrastructure - Roads, Ports & Telecom
Link: http://www.evalueserve.com/WhitePapersReports/tabid/176/Default.aspx
www.digitalvidya.com
Key Objectives
• Feedback on the white paper so that the industry
aspect could be included
• PR among relevant community
• Generate Leads
www.digitalvidya.com
How LinkedIn was Useful?
• Has relevant groups in Infrastructure domain
• Global reach in terms of PR
• Experts available under one platform
www.digitalvidya.com
 Joined the relevant LinkedIn Infrastructure Groups. Examples: India
Infrastructure Group, India Infrastructure Forum, PPP/PF/PFI, Infrastructure
Financing, Project Finance
 Posted this small brief about the paper on various groups discussion pages -
Hi All: Evalueserve was the knowledge partner of the Infrastructure session
in the recently concluded Global Economic Summit. The event was held in
Mumbai from 20 - 22 Jan, 2010. The team wrote a paper on the 'Investment
Opportunities in Roads, Telecom and Ports Infrastructure in India'. In case
you wish to read it, please feel free to visit our website
www.evalueserve.com or drop an email on
InfrastructureResearch@evalueserve.com
What was done?
www.digitalvidya.com
Leads Generated
 Partner, PROLUSION BV
 Manager, Infrastructure Finance at ICRA Management Consulting Services Ltd.
 Manager Ports and Logistic Unit Spain & Portugal at BNP Paribas Fortis
 Director PPP Solutions, Director of the Commonwealth Business School, Assoc. at Centre for Public Service
Partnerships
 Independent Consultant and ex EVP, Engineering of First Group America
 Vice President, Asia at PEI Media
 Independent Transport Planning & Management Consultant with over 20 years' management experience
 Transportation Planner at Transystems Corp with over a decade experience
 AVP, SKIL Group
 Managing Director at VAMED Healthcare Co. Ltd
 Managing Partner, Veda Asset Management
 Director at INEX Infrastructure Exchange Ltd
 Economist at Generalitat de Catalunya
 Ex- President, Land and Rehabilitation at Mumbai Special Economic Zone & Rewas Ports Limited
 Associate Vice President at Grant Thornton
www.digitalvidya.com
More Info on Google than LinkedIn
www.digitalvidya.com
Going Forward
www.digitalvidya.com
Social Media Resources
• SocialMediaB2B.com
• Mashable.com
• Hubspot.com
• MarketingSherpa.com
• MarketingProfs.com
• Marketingpilgrim.com
• SocialMediaToday.com
• SocialMediaExaminer.com
• eMarketer.com
• Econsultancy.com
www.digitalvidya.com
www.digitalvidya.com
Digital Marketing Master Course
www.digitalvidya.com
Let’s continue this conversation…
@MyDigitalVidya
On Social Media Off Social Media
info@digitalvidya.com
Thanks for Listening!

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Social Media for B2B Sales Professionals