1. Twitter for Salespeople
Peter Caputa IV @pc4media
http://www.hubspotcom/partners Director, Channel Sales & Marketing

2. Social Media for Salespeople. Why?
Establish Expertise
Improving Connect
Rate with Leads
Networking with
Existing Customers
for Referrals

3. Pete’s Blogging Advice from 2006
Reading - It's like listening.
Commenting - It's like 'active listening', sharing stories, guiding prospects in a
conversation and challenging prospect's assumptions… all in one.
Writing - It's like talking. :-)

4. Pete’s Twitter Advice for 2012
Reading your
customers and
prospects stuff
Tweeting, retweeti
ng and
commenting on
their stuff.
Writing your own
thoughts.
You don’t need to blog. 140 characters at a time is easier, especially for
salespeople.

5. How to Connect with More
Prospects

6. Read Efficiently with Twitter Lists

7. Retweeting: The Easy Way to Curate & Get
Their Attention All-in-One
Retweets show up in their “@Connect” stream, so they’ll see when you retweet their stuff.
It’s like giving someone a compliment: They’ll notice you.

8. Subscribe to Their Blogs
I use mygmailname+blogs@gmail.com to subscribe and then I route
them to a folder OR you can use an RSS reader like Google Reader to
subscribe too. I read them in batches and schedule tweets.

9. Tweet their Stuff
Don’t tweet stuff you don’t read. Don’t tweet stuff that you don’t think is good.

10. Make sure they Notice
Add from “their twitter name” to the end of your tweet after the link. Again, they’ll see
that in their “@Connect” stream. They’ll thank you.

11. Comment on their Blog & Make Sure they Notice
This is how you start a conversation that they’ll be interested in having.

12. Share Something They’ll Find Interesting
Make sure they notice by adding “cc:@theirname”. Do not abuse this!

13. How You’ll Get Referrals

14. Retweets and Favorites Get your
Followers’ Followers to Notice You
Just publish thoughtful stuff and interact with people (like I explained in the previous slides).
People will favorite and retweet your stuff. This will lead to other people following you.

15. Why I Don’t Thank People on Twitter for Retweets &
Favorites (Or how to start a conversation.)
Just like in sales. It’s not about me. Plus: thanking them is a dead end. Ask them a question like
“What part of that article did you find interesting?”. That’s start a conversation that could lead
to a real conversation…

16. Moving the Conversation into The
Real World
(where sales actually happens)

17. Grow Sales with Social Media
by Rick Roberge
1. Know your ideal customer.
2. Know where they hang out.
3. Be remarkable, relevant and findable.
4. Understand that what you think doesn't matter.
5. What words will your customer use to find what they want to talk
about?
6. Focus on conversation.
7. Optimize your profile.
8. Watch for the opportunity to engage! And when you do, do it gently.
9. Follow a sales process that mirrors their buying process.
10. Don't give a reason to be eliminated.
Read the article:
http://www.wbjournal.com/apps/pbcs.dll/article?AID=/20121126/PRINTED
ITION/311219998/0/PRINTEDITIONDATES

18. When to Do Social Media
1. Don’t spend “talk time” on social media.
Prioritize being on the phone.
2. Don’t start your connect sequence with social
media. Start by trying to connect with inbound
leads via the phone. Ability to connect still
decays with age of lead.
3. The sequence should still be:
vmail, email, vmail, email.
4. Try following people while you’re dialing or after
you leave a vmail. Put following and retweeting
in your workflow as you dial or leave a vmail.

19. This won’t work for everyone…
Make sure your transition to a phone
conversation is natural. Some people prioritize
interacting in social over returning
voicemails/talking on the phone. Just because
they interacted in social, doesn’t mean they
want to talk to you yet.
http://onstartups.com/tabid/3339/
bid/92302/Sorry-No-Calls.aspx

20. Engage them in conversation…
Leave thoughtful comment on their blog posts… …. And on Twitter

21. Goal of any connect is to find an interest
and move it to phone (or email)..

22. Questions & Thoughts?