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Using Social Media

Social media is the step in the sales process that leap frogs lead generation, qualification and sales engagement. Social Media is not the direct driver of sales. Social Media is the opportunity to demonstrate customer leadership, increase brand awareness and create a community of supporters, prospects and brand evangelists. IHS Globalspec illustrates that the most popular social media site is Linkedin with 74% of technical professionals, with the next fast growing platform is Google+ with 41% of technical professionals with Facebook and Twitter following behind with approximately 60%.

Social Media Team Efforts

Due to the effort required to maintain a constant supply of fresh content and posts for an active social media site, it often requires a group effort to keep the engine running. IHS GlobalSpec points out that technical professional mainly use social media early in their buying cycle for top of the sales funnel activities. They are usually seeking specific types of content; news, problem-solving tips, the latest technologies and advances. Social media is a great place to post links to your articles, white papers, webinar invitations and video is popular with this audience, as well. Social Media is an excellent venue for creating and posting product demos, technical how-to videos, training videos and other informational/educational videos that apply a secondary level of advertising support in a market where every advantage counts.

AUTHOR - Loren Peck

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