The slides I used in the first of 3 Social Media for Salespeople presentations I'm making for EMC's Data Protection Division. Special thanks to A Sales Guy Consulting, Brandyourself.com and Brandiam for having some great source material.

1. Why, What & Personal Branding

2. Who am I?

3. Who am I?

4. Intro
• VP Sales, edSurge
• Salesforce.com blogger
• EA/pogo.com, Pivot Conf,
Inman News, real estate

5. Why does social media matter to you?

6. Reason #1

7. Reason #2
78% of salespeople using social media as
part of their sales process outperformed
their sales peers.
Source: The Impact of Social Media on Sales Quota and Corporate Revenue Report,
A Sales Guy Consulting, May 2013

8. Reason #3
Of salespeople surveyed that are using
social, 40% closed 2-5 deals and 11%
closed 5+ deals using social

9. Reason #4
Social media users exceeded quota 23%
more often than non-social media users

10. Reason #5
“It takes 7 touches before a potential
customer is willing to transact.”
-- Tara-Nicholle Nelson
VP Marketing, MyFitnessPal &
pug afficionado
-- Marketing rule of thumb

11. What Do Sales Pros Use SM for?
1. Networking
2. Prospecting
3. Research (#2 for 2+ yrs SM experience)
4. Referral Building
5. Closing

12. #1 Platform for B2B
How many ways do I love thee?
• Find the right decision maker
• Find out someone’s title
• Find out the new POC
• Get more background on POC
• Broadcast my thoughts
• Follow smart people
• Build my network
• Find someone who knows someone
• See what POC is saying
• OMG – InMails!!!!

13. #2 Platform for B2B
Gotta crush on twitter too, because:
• Personal brand opportunities
• Great for “touches”!!
• Broadcast your ideas
• Learning some add’l info about
POC
• Sharing content
• Become a resource
• Show your personal side (w/in
reason)

14. Other social media platforms

15. Personal branding
…involves creating an asset by defining an
individual's …digital and online presence
and areas of knowledge in a way leading to
a uniquely distinguishable, and ideally
memorable, impression. -- Wikipedia

16. Define your personal brand
• What are my core values?
• What are my unique strengths?
• Who do I want to talk to?
• What do I want to be known for?
• What are my personal goals?
Source: Introduction to Personal Branding, by Zoe Sentirmai, BRANDIAM

17. Personal Branding: Bio
Exercise
Write down some adjectives that describe
you or what you want people to think of you.

18. Personal Branding: Consistency

19. Personal Branding: Twitter
Which of these people do you want to get to
know better?

26. Twitter: Personal story

27. Formula for a Twitter bio
What You Do What You’re Into Witty Bit
Sales at EMC Any blogs/media you
contribute to
Something surprising
about you
Exec at EMC DPAD div Other business-related
activities
Joke
Title + Company Hobbies

28. Personal Branding: LinkedIn
The default isn’t always best!

29. LinkedIn

30. LinkedIn

31. LinkedIn

32. LinkedIn: Broadcast Settings

33. LinkedIn: Professional Headline &
Custom URL

34. LinkedIn: Skills & Endorsements

35. Offensive vs. Defensive Tactics

36. Personal Branding: Google
Yourself

37. What to do next?
• Buy your domain name
• Create personal website
• Create profiles
• Join online directories
• Throw a party
• Write a press release
• Comment on news articles
Source: http://blog.brandyourself.com/brand-yourselfcom/emergency-tactics-for-fixing-a-
negative-search-result/

38. Personal Branding: About.me

39. Personal Branding: Facebook
Change your privacy settings!

40. Personal Branding: Big picture
• Own your digital persona
• Be a resource – share good information
• Be interesting

41. Leverage what EMC is doing
• Follow @emcdataprotection
• Use the DPAD Advocate Hub to share
content
• Get “social” at EMC events like #DPUG
• Join LinkedIn groups

42. 80/20 Rule
• Promotional stuff  20%
• Other 80%:
– Useful content – news & info (ex:Storage
Switzerland), local news
– Personal content – people can relate to
sports, personal growth, music, hobbies,
personal interests

43. Let’s Connect!
www.linkedin.com/in/alicemyerhoff
@motodot
www.alicemyerhoff.com

44. “If people like you, they’ll listen to you, but if
they trust you, they’ll do business with you.”
– Zig Ziglar, American author, salesman
and motivational speaker

45. Helpful Resources
• DPAD Social Selling Facebook Group
https://www.facebook.com/groups/EMCDPADSocialSelling/
• DPAD Social Media Hub https://inside.emc.com/docs/DOC-84395
• Check out the eBook!!!
• #DPArmy Advocate Hub Bit.ly/DPArmy
• DPAD Social Media Manager: Jennifer.Kirk@emc.com/@The_Jenius