Using Social Media for Sales Prospecting

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Gerhard Gschwandtner, Founder and CEO of Selling Power asked Shawn Naggiar, Act-On’s Chief Revenue Officer, “What’s changed about how social media impacts sales and marketing, and what do organizations need to do to stay up to speed?”

“Social media has been a key factor in leveling the sales and marketing playing field, especially for small- and medium-sized businesses,” said Shawn. He went on to tell how in Act-On’s early days, when Shawn was Act-On’s only salesperson, he learned how to use social media to find sales-ready prospects. Watch the video:

In the video, Shawn discusses how:

  • Prospects have new ways to research solutions; they can get referrals and references from peers, long before they ever see a datasheet or talk to a vendor
  • Marketers using social media for lead generation should ask themselves which conversations they should be listening to, what’s relevant, and how they can get involved in those conversations as a thought leader
  • Just having a profile and publishing relevant content is not enough; by itself it won’t make people love you or buy from you. Your social strategy should be integrated into your overall branding and marketing and function as a part of your overarching plan
  • You can think of social in terms of branding and impressions, rather than closing
  • You can use social to build your reputation, and community

Act-On’s social tools include the Twitter Prospector (which lets you find the conversations that matter) and Act-On Insight (which lets you benchmark your social efforts against your competitors).

If you’re ready to take a closer look at how Act-On can help you use social media for lead generation, give us a call at +1 (877) 530-1555 or send an email to schedule a one-to-one demo.

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