Seminar “Maturing of Social Media – Legitimate Lead Generation”
About the Session
SME technology businesses often struggle with taking the leads that they have and turning them into revenue.
In this session, we dive into greater understanding of how successful businesses use social media tools to effectively generate and convert leads. We begin by reviewing the “Customer Buying Process” (the typical thought process that a buyer goes through when making a purchasing decision) and how this thought process is influenced by social media when considering the 3 key stages of the buying process: “Solution Development”, “Evaluation” and “Commitment”. We will assess social media influence within the 4 key factors that concern a buyer: “Needs”, “Cost”, “Solution” and “Risk”.
We demonstrate how the 4 key factors change over the 3 stages and how various forms of social media can be used at each of these stages to successfully move the buyer through the Customer Buying Process.
- 1.) Overview of the Customer Buying Process: “Solution Development”, “Evaluation” and “Commitment”.
- 2.) Overview of the Customer Buying Process: “Needs”, “Cost”, “Solution” and “Risk”.
- 3.) Understanding the various social media tools (Blogs, YouTube, Twitter, LinkedIn, Facebook) and how they can help you.
- 4.) Mapping social media tools to the Customer Buying Process
- 5.) Practical Application: In this section, we will work through examples using real issues experienced by the participants
Who is this seminar for?
This seminar is designed for the head of Marketing and Sales at SME technology companies.
Kiran Mangate, Vanquish Consulting
Kiran leads Vanquish Consulting, a sales consultancy focused on helping SME technology companies sell better. Previously he worked in a number of sales roles at SAP, most recently in a sales role where he was responsible for some of SAP’s largest, most profitable customers. Before SAP, Kiran managed sales and marketing for Vortex Connect, a start-up focused on enterprise mobility software.
Adam Fox, Director, Ontario Region, Esri Canada
Adam Fox is a geographer, sales leader and social media junkie rolled into one. Adam is the Director for Esri Canada’s largest region managing three offices and 23 sales and professional services staff. Mr. Fox brings over 17 years of international experience to his role, on large and medium scale projects in over 15 different countries in a variety of leading technical, sales and management roles. Currently, he is responsible for the sales direction throughout the region and implementing innovative business development approaches with his team.