Smashmouth B2B Blog: Sales & Marketing Demand Gen

Social Surround - Social Selling Takeaway from SiriusDecisions #SDsummit

Posted by Michael Damphousse

Social Surround Selling Techniques resized 600

I'm just coming off 19,000 miles, 3 countries, and both coasts of the US (back and forth twice) in a 5 week period.  I met lots of new people, and noticed a trend that interestingly reflected a concept Craig Rosenberg, The Funnelholic, and I presented at our case study session at SiriusDecisions Summit -- Social Surround. 

It's not new, and wasn't coined by us, but Social Surround is the technique of using every social platform available to connect to your colleagues and prospects.  Facebook, LinkedIn, Instagram, Pinterest, Twitter, Google+, you name it.  The more you connect, and the more you share with them or about them, the more you build that relationship.  Let's face it, a retweet by any means is flattering.

Here's a surround scenario for you:

  • I met the director of Demand Gen for a software company a few months back, brief handshake, intro and card exchange.  There wasn't an immediate need for Green Leads work at the time...nurturable
  • That night I sent an email with the contact info of a mutual colleageue we both knew from years ago that he had fallen out of touch with
  • I then linked to him on LinkedIn
  • From LinkedIn, I found his twitter handle, and followed him. Hopefully he monitors his new followers. 
  • I also followed his company account, learned a bit there
  • Found him on Facebook, and instead of offering to connect, I simply shared Green Leads' facebook page with him.  He liked it
  • I notice his company tweets something retweetable, and give it a retweet.  Maybe he'll notice
  • He's an avid LinkedIn Update poster.  So I liked a post
  • Saw he was on the attendee list of #SDsummit, so sent a "Look forward to seeing you at the event" email

Fast forward to the SiriusDecisions Summit.  Craig and I are in the case study presenting the Social Surround concept, and who's sitting in the middle row smiling?  Yep.  He comes up to me afterwards and told me how he personally experienced Social Surround by me and had come to the conference with the intent of talking with me about a b2b appointment setting project.  Now that he knew the concept had a term and it worked, he was sold--surrounded and sold.

Benefits of Social Surround:

  • Passive branding
  • Ongoing networking
  • Rapport building the social way
  • Non-intrusive to the prospect
  • Multiple touch points
  • Warms up outbound activies
  • Can trigger inbound responses

ps.  What I like the most with Social Surround is that I'm seeing the prospects surrounding me.  That is the ultimate Inbound Lead!

Photo: Christo and Jeanne-Claude's Surrounded Islands

Tags: b2b, demand gen, outbound marketing, siriusdecisions, twitter, lead gen, tips, linkedin, facebook

Demand Generation Tactics You Actually Use

Posted by Michael Damphousse

There is a whole set of new, fun, exciting demand generation tactics happening right now. Some of the recent trends like content marketing and social are reaching new levels of sophistication. Video is the next wave and we know enough know to provide useful advice. B2B demand generation is fun again and there is a lot to learn and go test. Green Leads is sponsoring an online summit with the Funnelholic, Act-on Software, and Radius Intelligence to explore the latest and greatest things happening in b2b demand generation. We carefully chose speakers who would bring the latest techniques, talk about real results, provide tangible tips, and present at least one surprising idea, fact, or result. We want attendees to understand "how" along with the "why". Scott Albro, Matt Heinz, Koka Sexton, and Matt Childs headline the event.

Join in on the fun. Click attend on the landing page below and we will see you there!

 

Tags: b2b, demand gen, outbound marketing, inbound marketing, webinars