INDEX
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Aberdeen Group
About section
on Facebook
on Pinterest
About the Author section (blogs)
accounts
budgeting for upgrades to
personal vs. professional
“pro” SlideShare
actions, assigning roles based on
active social listening
activity section (LinkedIn)
added value
administrators (admins)
Ads Manager
advertising
on Facebook
imagery in
on LinkedIn
social media
on Twitter
aggressive selling techniques
Agustin, Jennifer
on Bizo's social strategy
on LinkedIn
on social media posts
Altimer Group
American Express Open
analytics, see also specific types
animated presentations
Animoto
answer hubs
apologies
applications (apps)
for creating content
for sharing visual content
for social tools
and time commitment for social selling
Aria Resort and Casino
assets, social selling
audience, see target audience
audio sales presentations
authenticity
automated LinkedIn invitations
automated posts
automated requests for reviews
AutoSchedule feature (HootSuite)
awareness stage (sales funnel)
background image (Twitter)
background section (LinkedIn)
Bazaar-Voice
B2B companies
Facebook for
LinkedIn for
online community sponsorships by
online reviews of products from
Pinterest for
PowerPoint presentations for
sales funnel for
SlideShare for
social media budget of
social selling by
social selling case studies at
Twitter for
YouTube videos by
B2C company(-ies)
online reviews of products from
Pinterest for
prospecting with Twitter for
social media budget of
social selling by
social selling case study at
tracking of influencers by
“Beach Living” Pinterest board
best-in-class companies
big data
Bit.ly
Bit Rebels
Bizo
bloggers
gifts and product samples for
influencer programs for
mommy
blogs
for Caron's Beach House
connecting with target audience via
engaging prospects on
influence of
prospecting on
Shopify's use of
social indicators on
boards (Pinterest)
“boosting” a post
bosses, LinkedIn connections with
brand
power of consumer and
relationship of prospect with
branded content
brand loyalty
brand pages
on Facebook
on LinkedIn
budget for social selling
content development and account upgrades in
creating
and free vs. paid versions of social tools
program costs in
social tools and technology in
support functions in
buyer personas
buying cycle
buying decisions
buying process
bylines, blog
calls to action
Caron's Beach House
Cathy, Dan
Cathy, Truett
check-ins, with mobile devices
Chick-fil-A
Chobani
circles, Google+
Clark, Wendy
clients, LinkedIn connections with
CMO Survey
Coca-Cola Company
cold calling
collaborative approach to social selling
comments
in online communities
on personal Facebook pages
responding to negative
social media and access to customers'
commerce, mobile
communication, on Twitter
communities, online, see online communities
company events, video clips of
company pages
building
on Facebook
following
on LinkedIn
company updates, sharing
competitors
mentions of
online customer reviews of
sentiment about
social care by
comScore
connections (LinkedIn)
consistency
consultative sales
consumer, power of
contact information
content
apps for creating
budgeting for development of
creating
curating
good
inventory of
in online sales funnel
for prescheduled posts
social tools for creating and distributing
testing of
tools for sharing
types of
see also visual content
content maps
content strategy
contests
contextual lead scraping
conversations
monitoring
tailoring, to your audience
tools for tracking/monitoring
convincing content
coworkers, LinkedIn connections with
credibility pieces
CRM (Customer Relationship Management) solutions
cross-functional teams
CSO Insights
curated content
customer experiences, positive
customer recommendations
Customer Relationship Management (CRM) solutions
customer requests via Twitter
customers
existing, see existing customers
former
prospective, see prospective customers (prospects)
sharing between
customer sentiment
customer service
in collaborative approach to social selling
for positive customer experiences
responsiveness in
and role of sales/marketing in social media
social care as
with Twitter
customer support team
dashboards
data, sales and marketing
decision-making content
defectors
degree-of-separation theory
demographics, social
digital buyers
digital maturity
Digium, Inc.
Direct Message function (Twitter)
discounts
Dormify
Drapeau, Mike
earned media
ebooks
Edison Research
education costs
Education section (LinkedIn)
Eloqua
emails
links to online reviews from
of tweets
embedding tweets
endorsements (LinkedIn)
engagement
with existing customers
and Facebook
on Google+
increasing, on social media channels
measuring
with prospective customers
researching your company's history of
and success
Engagement Bar, SharedBy.co
entertainment, content for
enthusiasts
entrance strategies, for online interactions
Esri
evaluation stage (sales funnel)
evergreen content
Excel, prescheduling posts with
existing customers
asking for online reviews from
comments from
in development of buyer personas
engaging with
LinkedIn connections with
sharing information with
success stories from
exit strategies, for online interactions
Experience area (LinkedIn)
Expertise area (LinkedIn)
extended resources
external influencers
external resources
advertising on
Bizo's use of
building your presence on
Caron's Beach House's use of
Chick-fil-A's use of
communicating with author via
company pages on
enaging prospects on
influence of, on buying decisions
for lead generation and sales
mobile users of
personal pages on
photos on
Shopify's use of
size and popularity of
social indicators on
tailoring conversations on
Twitter vs.
videos on
fans
favorites (Twitter)
feed, Twitter
feedback
Feedly
flexibility
followers
formal process for social selling
former customers
Forrester Research
forums
free social tools
friends
influence of
LinkedIn connections with
social indicators from
genuineness
ghost-writing
GIFs
gifts
Girl Scouts of America
giving back, in online relationships
GlobalWebIndex
goals
going viral
Google+ and ranking by
misleading online reviews on
mobile users of
social networking and ranking by
and YouTube
Google+
building your presence on
communicating with author via
enaging prospects on
influence of, on buying decisions
personal and professional accounts on
size and popularity of
social indicators on
and YouTube
Google Alerts
Google Analytics
Google Authorship
Google Search
Google URL Builder
graphics
GreensKeeper
Grilled Cheese Truck
Groupon
groups (LinkedIn)
enaging prospects in
guidelines of
participating in
tailoring conversations to different
groups (online)
peer-to-peer influence on
prospecting in
Group Statistics
growth indicators, for social selling
g+ share button
handle, Twitter
hand-off process
for customer requests
for social selling
Hangouts
Hangouts On Air
Harris hawk
hashtags
Hayes, Mark
on blogs
on customer acquisition
on engaging prospective customers
on lead generation metrics
on social media at Shopify
Headline, LinkedIn
helpfulness
high achievers
Hoffman, Reid, on LinkedIn connections
HootSuite
how-to content
imagery, in advertising
immediacy
inbound leads
influence
building your
expanding your
on Facebook
measuring
on Twitter
see also peer-to-peer influence
InfluenceRank
influencers
building lists of
external vs. internal
following LinkedIn
on Google+
identifying
LinkedIn connections with
programs for
social indicators from
tracking
Infogr.am
infographics
information
consistency of
sharing
on Twitter
information technology (IT) products
informative content
InMail (LinkedIn)
inside sales teams
instructional content
integration of processes
interactions, online, see online social interactions
Interests section (LinkedIn)
internal influencers
internal processes, social care and
internal resources
Internal Revenue Service (IRS)
interviews, videos of
introduction feature (LinkedIn)
invitations, in LinkedIn
IRS (Internal Revenue Service)
IT (information technology) products
Kerpan, Dave
keywords
identifying your
in Twitter
for videos
Klout
Kred
lead development
leaders, thought
lead generation
from customer requests
lead scraping vs.
with social selling
time commitment for social selling and
and time spent on social media
lead scraping
contextual
and influencing prospective customers
lead generation vs.
social selling vs.
legitimacy of online reviews
likeability ratings
Likeable Media
Likes, for company pages
Bizo's use of
building your presence on
communicating with author via
creating profiles on
enaging prospects on
expanding connections on
as focus of social selling
history of
infographics on
for lead generation and sales
mobile users of
paid vs. organic social selling opportunities on
personal and professional accounts on
popularity of
premium accounts on
prospecting on
quality of conversations with prospects and
and SlideShare
social indicators on
in social selling process
social selling tools on
tailoring conversations on
Twitter vs.
videos on
see also groups (LinkedIn)
LinkedIn Today page
link-shortening tools
listening
lists
LivePerson
Location (LinkedIn)
loyalty stage (sales funnel)
Lurkers
manual processes, for social selling
marketing
as conversation with customer
mobile
SMS
word-of-mouth
see also sales and marketing process
MarketingProfs
marketing team
activities of
in collaborative approach to social selling
internal social selling with
role of
Marketo
Martin, Steve W., on LinkedIn connections
Mashable
maturity, digital
media
earned
owned
paid
Media Behavior Institute
media websites
membership fees
memberships, premium
Mention (tool)
mentions
Millennials
mistakes, admitting to
mobile applications (mobile apps)
for social tools
and time commitment for social selling
mobile commerce
mobile devices
adoption of
influence of
social selling with
mobile marketing
mobile sales
and adoption of smartphones
and influence of mobile devices
and mobile commerce/marketing
preparing for
mommy bloggers
monitoring, social
Moorman, Christine
NeedTagger
negative comments, responding to
negative customer sentiment
negative reviews
networking
neutral customer sentiment
New Media Expo (NMX)
news websites
Nielsen Innovation Analytics
Nielsen Research
Nielsen Twitter TV Rating
NMX (New Media Expo)
now/new/next model
objectives
offline sales efforts
off-site community events
online communities
connecting with target audience in
enaging prospects in
as focus of social selling
of Google+
peer-to-peer influence in
prospecting in
rules and guidelines of
social indicators for
sponsorships for
online reviews
buyers' trust of
in buying decisions
on mobile devices
supporting social selling process with
and word-of-mouth
online sales efforts
online sales funnel
buyer personas in
content in
creating content for
engaging and building relationships with prospects in
prospects' entrance in
traditional vs.
online social interactions
admitting to your mistakes in
being consistent in
being genuine in
being helpful in
being responsive in
entering and exiting
following community rules and guidelines on
listening in
monitoring
professional vs. personal
rules for
tailoring conversations in
Oracle
Oreo
organic opportunities for social selling
at Bizo
on LinkedIn
organizational media strategies
outreach posts
overview section (LinkedIn)
owned media
ownership, of customer requests
Page Insights
paid advertising
paid media
paid opportunities for social selling
paid versions of social tools
Paper.li
patience
payments, with mobile devices
pay-to-play opportunities
peer-to-peer influence
in blogs, forums, and online communities
and customer recommendations
with online reviews
positive social indicators for
perseverance
personality, online community's
personal media strategies
personal pages
on Facebook
in personal media strategies
social indicators on
personal social media accounts
personas
buyer
social networking
persuasive content
phone book approach to lead scraping
photos
applications for sharing
on Facebook
on LinkedIn
in social media
Piktochart
ping
“Pin It” button
pinning
Caron's Beach House's use of
enaging prospects on
social indicators on
visual content on
pipelines
+ 1 (Google+)
polls
positive customer experiences
positive customer sentiment
positive interactions
in online communities
as part of un-selling
and success
tracking and measuring
positive reviews
positive social indicators
posts
automated
at Bizo
blog
boosting
outreach
prescheduled
real-time
PowerPoint presentations
premium memberships
prescheduled posts
presentations
animated
audio
on mobile devices
PowerPoint
videos of
see also SlideShare
Present.me
press release videos
Prezi
privacy settings, on Facebook
private conversations, entering
“pro” accounts
product demonstrations
product reviews
product samples
professional associates, connections with
professional social media accounts
Profile Organizer tool
profiles
Google+
for online communities
referencing, on blogs
updating
program costs
progress, measuring and tracking
Projects section (LinkedIn)
Prominence Score
prospecting
and definition of social selling
in sales process
social gathering places for
and social media as sales/marketing tool
and team support for social selling
with Twitter
prospective customers (prospects)
Bizo's treatment of
in buying process
in development of buyer personas
engaging with
LinkedIn connections with
relationship building with
in sales funnel
self-education of
at Shopify
un-selling to influence
purchase stage (sales funnel)
Pushers
Q&A (question and answer) content
QR codes
quick tip videos
Quora
quotas, sales
Radian6 platform
real-time posts
recommendations
customer
relationship building
online
with prospective customers
and social selling
with un-selling
replies, in Twitter
repurposed content
research, in social selling strategy
resources for social selling extended
external
internal
shared
responsibilities, social selling
responsiveness
responsive websites
retweets
revenue
reviews
online, see online reviews
of social selling strategy
“RightNow Customer Experience Impact Report” (Oracle)
roles in social selling
RSS
rules of engagement
sales, number of
sales and marketing process
data from social tools for
defined
positive reviews in
prospecting in
role in social media of
social media as tool in
visual content in
Sales Benchmark Index (SBI)
sales funnel, see online sales funnel
sales managers
Sales Navigator tool
salespeople
mobile marketing by
in online sales funnel
preparation for mobile sales by
social influence of
social tools for
uses of time by
sales presentations, see presentations
sales quotas
sales team
in collaborative approach to social selling
internal social selling with
role of, in social selling
social selling and activities of
sarcasm
Saved Alerts tool
SBI (Sales Benchmark Index)
schedules
for outreach posts
for prescheduled posts
for social media activities
Scoop.it
Scripted (tool)
search engines
finding online reviews with
Google+ and rankings by
LinkedIn profile information in
Pinterest and rankings by
Q&A content and rankings by
visual content in
see also Google
searches
for online reviews of your products/company
in Twitter
Securities and Exchange Commission
selfies
sentiment
Sexton, Koka
on high achievers
on LinkedIn
share buttons
shared resources, for social selling
sharing
Bizo's monitoring of
of company updates
between customers
with existing customers
on mobile devices
of social selling strategy
tools for
of visual content
Sharpie
Shopify
signing off
SlideShare
Small Business Saturday campaign
smartphones, see also related topics, e.g.: mobile applications (mobile apps)
SMS marketing
Snapchat
Socialbro
social care
social contests
social demographics
social engagement
social gathering places
social indicators
social influence
social interactions, see online social interactions
social media
role of sales and marketing in
as sales and marketing tool
visual content in
Social Media Examiner
Social Media Marketing World conference
social media networks
in collaborative approach to social selling
defined
limiting number of
prospecting in
social selling roles based on
see also specific networks, e.g.: Facebook
social media plans
“Social Media Report 2012” (Nielsen Research)
social monitoring
Social Postings spreadsheets
social selling
collaborative approach to
definition of
objective for
paid vs. organic opportunities for
role of LinkedIn in
team support for
social selling strategy
defined
goals and objectives of
identifying and managing your assets in
integrating online and offline sales efforts in
outreach schedules in
research in
rules of engagement for
for social media plan
types of
social sentiment
social signals
social tools
budgeting for
in collaborative approach to social selling
for creating content
for curating content
free vs. paid versions of
for measuring influence
mobile apps for
for monitoring interactions
purpose of
sales and marketing data from
selecting
for sharing content
and social indicators
for tracking influencers
soft costs
Sonoma County, California
spam
Spiceworks™
sponsorships, online community
spreadsheets for prescheduled posts
Square
stakeholders, buy-in from
Staples
Starbucks
strategic partners, connections with
3/2/3/1 strategy for content development
streams, on HootSuite
structured data
subscribers
Summary area (LinkedIn)
support, for social selling
support functions
surveys
tablet computers
target audience
asking for participation from
creating content for
engaging with, on Facebook
focusing on social networks used by
researching
tailoring online conversations to
taxes
TeamLink
teams
for mobile marketing
roles and responsibilities in
for social selling
support for social selling in
technical support
technology, budgeting for
Technorati Media
telecom industry, use of Twitter by
testimonials
asking for
as content
videos of
testing, of content
The Thank You Economy (Gary Vaynerchuk)
thank-you pages
thought leaders
time commitment for social selling
and designating blocks of time for social selling
with extended resources
and identifying current uses of time
by inside sales teams
and lead generation
and limiting number of social networks used
with mobile apps
and objective for social selling
payoff and
with prescheduled posts
time frame
for dealing with customer requests
for sending LinkedIn invitations
topical content
Traackr
Trackur
traditional sales funnel
training costs
trending topics
trend update videos
trust
Tumblr
tweets
by Dan Cathy
defined
embedding and emailing
frequency of
influential
promotional
2013 Digital Influencer Report
advantages of using
advertising on
basic functions of
Bizo's use of
building your presence on
communicating with author via
customer requests sent via
customer service with
enaging prospects on
influential information on
infographics on
for lead generation and sales
origin of
popularity of
posting videos on
prospecting with
Shopify's use of
social indicators on
social selling tips for
tailoring conversations on
tracking influencers on
URLs for
Twitter Chat
Twitter Jail
2012 Social Media Marketing Industry Report
Unmetric
un-selling
boosting your likeability rating with
building relationships with
influencing prospective customers with
and lead scraping vs. lead generation
and Lurkers/Pushers
and prospecting with social media
and sharing information with existing customers
unstructured data
user-generated content
UTM parameters
Vaynerchuk, Gary, on social media relationships
vendors
vertical markets
videos
budgeting for
creating
sharing
in social media
Vine
viral
visual content
apps for sharing
budgeting for equipment/tools to create
on Pinterest
platforms for sharing
in sales process
on SlideShare
in social media
types of
on YouTube
visual learners
Visual.ly
visual social networks
Vizu
Volkswagen USA
Walgreens
websites
media
news
responsive
Web traffic, Pinterest as driver of
Wefollow
Wengel, Rob, on social media
White, Caron
on Facebook
on Pinterest
on social media
Williams, Nicole, on profile photos
WOM (word-of-mouth)
women, use of Pinterest by
WOMM (word-of-mouth marketing)
WOMMA (Word of Mouth Marketing Association)
WOM multiplier effect
word-of-mouth (WOM)
word-of-mouth marketing (WOMM)
Word of Mouth Marketing Association (WOMMA)
Xactly
Yelp
YouTube
enaging prospects on
and Google+ Hangouts
hours of video watched on
influence of, on buying decisions
size and popularity of
social indicators on