Comments on: Exploiting Social Media Monitoring For B2B Lead Generation

By: Bill Rice

Bill Rice — Fri, 23 Apr 2010 19:13:05 +0000

Kipp,

It’s funny I was just giving a presentation along these lines earlier this week.

My premise was (and is) that sales folks should be using social media much different than marketing folks. I tried to shift their perspective by getting them to think of it as a huge CRM database–ready to be searched and segmented like we do everyday to make contact.

The difference, in my mind, is that we need to think of ways and strategies to get to one-on-one fast, not generating audiences (i.e., marketing). That’s why your tactic is very interesting.

And, yes I have done it: search steelcase on bettercloser.com, which got us started on Twitter.

Great post. It works!

By: Matthew Mullen

Matthew Mullen — Fri, 18 Dec 2009 14:02:03 +0000

Hey Kipp,
Great info here. Thanks for posting it. I have thought about putting my Google voice number on my Web site for potential client contact, but, even though it screens calls, I’m afraid of getting a lot of junk calls. You are more popular than me; have junk calls been a problem for you?
Matt

By: Swati Sharma

Swati Sharma — Fri, 18 Dec 2009 07:51:57 +0000

Good Post. Microsoft is also ready with its new social media monitoring tool, Looking Glass that can aggregate feeds from Twitter, Facebook, YouTube, Flickr and other social media sites. http://bit.ly/6KNU0U

By: uberVU - social comments

uberVU - social comments — Thu, 17 Dec 2009 22:41:24 +0000

Social comments and analytics for this post…

This post was mentioned on Twitter by eSuiteOne: Exploiting Social Media Monitoring For B2B Lead Generation: If you have read more than one blog post a… http://bit.ly/4Fw1gm #social #b2b…

By: Kinkennon Communications » Blog Archive » Check out the SocialMediaB2B blog

Thu, 17 Dec 2009 21:59:55 +0000

[...] – Exploiting social media monitoring for B2B lead generation [...]

By: Valerie

Valerie — Thu, 17 Dec 2009 21:00:01 +0000

Just discovered your site and love all your entries and agree with most. I have one question though: Many companies have firewalls which prohibit the majority of the workforce to access social media. How can these guys get in touch with what is out there when they need to look at it in their already limited spare time?

By: Amber Naslund

Amber Naslund — Thu, 17 Dec 2009 17:59:57 +0000

Hi Kip,

Some great points in here, and thanks for the Radian6 shoutout.

We talk a lot about prospect contact, actually, and we call it “listening at the point of need”. The idea is that you can use your listening efforts to pay attention to conversations that aren’t about your brand per se, but about needs the community at large has.

So if I’m a local bank, I can listen for friends asking for recommendations for a new bank, or looking for home financing or financial services options, and connect with them. To your point, the connection needs to be helpful, not pitchy, but it’s a remarkably welcoming and inviting way to connect with people who might need what you provide. It puts all the timing and context into the right place so it’s helpful rather than an intrusion.

Thanks for the thoughts. Hope you have a fantastic holiday season.

Best,
Amber Naslund
Director of Community, Radian6
@ambercadabra