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Archive | Sales

Social Media Will Change B2B Distribution Channels

Tuesday, February 23, 2010

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Over the past year here at Social Media B2B we have talked at length about the marketing implications of B2B social media. However, the bigger picture is that the Internet is changing all aspects of B2B companies from human resources down to channels of distribution. Historically, the issue of B2B product distribution has been a [...]

Public Vs. Private Content In B2B Social Media

Friday, February 12, 2010

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Much of today’s B2B online marketing happens by generating leads back to a landing page or another page on a corporate web site. What marketers across B2B industries have found is that search engines and social media can be a major driver of qualified traffic. Direct mail and e-mail are still very important in B2B [...]

Using Social Media for B2B Data Aggregation and Sales Intelligence

Friday, January 29, 2010

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The B2B sales and marketing landscape is changing in a variety of ways due to both the web and the social web. While companies are still generating leads and using some form of sales force to offer products and services to new and existing customers, more information is available to help that process. People are [...]

Research: Organic Search Traffic Drives More Qualified B2B Leads

Wednesday, January 27, 2010

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The folks over at Marketing Sherpa have released some new research about leads generated from paid and organic search engine marketing. This data provides many valuable insights, but what does it mean to your B2B business? Balancing Paid and Organic Search Engine Marketing For B2B A quick look at the graph above and a person may [...]

Generating E-mail Leads from B2B Conferences

Thursday, January 21, 2010

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Any time you go to a B2B trade show or a networking event you come home with a pile of business cards. You need to stop thinking about these as pieces of cardboard and start thinking of them as business leads. Not sales leads, but business leads. As you build relationships both online and offline, [...]

B2B E-Book Marketing Example: SAP

Wednesday, January 20, 2010

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When many people think of e-books they likely think of the Kindle or of spammers flooding social networks with notes about free e-books. E-books though are an important part of the B2B online marketing arsenal. They offer a digital format that is easy to display and distribute a large collection of information. While blogs, social [...]

The Role Of B2B Sales Teams In Social Media

Wednesday, January 20, 2010

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I had the honor recently of doing an interview with Chad Levitt for his New Sales Economy Blog. Chad asked some important questions about the role of B2B sales professionals and their role in social media. We discuss the responsibilities of different departments within the organization as it relates to social media as well as [...]

7 Steps to Building A B2B Social Media Lead Generation Pipeline

Wednesday, January 13, 2010

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Social media is about selling and can be directly monetized. I understand that this goes in the face of social media purists, but it is true. However, selling happens differently in B2B social media than it does in other channels. When examining the lack of B2B social media adoption one of the core hurdles I [...]

3 Cases When Location-Based Applications Matter For B2B

Wednesday, January 6, 2010

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We are just getting started in 2010 and aside from gadget announcements from CES, the subject with the biggest amount of buzz on the web has been location-based social networking applications. Much of this buzz was created, when one of the leaders in the space, FourSquare announced that it was opening up its platform to [...]

Presentation: Using Blogs, Facebook and Events For B2B Lead Generation

Monday, December 21, 2009

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Most of the questions I get about B2B social media are centered around lead generation. In 2009, I did several presentations on the subject and received valuable feedback from listeners at those events and readers of this blog on the topic. I have but together a presentation that addresses B2B social media lead generation using [...]

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